Comments for Chinese Negotiation

Comment on Negotiating in China: Basics. BATNA Analysis by BATNA Review: 5 dimensions of ‘no deal’ analysis - Smart Shanghai Team

Mon, 15 Dec 2008 00:15:03 +0000

[...] The BATNA should be an assessment of your present business assessment. It forms the basis for your strategy and informs your action plan — but the BATNA is itself an essentially static description or snapshot of your organization’s assets, liabilities, capabilities and resources. It has numbers and time. It is a cold-blooded assessment of your organizations health- and is completely independent of the outcome of the negotiation you are planning. That’s the whole point. If you think your BATNA is ‘if we don’t get this deal than we’re screwed’ then your REAL BATNA is ‘we’re screwed’. That’s the whole point of the exercise – to know how bad your worst-case scenario really is. [...]

Comment on Survey on Sino-Western Negotiation. Please help by China Business & Management Solutions: ChinaSolved » Blog Archive » Are you barking up the right tree in China?

Fri, 12 Dec 2008 02:31:26 +0000

[...] study being run by http://www.ChineseNegotiation.com indicates that Westerner involvement with the Chinese economy is almost always through privately [...]

Comment on When Chinese Client Wants To Renegotiate Terms by China Purchasing Managers - Renegotiating Deal Terms in a Recession - Smart Shanghai Team

Wed, 03 Dec 2008 03:01:32 +0000

[...] Go to http://www.ChineseNegotiation.com for their take of how Western sellers are handling the renegotiation call. [...]

Comment on When Chinese Client Wants To Renegotiate Terms by When Chinese Client Wants To Renegotiate Terms | bestpenalty.com

When Chinese Client Wants To Renegotiate Terms | bestpenalty.com — Wed, 03 Dec 2008 02:39:23 +0000

[...] Excerpt from [...]

Comment on China Negotiation: Interests vs. Positions by Purchasing Managers in China: Separate Interests from Positions - Smart Shanghai Team

Mon, 01 Dec 2008 00:58:05 +0000

[...] Negotiation China Negotiation: Interests vs. PositionsIs there a link between long-term planning horizon and strong business relationships?Send in the [...]

Comment on Send in the Lawyers? Best-Effort Marketing Deals in China by Send in the Lawyers? Best-Effort Marketing Deals in China ...

Send in the Lawyers? Best-Effort Marketing Deals in China ... — Sat, 29 Nov 2008 15:27:06 +0000

[...] Another fellow blogger placed an observative post today on Send in the Lawyers? Best-Effort Marketing Deals in China …Here’s a quick excerptThere IS a problem with exclusivity and no-recourse best-effort marketing arrangements. Best-effort deals are about the commission. That’s the only driver. If you think that your stake in a JV is giving you leverage in a best-effort … [...]

Comment on Send in the Lawyers? Best-Effort Marketing Deals in China by Big Marketing For You » Blog Archive » Send in the Lawyers? Best-Effort Marketing Deals in China …

Wed, 26 Nov 2008 14:11:51 +0000

[...] unknown wrote an interesting post today onSend in the Lawyers? Best-Effort Marketing Deals in China …Here’s a quick excerptThe main problem with the traditional JV model is that the Western side injects capital and assets NOW, but the Chinese side is required to execute the sales & marketing plan LATER. Unfortunately for the Western partners, the balance of … [...]

Comment on Send in the Lawyers? Best-Effort Marketing Deals in China by Your Publicity To You » Blog Archive » Send in the Lawyers? Best-Effort Marketing Deals in China …

Wed, 26 Nov 2008 08:16:43 +0000

[...] unknown wrote an interesting post today onSend in the Lawyers? Best-Effort Marketing Deals in China …Here’s a quick excerptEven if it were possible to sue for non-performance (which it probably isn’t in China), this is still such a bad idea that I would be reluctant to even consider it an option. So if suing isn’t an option, what is? … [...]

Comment on Send in the Lawyers? Best-Effort Marketing Deals in China by Online Advertising Live » Blog Archive » Send in the Lawyers? Best-Effort Marketing Deals in China …

Wed, 26 Nov 2008 04:28:54 +0000

Comment on 3 Negotiating Types in China Since 1978: The Generation Gaps by admin

admin — Wed, 19 Nov 2008 08:27:14 +0000

Hi Brian — did you get the email address I sent you? Sorry about the problems with email on this account. Trying to work it out now, but we’re probably best off with gmail for a while. -A