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| Author: | Stewart, S. Keown, C. F. |
| Title: | Talking with the Dragon: Negotiating in the People's Republic of China |
| Journal: | Columbia Journal of World Business
1989 : VOL. 24:3, p. 68-72 |
| Index terms: | NEGOTIATION (SALES) CHINA STRATEGY SALES SALES METHODS |
| Language: | eng |
| Abstract: | Interviews with 50 China traders based in Hong Kong indicated that factors for successful negotiations with the People's Republic of China (PRC) tend to be more product/finance related and less personal/culture related. This maturing of Chinese negotiating practices is attributable to greater experience over time. The most important prenegotiation contact methods were receiving a request from the PRC and regular sales calls. The PRC negotiating team typically was twice as large as the Western team. One-third of the negotiation time is spent on talking about technical specifications and another third on price. Although both sides tend to use a cooperative strategy, the Chinese team may make sudden demands. |
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