How to do business with Chinese managers who are still in denial about their changing role in the world.
Forget the Financial Times headlines about China’s rising international clout, and super-lux marketing campaigns targeting elite buyers in Beijing and Shanghai. Chinese media is still carrying the Party line about China as the struggling developing market – and your Chinese negotiating counterparty believes it to some degree. When approaching a Chinese negotiation, you have to take into account the conflicting roles that Chinese managers are grappling with. On the one hand they are brought up to see the Chinese Nation as perennial victim of foreign aggression, but they are also confident about their growing economic power.
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