Топик: Особенности ведения бизнеса в Китае (The peculiarities of marketing strategy development in China)

customer needs.Based on this,they arrive at the final offer with all detailed specifications.

Chinese customers are very particular about details,therefore it is advisable to have all

instructions and references to be translated into Chinese.The firms also have to detail

all the cost and benefits to prevent misunderstanding in future.The minimum and maximum limits for the different issues should be also calculated and conveyed to all

members of the team. The unexpected costs and expenses should be taken into consideration.Ideally,the negotiators should have several alternatives to facilitate the

process of negotiating.

FORMAL NEGOTIATIONS

Due to the recent decentralization process,foreign firm can directly negotiate with

Chinese firms.Although most of these are still state-owned.Their desicion making

policy is various.For example ,some of these companies have their own foreign exchange

while others depend upon the government allocations.

Some firms may have some projects approved while others have to apply for it.

We know that various executives take part in negotiations even politicians.On the Western side ,the negotiators are: technology managers,area managers,technical support,

and an intermediary(liasion officer).The Chinese use different tactics to get the informa-

tion they are really need ,using many tricks which are quite invisible for beginners.

Tactics such as flattery,embarrasment,and usage of historical facts to their advantage are the good examples. It also quite normal that the Chinese set up the competitors againist

each other so that that enables to hook out information .

Technology Foreign firms are quite concerned about measures to protect technology

and parents.For Chinese,the acqusition of technology by a state-owned enterprise,through

licensing and joint –ventures means as the profileration throughout the country.

According to one Western executive,it is very difficult to make the Chinese understand

the total cost of research and development incurred by the selling firm with respect

to a particular technology .

The Chinese are also quite concerned about the Western firms willingness to transfer

the techology and the following process of training .

Terms of payment and financing In the formal session,the financial issues such as terms

of payments,counter-trade, and how it would influence the terms of payment.If a part of the production is to be imported into the seller’s country,the percentage or amount has to

be agreed upon.

Implementation Our observations reveal that the real problems begin after the formal