This post is for the business-focused readers of the blog.  When you’re negotiating in China, there are several things to keep in mind.

人不为己, 天诛地灭 – “Every man for himself, and the devil takes the hindmost.”  (also said as 人不利己， 天诛地灭) People are not usually magnanimous when it comes to negotiations, and it takes two people with genuine foresight to come up with a solution that benefits each other and people external to the deal.  This is nearly everybody’s #1 operating principle (and it’s certainly not exclusive to China).

双赢情况/两全其美 – Both of these can mean “win-win situation” or “mutually beneficial”.  The former is an imported phrase and the second is native.  Remember this in your negotiations – any deal that you can complete is a “win-win” situation.  Nobody would willingly agree to a “win-lose” agreement if they’re on the losing side.  If the terms of the deal are in any way unacceptable for any party, he/she won’t sign on the dotted line.  Simple as that.  That also means that you can walk away

沉默 – Silence.  This tool could be your most valuable asset when it comes to negotiations.  Pause for five seconds and see if the person you’re talking with begins to fill in the gap.  Bear in mind that this does not work as well in China, but realize at the same time that somebody may be employing this tactic with you.  You’d be surprised at the concessions people make when confronted with an seemingly unending silence- don’t be one of those people and you just might save yourself some headaches.

What are some of your thoughts/experiences on negotiation?  Leave a comment!

Key words:

己 ji3 – self
诛 zhu1 – punish
灭 mie4 – extinguish/exterminate
赢 ying2 – win
沉默 chen2mo4 – silence