The first thing you should do is create a good atmosphere. Chinese negotiators respect the culture of Americans and can create a fair and harmonious negotiation atmosphere.
For example, Westerners like to talk directly about specific items, while Chinese negotiators may adjust their own thinking to start the negotiation with specific items to suit the other side’s custom. This will make the guests think that their Chinese partners respect them and will respect the negotiation behaviors of the Chinese negotiators that are different from their own. Thus, the negotiating atmosphere will become friendly and harmonious.
Second, remember that listening is important. Faced with this situation, Western negotiators have the characteristic of being fully prepared and professional. Chinese negotiators can stay silent during the negotiation, listen more and get more information by listening.
Third, give definite words. Chinese negotiators should adopt direct and determined words and avoid equivocal words such as “maybe”, “perhaps”, etc.
International business negotiation involves contract management and follow-up communication. Different culture has a different understanding with the content and effect of the contract. For example: American culture emphasizes purpose and gives importance to equality, which determines that they rely on a complete contract to guarantee rights and establish obligations. Thus, contracts between American companies are always hundreds of pages long, including very carefully written articles on all aspects related to contracts in order to protect your own company from any disputes and unexpected accidents. Other cultures may not have such complicated contracts, so they must put up with this American custom.
In international business activities, differences in national culture and psychology always influence the management decision. Different cultural backgrounds make business style different, for example, Americans are mainly interested in profit while Chinese are interested in market shares. Also, those who speak different languages may have different thoughts. The strict German, the flexible Americans, the calm French, the affectionate Spanish and the enigmatic Japanese, etc., are closely related to their language. Therefore, in international business activities, people should not only know the rules of business activities, but also the prevailing customs and cultural characteristics of other people.