PRSky

China has become one of the global business giants within about the past twenty years due to its intense focus on providing the best kind of business training programs possible.  It has investments in foreign ventures that add up to a grand total of $286 billion.  It has 332,720 businesses it funds outside its countries, from automobiles to food, from insurance to retail.  Each year it has more than matched the projected growth analysts everywhere have provided.

Despite these great measures of success, foreign companies have experienced difficulties in communication, specifically in regards to negations.  Most investors are intimidated by the practices China uses in its deals.  They typically use a team of negotiators two times bigger than those in the West.  Additionally, they start their negotiations early in the form of creating contacts before the negotiations even began to making consistent calls to sales departments in companies.  Other tactics that probed intimidating for Westerners were abrupt stipulations that put Western negotiations teams in an unfavorable place during talks.  Part of this specific tactic has its origin in the deep seated history of China where surprising your antagonist made for a discombobulated mind that was easier to conquer.  The Art of War made it a common practice, from the fields of war to the fields of business. 

Other methods include the age old secret of gifts and social meetings, even though they are never really completely social.  Such things help to build up a business relationship before and during negotiations.  Making the negotiations talks longer is yet another tactic used as it helps Chinese negotiators to put their fellow negotiators in a weak position so as to bring up and usually get compromises that favor them.

The one tact that has so far failed them though is when they use a cooperative approach.  Though good at it, Chinese negotiators in business often interrupted the other side of negotiations with questions that proved to reduce anything they could on their economic returns.

Though such behaviors have been observed, no real research has been done to find out how Chinese businessmen are trained, what their university or higher education sources are and look like, what sort of programs they and what techniques and information are giving in those programs.  This and other information would prove vitally useful to businesses in the United States.  Since china is growing more powerful in the global market due to such executive coaching and other kinds of coaching, it would be immensely useful to learn their practices so as to compete on the same level, and perhaps beyond, as them.