General Negotiation March 8, 2012

Negotiating with the Chinese: The Quanxi Approach

There are many things we can learn about international negotiations- that is, the process of negotiating with other cultures. When negotiating with the Chinese, there are three well tested approaches you can use. One of them, The Quanxi Approach, is particularly useful.

To understand the Quanxi Approach, we must first understand a bit more about Chinese culture. Friendship in the Chinese culture goes far beyond friendship in Western society. To the Chinese, friendship means helping each other to grow, to become independent and to become prosperous. It means doing more than what is expected or what convention calls for. It means revealing secrets. In business, it means helping with money, manpower, and technology to solve problems that are unanticipated and unbudgeted.

Friendship and “Quanxi” are closely related. The tradition of Quanxi says that once two parties are friends the dominant or stronger partner implicitly agrees to help the weaker partner in times of need. In return, the dependent party implicitly agrees to assist the other and stay loyal in hard times. When a Chinese negotiator is refused information because it is a “trade secret”, he shows his anger openly: “You are not our friend,” he might say. “You are not living up to our agreement in principle, which says that friendship, trust and help are our mutual goals.”

The Quanxi approach goes beyond the written contract itself. It says that if one side or the other is losing money on a deal, or if new circumstances arise which change the original basis for the agreement, either side is free to ask for relief.

Furthermore, each side expects that relief will be granted in the name of friendship and trust. The Quanxi approach helps both parties work together to survive periods of economic uncertainty or change, or times when one or the other is having problems. Each is well aware in advance of its responsibilities to the other.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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