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Negotiating with Chinese partners

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AllChinese mentality and cultural codes9Negotiating with Chinese partners13Chinese for business5Exhibitions, business trips and on-site support3China2Guidebook2
How to Negotiate with a Chinese Supplier If You Don’t Speak ChineseNegotiating with Chinese partners4 min readHow to Negotiate with a Chinese Supplier If You Don’t Speak ChineseThe most common problem in negotiations with a Chinese supplier is not price, but the fact that both sides may understand the same word differently. You may be sure you agreed on deadlines, packaging, or quality, while the factory heard something else entirely. If you don’t speak Chinese, that is not a reason to walk away from a deal. But it is a reason to set up the negotiations in advance so you don’t lose your terms, control, or time.
Negotiating with Chinese partners4 min readHow to Tell When a Supplier from China Is Too CheapNegotiating with Chinese partners8 min readWhat to Ask a Supplier from China Before PayingNegotiating with Chinese partners11 min readHow to determine who really makes decisions in a Chinese company
Рабочий стол с калькулятором, образцами продукции и заметками — иллюстрация к статье о переговорах о скидке с китайским поставщикомNegotiating with Chinese partners14 min readHow to get a discount from a Chinese supplier without ruining the relationshipWhy a discount in Chinese negotiations is an exchange, not a request; how to prepare, what to offer in return, and where the line runs between persistence and loss of face.
Рабочий стол с ноутбуком и таблицей цен, блокнот с иероглифами, чашка чая — атмосфера деловых переговоров о цене с китайской фабрикойNegotiating with Chinese partners14 min readHow to Discuss Price with a Chinese Factory: Structure, Roles, and the Language of NegotiationA conversation about price with a Chinese factory is not a haggle, but a sequence of different conversations: about the structure of the quotation, about who makes the decision, about what a concession looks like and how it is recorded. The article examines the logic from which negotiation techniques grow, and shows which formulations change the conversation and which close it.
Современная переговорная комната с документами на столе — обложка статьи о первом раунде переговоров с китайской сторонойNegotiating with Chinese partners13 min readFirst round of negotiations with the Chinese: what to expectThe first meeting with the Chinese side is not a haggle but a mutual check. We break down what is actually decided in the first round, how to read indirect signals like 考虑一下 and 有难度, and what you need to secure before it ends so that a second round happens at all.
Рабочий стол с контрактом и банковской картой на фоне размытого промышленного здания — иллюстрация к теме предоплаты китайской фабрикеNegotiating with Chinese partners12 min readHow to safely discuss prepayment with a Chinese factoryPrepayment to a Chinese factory is not a matter of trust, but a manageable procedure. We break down what to check before talking about percentages, how to formulate advance payment terms without conflict, and which tools reduce risk without damaging working relationships.
Рабочий стол с спецификацией и образцом продукта на фоне производственного цеха — переговоры о MOQ с китайской фабрикойNegotiating with Chinese partners12 min readHow to negotiate MOQ with a Chinese factoryMOQ is not a price, but the threshold for starting production. We break down what makes up a minimum order, who at the factory can change it, and what the buyer can offer in return so the conversation doesn't hit a flat refusal.
Переговорный стол с контрактом на китайском языке и финансовыми документами на фоне делового района ШанхаяNegotiating with Chinese partners11 min readHow to discuss payment terms with a Chinese supplier: deposit, balance, and the logic of negotiationPayment terms with a Chinese supplier are not an accounting detail but part of your negotiating position. We break down the logic of deposit and balance, the difference between 定金 and 订金, what to clarify before signing, and which arguments work when discussing payment.
Рабочий стол с коммерческим инвойсом, калькулятором и карандашом на фоне промышленного цеха — метафора переговоров о цене с китайским поставщикомNegotiating with Chinese partners11 min readWhy a Chinese Supplier Won't Lower the PriceWe break down why a Chinese factory refuses a discount: cost structure, the manager's authority, the logic of haggling, and the levers that actually affect the price.
Рабочий стол с распечатанной спецификацией, образцом ткани, блокнотом и чашкой чая — подготовка к переговорам с китайским поставщикомNegotiating with Chinese partners16 min readHow to Prepare for Negotiations with a Chinese SupplierPreparing for negotiations with a Chinese supplier is a management process, not a search for the right phrase. What to decide before first contact: goal and concessions, a dossier on the supplier, the real status of the person you're talking to, specification, language, money and logistics, internal limits and exit scenarios.
Небольшая тестовая партия товара в картонной коробке на столе рядом с планшетом и блокнотом — иллюстрация к статье о переговорах с китайским поставщикомNegotiating with Chinese partners11 min readHow to negotiate a small trial batch with a Chinese supplierA practical breakdown of negotiating a trial order 试单: why the factory resists small volumes, which four levers work, and what to do if a trial batch is impossible.