Chinese delegations do like to come to Europe for company visits, if possible just in combination with some sightseeing. The process of decision making does not start here. They simply trust on the initiative from the side of the visited companies for a return visit to China after an invitation to that end.
Meanwhile, competitors have usually been approached in the same way and they try to secure the most favourable terms by letting one of the foreign companies jump at it, if necessary with some smooth talking and promises.
The attraction of that huge Chinese market should do the trick and the one that is prepared to pay such a return visit, is also willing to do the things necessary to come to an agreement with the negotiating partner. The negotiating position of the Chinese partner is of course stronger in this way. Only in special cases Chinese partners will take the initiative in order to speed up business transactions.
If one is prepared to visit China frequently, to do some intense negotiating, to pay sufficient attention to building up a personal relationship while at the same time creating a reliable and respectable impression, one stands a better chance of success.
A unique product and a unique technology, which the competition fails to offer, together with a competitive price will do the rest.
Yujie Services comes each month with a premise that focuses upon a certain aspect of the Chinese business culture where things may go wrong.
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