Observed from the side of western companies one is easily inclined to focus on a managing director or a president of the board of directors, hoping to obtain clarity from this man or woman quickly, in order to cut knots, and the sooner the better.
In China assuming responsibility and making decisions in consequence, is something that is preferably been done collectively after ample mutual consultations. One is often afraid to risk one's neck and subsequently lose face in case there will be decided otherwise.
The leading figures usually give cautious indications directly or indirectly about which way to go. Then people lower in the hierarchy take these up and try to sound out the foreign partner about the matter. Step by step all the negotiation issues are being dealt with.
Trying to speed things up and putting people under pressure is usually counterproductive. This is only possible when you're at a deadlock and no interesting responses seem to be oncoming.
The leading figures prefer to keep a low profile at the real negotiations, in order to cut knots and make decisions themselves together with the direct negotiators and others involved when the foreign partner is not present. To ask the Chinese side for a prompt consent will generally be pushed aside.
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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