China - Learning from the Trenches - China goggles

China goggles: a perspective that you adapt to quarantine, identify and execute transactions with better prospects

1)     Black Swan lake: Chaos reigns in China, that’s how people thrive and succeed so best to get used to them;

2)     No western logic in negotiations: Analyse each situation with western logic (facts – analysis – options - action), but approach it as an art piece with shades of grey that requires many judgement calls and changes along the way;  

3)     Everyone has connections and interest: Don’t be enticed by someone’s “connections” or interest.  I haven’t met a Chinese (apart from looking in the mirror) who doesn’t claim to have some high level connections in China – it’s a thing people do, so best to focus on basics of the transaction;

4)     No superiority or inferiority complex: Reference points are useful but not when you think you are superior or inferior due to your background - use the time instead to read and understand the other side.

5)     Shared economy: Chinese does not like zero sum games, they much prefer something that comes across as a mutual win. Always work on that basis.

Finally, keep in mind my 5 observations about China in the previous piece. They will help you in understanding many of the “What the…?’ moments in China.

My next piece will talk about ‘Australia – the Island Nation’, the Chinese business perspective of Australia.