The new Far West

In China as in Japan, and in other Asian countries, people communicate in indirect ways. Whoever wants to penetrate the Chinese market must therefore go through an intermediary. “To obtain an initial meeting, you must always be recommended by someone,” confirms Philippe Weiss, trainer-consultant at the Centre de Techniques Internationales (CTI). Deciding on a date can reveal to be a first cultural obstacle. “The Chinese are very pragmatic and do not make long-term projects,” indicates Annie Cattan, Senior Partner of the Cabinet Pragmaty. “To make an appointment with a Chinese person two weeks in advance is to run the risk that he will not come. It’s best to make last minute arrangements.” Meeting is nevertheless essential. For the Chinese, less conceptually minded than Westerners, would not be satisfied with video-conferencing to discover a product. “You must go to see them, preferably in a group, and to show it to them,” declares Philippe Weiss. To get to know you, they will go on outings with you, invite you to restaurants, even bars with hostesses. You will then have to lend yourself to the game of question and answer on what your spouse does, how many children you have, where you live, and so on. “Considered as more or less intrusive by Westerners, their curiosity merely aims to find out who you are and where to situate you,” he says. No matter how pleasant the spot where your hosts have decided to take you, remain on your guard. “This is a well-known strategy of Chinese negotiation,” continues Philippe Weiss. “They make you drink a little, introduce you to pretty women (or handsome boys if you’re a woman), and ask you whether it would be possible to lower the price a little.” Once back in your home country, don’t be surprised to receive an email asking you for a “small favour”. Mr Cheng, whom you met during your trip, has a friend who is coming to Paris for one week: could you show him around the city? Or his cousin is going to do his university studies in France: could you find him an apartment? “This ‘small favour’, sometimes time-consuming, aims to test your involvement,” he underlines. “If you accept to do the favour, you will be introduced into a network.” A precious means for success in China. If you decide to settle in China, bear in mind that Chinese functionaries are all-powerful. “It is appropriate to maintain good relationships with them, by inviting them, for example, to take part in a dinner-debate on a theme linked to your company,” he suggests. And avoid at all costs making any of your contacts lose face.