Negotiating in China: Insights from an Experienced Negotiator

In this podcast episode, Joach Wudge, the Chief Representative of BASF China in Beijing, shares his experiences and insights on negotiating in China. He emphasizes that while the famous strategist Sun Tzu's principles from 'The Art of War' may have some relevance in Chinese negotiation strategies, it is important to not solely rely on them. Wudge recounts a major project negotiation in Nanjing where his team had to navigate jet lag, language barriers, and ever-changing Chinese negotiation teams. He highlights the importance of understanding cultural differences and maintaining a linear approach while respecting the holistic negotiating style of Chinese counterparts. Wudge also addresses the use of artificial obstacles and the need for meticulous analysis during negotiations. He advises politicians to avoid grandstanding and develop authentic relationships with their Chinese counterparts. Additionally, he recommends preparing thoroughly, learning from Japanese trading house practices, employing active listening, and leveraging the power of silence during negotiations.