Chinese negotiators usually have a pretty good idea about what they want from a business negotiation. Just make sure you don’t put yourself at a disadvantage by A) not having a systematic set of priorities, and B) keeping those priorities too secret for too long. The basic framework for setting negotiation priorities is the LIM. [...]
Category Archives: Sales and selling
China Sales & Negotiation: The DMU
October 14, 2008 – 2:13 am
The Chinese Decision Making Unit
If you are selling to a large company, there is a good chance that the buying decision is being made more than one person. We call this the “DMU” or Decision Making Unit. If you are selling to traditional Chinese companies, there is a very good chance you will not be [...]
