The survey I was running about Chinese-Western negotiation is done - at least the first phase. I’ll be doing a full write up and putting together all kinds of attractive graphs and presentations — but here’s the gist of it:

1. Westerners view their negotiations in China as largely successful - or at least the successful ones are talking about it. Americans and overseas Chinese led the pack in terms of high-success rates. Europeans tried harder and spoke to more people, but didn’t see themselves as overwhelming successful in China. Buyers were busy and successful — doing lots of transactions and doing well. Sellers had a tougher road - and Americans are lagging behind in some important regards.

2. Chinese counter-parties are talking ‘long-term relationship’ but walking ‘one-off cut-throat’ in their negotiations - at least in the eyes of their Western counter-parties. Westerners see themselves as collaborative, win-win, and trustworthy. They view Mainland Chinese negotiators as competitive, untrustworthy and short-term. BUT the Americans and Euros who did the best in business also felt the best about their Chinese counter-party. Chicken or egg thing: Do guys who have the most deal-making success have a better attitude towards their counter-parties, or does having a positive & trusting attitude contribute to deal success? We’ll be talking about this A LOT in the future.

3. There seems to be a bias towards 40-somethings as negotiating counter-parties. Westerners who negotiated with Chinese counter-parties in their 40s reported the most success — while sellers were doing pretty well with Chinese buyers in their 30s. Below 30 and above 50 — lots of work for small payoffs.

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A more detailed discussion on American negotiator profiles can be found on www.ChineseNegotiation.com .

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