What approach do Chinese negotiators take in the initial rounds of negotiations?

Chinese negotiators often start initial rounds of negotiations by seeking consensus on the focus of the discussions. This approach emphasizes the importance of establishing a common understanding and building rapport before delving into more contentious or detailed aspects of the negotiation. Creating a collaborative atmosphere allows for greater flexibility and the opportunity to identify mutual interests, which is crucial in Chinese negotiation culture.

Establishing a consensus also serves to lay the groundwork for trust, which is fundamental in Chinese business practices. This relational approach can lead to more fruitful negotiations, as it fosters an environment where all parties feel acknowledged and respected. By prioritizing consensus, there is a greater chance of achieving a win-win outcome that aligns with the interests of all involved.

In contrast, immediate concessions, conflict-driven tactics, or delays concerning core issues would not align with the traditional negotiation style observed in Chinese culture, where relationship-building and gradual consensus are favored.