Chuannan Mu Reformulating Strategies

YouTube video: https://www.youtube.com/watch?v=QNl93M7WxWc

Traditional Chinese

在與美國人協商的時候，在改變策略，或者采取讓步的時候，有什麽需要特別注意的地方？首先我想說，大多數中國公司，他們在談判的時候策略是基於對於這個交易的價值分析。但是，他們幷不一定拘泥於對這個交易的價值分析。有可能說，哦…比如說，能從談判中獲得更多的利益的話，他們會傾向於獲得更多的利益，幷不一定說，只要滿足了他們對交易價值的分析，這個談判就有可能達成。所以，我覺得中國公司的策略通常是說，要求盡可能多的利益。嗯…所以，從這個角度上講，他們對美國人…嗯…采取讓步、的可能性、就更低了。因爲他們首先會，幷不清楚美國人到底持什麽樣的立場，他們會覺得有一種，哦…不清楚的感覺。這樣會促使他們去抬高他們的要價。那、所以的話，他們對美國人特殊的方法我覺得很、很有可能就是，堅持不讓步，然後，看最後攤牌的情况會怎麽樣。這是我的認爲。

Simplified Chinese

在与美国人协商的时候，在改变策略，或者采取让步的时候，有什么需要特别注意的地方？首先我想说，大多数中国公司，他们在谈判的时候策略是基于对于这个交易的价值分析。但是，他们并不一定拘泥于对这个交易的价值分析。有可能说，哦…比如说，能从谈判中获得更多的利益的话，他们会倾向于获得更多的利益，并不一定说，只要满足了他们对交易价值的分析，这个谈判就有可能达成。所以，我觉得中国公司的策略通常是说，要求尽可能多的利益。嗯…所以，从这个角度上讲，他们对美国人…嗯…采取让步、的可能性、就更低了。因为他们首先会，并不清楚美国人到底持什么样的立场，他们会觉得有一种，哦…不清楚的感觉。这样会促使他们去抬高他们的要价。那、所以的话，他们对美国人特殊的方法我觉得很、很有可能就是，坚持不让步，然后，看最后摊牌的情况会怎么样。这是我的认为。

Pinyin

Zài yǔ měiguórén xiéshāng de shíhou, zài gǎibiàn cèlüè, huòzhě cǎiqǔ ràngbù de shíhou, yǒu shénme xūyào tèbié zhùyì de dìfāng? Shǒuxiān wǒ xiǎng shuō, dàduōshù Zhōngguó gōngsī, tāmen zài tánpàn de shíhou cèlüè shì jīyú duìyú zhège jiāoyì de jiàzhí fēnxī. Dànshì, tāmen bìngbù yídìng jūníyú duì zhège jiāoyì de jiàzhí fēnxī. Yǒu kěnéng shuō, o, bǐrúshuō, néng cóng tánpànzhōng huòdé gèngduōde lìyì dehuà, tāmen huì qīngxiàng yú huòdé gèng duō de lìyì, bìngbù yídìngshuō, zhǐyào mǎnzú le tāmen duì jiāoyì jiàzhí de fēnxī, zhège tánpàn jiù yǒukěnéng dáchéng. Suǒyǐ, wǒ juéde Zhōngguó gōngsī de cèlüè tōngcháng shìshuō, yāoqiú jìnkěnéng duōde lìyì. N…suǒyǐ, cóng zhège jiǎodùshang jiǎng, tāmen duì měiguórén…n…cǎiqǔ ràngbù, de kěnéngxìng, jiù gèngdī le. Yīnwèi tāmen shǒuxiān huì, bìngbù qīngchu měiguórén dàodǐ chí shénmeyàng de lìchǎng, tāmen huì juéde yǒu yīzhǒng, o, bù qīngchu de gǎnjué. Zhèyang huì cùshǐ tāmen qù táigāo tāmen de yàojià. Na, suǒyǐ dehuà, tāmen duì měiguórén tèshū de fāngfǎ wǒ juéde hěn, hěnyǒu kěnéng jiùshì, jiānchí bú ràngbù, ránhòu, kàn zuìhòu tānpái de qíngkuàng huì zěnmeyàng. Zhèshi wǒde rènwéi.

English

When consulting with Americans, altering your strategy or making concessions, what aspects does one need to pay special attention to? First I’d like to say, in most cases with Chinese companies, when they are negotiating, the tactics are based on the value analysis of the transaction. However, they are not necessarily restrained by the consideration of the value analysis. It’s possible to say, for example, if during negotiations they are able to reap an even greater profit, they will tend towards obtaining the greater profit. You certainly couldn’t say that merely satisfying the value analysis is the only way for the transaction to be successful. Therefore I feel that, speaking generally about the tactics of Chinese companies, they require that (you) maximize profits. So when you look at it from this angle, the possibility that they will make concessions is even lower. This is because first of all, they will be unclear as to what kind of position the Americans will take in the end. They are going to feel a kind of uncertainty about this. This will cause them to raise their desired price. So as for the particular methods of dealing with Americans, I feel that they support not compromising or giving concessions; then when all the cards are on the table, see what the situation looks like. That’s the way I see it.

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Authors: LouisPM, h.brinsko, orkelm.