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I was discussing the issue of trust with a Chinese person who holds the top financial position with a Western firm. He said, "Where there is a lack of trust, Chinese will question everything. The root of most of the distrust is when Westerners avoid answering in a straightforward way.
"Take, for example, the boilerplate terms & conditions at the back of the contract, which we don't concern ourselves with. Westerners have to be prepared to fully explain all the fine details of the document.”
Trust cuts both ways. So, be prepared to discuss the fine detail of the boilerplate terms & conditions upfront. And ask your Chinese colleagues to clarify their terms & conditions. This will save a whack of time and keep your negotiations from going sideways.
Mia Doucet
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