For Future

Importance of Finding Decision Makers in China



Decision Making

Generally speaking, you will be wasting your time in China if you begin negotiations with subordinates of the real decision makers.

To a greater extent than in the West, power within Chinese organisations is often so highly concentrated that there are only a very select number of individuals who have the power to make any form of decision at all, from the most minor to the most critical.

Negotiating with subordinates of the organisation you are targeting is therefore often a dead-end, since they cannot help you even if they are sympathetic to your cause.