Similarities and Differences in Business Culture between China & Morocco (Part 3/6): A Practical Perspective on the Pre-Negotiation Phase
In my previous posts, I used theory to talk about the general similarities and differences between Moroccans and Chinese. Now, it’s time to get practical.
Let’s talk about how Moroccan versus Chinese negotiate!
Soukaina Imani, wrote a MIB thesis (Master of International Business) on the subject. So most of this article is based on her work. (a round of applause for the lady!)
But before digging into the main course (the negotiation phase), we need to start with the foundation: the pre-negotiation phase.
Similarities
Purpose
Moroccan and Chinese will both want to cultivate a long-term relationship when they enter a business relationship, however, Chinese will act upon this on a higher extent than Moroccans.
Approach to time
It is important in both cultures to take the time to develop the relationship before starting to negotiate business deal.
Also, we’re both not quite found of deadlines ;)
Physical Appearance
Formal suit for men and conservative clothes for women.
Bureaucratic issues
Several bureaucratic stages and a wide use of bribery. We both have a deep love for stamps!
Differences
Approach to time
Let’s be honest here, we Moroccans are far from punctual and anything that has to be done on Friday or during THE holy month will be post-poned.
In China, they tell you they’re not punctual, they surely are on time and sometimes before the rendez-vous time. There is also no religion interference, except for the Chinese New Year when everyone will go from one week to a month back to their home town to visit their relatives (and sometimes their kids who live with the grand-parents).
Physical Appearance
Chinese don’t give as much importance as we do to physical appearance, but in morocco appearance and brands matters even if the clothing is formal and conservative.
Lobbying
Although the government always have the last word in China, Guanxi allows for a certain soft lobbying in the decisions made by officials in the government. It may concern you as policy decisions made on the provencial and city level have a certain leverage.
In Morocco, a handful of family have a certain lobying power. But not as much as to greatly altere policy making decisions.
Approach to place
Choosing the negotiation venue is an important decision for Chinese as they will always prefere to carry on with it at their “home court”. (CONTROL FREAKS!)
Meanwhile, Moroccans often use public negotiation venues. (such a fancy word for just coffee shops)
Entertainment phase
In Morocco, if you get invited to a traditional Moroccan meal at their house… that means you really made into our hearts.
In China, the entertainment phase is the core part of the pre-negotiation process. Accepting their invitations to Karaoke, going for a hick, or banquets gives them face; if you turn them down, they will loose face and see you as cocky!
It’s crucial and if you should REMEMBER 1 THING from this article, remember this: If you don’t start cultivating the relationship with your Chinese counterpart during the entertainment phase, they will BACK OFF!
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