to transport its own computer to-and-fro
to China getting it through Shenzhen
Station with several thousand Chinese
converging on four entry gates was one of
the epics of the negotiations.
ANGLO/FRENCH LIAISON
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Having two parties negotiating with one
client, we had immediately put ourselves
at a tactical disadvantage Sun Tsu's maxims state "Where your enemy is united,
divide him" and we had achieved this
for the Chinese without them doing any-
thing.
Hence we and the French realised that we
needed the closest co-ordination, since
anything that one side conceded would
automatically have to be matched by the
other.
The structure of finance negotiations
reflected the commercial structure -
separate commercial negotiations, with related Government financing. There was
an array of technical discrepancies in
the methodology of credit support eg
guarantee requirements; premium systems
and forms of cover. And these were
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