(a) They exploit a buyer's market. Every commercial company has visions of selling one sock for every Chinaman. But careful.
They were deliberate in ensuring that we
and the French were aware that they were
talking to other alternative suppliers
GEC had an approach from Kraftwerk Union;
NEI were encouraged at a late stage to put up alternatives to the turbines (not
by CLP); and we were allowed to use a
room for consultations with a complete PWR proposal from Mitsubishi in all 12
volumes standing on the table.
(e)
Shameless: No qualms about inventing outrageous demands, which after the
umpteenth dismissal, is still expected to
be traded for a real concession.
Ruthless use of "face"
"Your statement
does not accord with the promises made by
your Minister etc".
(f) The spirit of mutual co-operation:
This is a coercive pressure, where the
Chinese threaten that their opponents are
not showing the "spirit" of the political goodwill etc required by the original Memorandum. In this "game" each session
at the table requires a small concession or prospect of one with a recital of
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