(j)
Pressure: Past masters at "slow torture",
and here the whole spirit of Sun Tsu comes to bear. (k) Formal exchanges/go betweens: Where exchanges are in a very conventionalised idiom, they can
become blocked as each side commits its "face"
to a particular position: hence it is important
for a negotiator to have an effective "go-
between" the UK commercial staff at our Embassy
performed this function for the UK, and the
French had a Chinese-born nuclear engineer as
their Nuclear Counsellor and all Chinese
agents are "double-agents" Sun Tsu otherwise
they cannot survive in China.
-
These characteristics are rationalisations from
hindsight, and for newcomers, such as UK officials
brought up in the comfortably conventional
atmosphere of Whitehall, extremely disconcerting.
But equally for commercial companies, since they
do not have at least some practice through
correspondence with the Treasury not just a
Departmental joke, but style is very bureaucratic.
NEGOTIATING SCENARIO
The general strategy composed the following
elements:
(a)
With all the parties involved on the Chinese side, and the inevitable prospect
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