SUMMARY OF LESSONS WHEN NEGOTIATING WITH THE CHINESE:
H
II
III
IV
V
VI
VII
They never stop
Think before you start
What are your limits?
How to establish them with the Chinese
There will be a break-point/disengagement
The scenario must be credible
Define the field of battle
-
try to ensure
that the "Memorandum", or whatever form
the initial document is, is as balanced
as possible, because they will certainly
exploit any generalisations.
Identify roles and relationships, especially relative authority
Time is a crucial element
Patience
Care in repeating refusals
Courtesy and shamelessness to match the
Chinese
Control the drafting
Read your Sun Tsu and relax.