TNAG-0031-FCO40-67-Relations-with-China-1968 — Page 216

COFFIERNTIAL

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(1) It is desirable to have a clear understanding before negotiations start about the relative strengths of the Chinese and British positions and about the ultimate objective of the

negotiations.

(ii) It is unwise to lay all one's cards on the table too early. in a negotiation (the dangers of doing so were demonstrated in the border talko). It is probably better to start by demanding teres more favourable than those which it is expected to obtain, having

worked out the final position which can be accepted.

(111) Fegotiations should not be hurried.

rules

(iv) No hard-and-fast rulés can be laid down about when to compromise and when to atuna rika, This is a matter of "fecl".

..

A knowledge of modern China, and the Chinese language is important in sensing the atmosphere of a meeting but there is no magic key to understar.ding Chinese psychology either through studying Confucius or uso. It is, however, useful to he versed in Communist doctrine and jargon in order to be able to sort out the negotiating grain

from the ideological cheff.

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(v) The negotiator requires the usual skills: a thorough knowledge of the subject, flexibility, quickmess of mind, tenacity end

patience

above all the last. It is necessary to preserve a consistent front (1.e. to know one's own mind) and a fairly impassive

exterior,

Cutbursts of impatience or temper, unless deliberately

calculated, rarely pay off.

C.C. Mr. P. HoKearney,

P.U.S.D.

CONFIDENTIAL

(J. B. Denson)

1 Hay, 1968