explanations of why others cannot be
accepted. It does require care to ensure
that a response is not over-adamant on
points later to be conceded, since the
Chinese will not accept the same rejection
on points where no concession could be
made. Again, the style of concession has
to reinforce those points where one is
standing firm. Ironically, "extra"
points put down by the Chinese can be
useful in providing a means of using time
in the current negotiations, for example,
Hong Kong dollars and the CLP reference
to their "maximum price" derived from
their own cash-flow appraisal. It is
therefore important to milk the instances
where one is firmly saying "No".
(g) They exploit time to sustain a
negotiation in China is very expensive,
with teams of experts to handle repeated
and detailed questions, telephones, own typing facilities etc. Spinning out time
therefore increases the pressure to make
the quick concession.
(h)
No bargaining: there is no "trade"
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