TNAG-1657-FCO40-2305-Daya-Bay-nuclear-power-station-project-safety-concerns-in-Ho-1987 — Page 47

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.