Shenzhen completing the details of the
finance agreement, Madam Huang raised an
issue saying that "Mr Benjamin had promised
that the UK would concede this at the dinner
in London". This was a typical example of
the "shameless ploy" she was in fact
putting leverage on the UK by asking us to save her "face" with her colleagues and the
JVC. We found a form of words with no real
concession, and in the event the final
"Letter of Intent" was signed in March, and after further negotiation, the full contract with Framatome and GEC in November 1986.
The main lessons that one would leave for
anyone likely to confront the Chinese on a
major negotiation are:
I They never stop
II
III
-
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
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