IV
V
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
VI Control the drafting
VII
Read your Sun Tsu and relax.
Commercial Negotiations
These were extremely complex, and would
probably require a full seminar on their own
the leader of the GEC team in fact spent more
than four months of the year in China.
But one could just illustrate the Chinese technique of pressing for price concessions:
(a) The supply is put into packages, with
several in the form of "options that the
Chinese may elect to take up;
(b) This "basic price" is declared too high, by a large margin, and the Chinese will offer
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