his is Part Two of a four-part series on How to Negotiate with Chinese Companies. Part One is here. In this post, I discuss three additional negotiating techniques commonly Chinese companies commonly use when negotiating with foreign companies.
1. Death by a thousand cuts. The Chinese company is presented with a carefully drafted written contract. The Chinese company responds with a reasonable number of objections to the contract. The foreign company and the Chinese company negotiate on these issues and reach resolution. The foreign company quite logically assumes the negotiation process is complete and it expects the next steps will be to execute and then implement the contract.
How to Negotiate with Chinese Companies, Part 2 | Dan Harris | LinkedIn.