ChinaSolved’s Least Wanted List #3 – Calling the negotiation a done deal just because they signed on the dotted line.
10 China Management Risks You Can Eliminate by Training: China management behaviors you need to eliminate # 3. Declaring “Mission Accomplished” too soon.
Chinese negotiators focus on the relationship – not the contract. In the West we stop negotiating when the paperwork is signed. In China negotiations start at “Hello” and end when your relationship is over. Experienced negotiators know that a signature or verbal agreement doesn’t end the bargaining – for some deals it is more of a beginning than a conclusion. Plan accordingly, and you may be able to turn the situation to your advantage.