Chinese negotiations never end – so make sure your front line has the tools to represent.
Treat your China negotiation as a discrete operation with its own timetable, budget and manpower plan. Americans view negotiations as a hurdle they must cross in order to get to the business – Chinese feel that negotiating IS the business, and it doesn’t end as long as the relationship continues.
Successful negotiators come to China with a team of experts from different departments – including engineers, finance experts and legal people who can protect your side’s assets and further your interests. It’s not enough to have expertise and a thorough list of discussion points and deal variables – you have to look like you are serious about the China business.