ABSTRACT
This chapter will look at various aspects of negotiating trade and investment deals with the Chinese. It will examine:
The differing views on the inviolability of a contract.
What goes on behind the scenes while the negotiations are under way.
The problems of setting a time-limit for negotiations.
Understanding who you are dealing with and discovering whether he or she is the real decision-maker.
The 36 Stratagems for waging war which provide valuable insights into the Chinese mentality.
