ABSTRACT
International business negotiation processes have been changing fast with increasing complexities. Literature surveys and analysis of China business negotiations show that the negotiation processes in China have also been evolving fast, in line with international negotiation practices and developments. The majority of modern business negotiation processes in China have been shifting away from the simple, traditional, linear process to the more complex, modern, multi-issue, non-linear process. Analysis of modern business negotiations in China shows that the Chinese and foreign partners following the non-linear multi-issue negotiation process would normally only start their first round of negotiations after sufficient preparation by the negotiation teams. The Fujian Petrochemical Company was a Chinese company which was established by the various multiple Chinese partners involved in the massive deal. The final stage of negotiation closing should only be reached after all the key issues have been negotiated and agreed by the international and Chinese negotiators.
