ABSTRACT
The Chinese chief negotiator and the negotiation team are usually experienced and well trained in their different specialist functional areas. They would also have had extensive negotiation training within their own Chinese company. It is very important for international negotiators to understand that the Chinese chief negotiator and negotiation team will most likely review in detail all the other contracts that the foreign company have already negotiated and signed in China as part of their negotiation preparation. During negotiation planning, the Chinese and international negotiation teams should use various advanced negotiation analysis tools to improve their negotiation analysis and planning. Analysis of business negotiations in China shows that each negotiator should be appointed to be the team speaker on their specific functional specialty or area of expertise. Many negotiation teams have found that formal negotiation workshops with role plays on the most likely negotiation scenarios to be very useful in their negotiation preparations.
