ABSTRACT
High-level business negotiations in China with leading Chinese companies are normally very complex and take a long period of time. Business negotiations in China typically start with the formal negotiation opening meeting. In Chinese business negotiations, it is important to realize that the finalization of negotiations can also involve different negotiation rounds and requires careful management by the negotiators. At the final stages of business negotiations in China, the Chinese and international negotiators should focus on finalizing the negotiations and closing the major deal. The Chinese and international chief negotiators and their negotiation teams need to understand that the high-level negotiation tag team approaches involve very complex high-level negotiation arrangements. Joint venture negotiations in China involve in-depth negotiations between the Chinese and international negotiation teams. Analysis of high-level negotiations in China and globally suggests that there are proven best practices which can be useful to apply to negotiations in China.
