ABSTRACT
High-level business negotiations cases in China have been analyzed to identify the key requirements for successful opening negotiation meetings in China. The negotiation agenda and programme, plus all the logistics for the opening meeting should be discussed and agreed beforehand by both the Chinese and international negotiation teams. For effective business negotiation in China, it is essential to include one or two good, competent translators in the negotiation team. The first opening negotiation meeting in China is important for both the Chinese and international negotiation teams. The Chinese negotiators normally stress at the opening of negotiation and during negotiations, that the key negotiation principle of 'mutual equity and equal benefits' should be applied in all their negotiations and agreements. At the start of formal high-level business negotiations in China, it is customary for both the Chinese and international chief negotiators to each give a short speech on their key negotiation messages.
