Chinese negotiation emphasizes patient strategic positioning over aggressive tactical pressure. Prepare thoroughly before engaging. Work to establish favorable conditions rather than relying solely on negotiation-table tactics. Wait for favorable moments rather than forcing premature closure.
This patience isn’t passive—it’s strategic recognition that timing and positioning matter more than confrontational force. Extended timeframes often characterize Chinese negotiation; what seems like delay may be deliberate pacing allowing relationship to develop and circumstances to ripen. Showing urgency signals weakness that counterparts can exploit. Demonstrating willingness to wait shows you have alternatives and cannot be pressured.
The negotiation itself should confirm positions established through prior strategic action. If you’ve positioned well, the final agreement becomes straightforward.
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