Chinese negotiation aims at harmonious outcomes that preserve relationship rather than victories that defeat counterparts. The goal isn’t to win, extract maximum concessions, or prove you were right. It’s to achieve resolution that all parties can accept and that enables continued relationship.
This shapes everything: tactics that damage relationship for tactical gain are short-sighted; outcomes that humiliate counterparts may technically succeed but create resentment and retaliation. Seek outcomes balanced enough to sustain. “Each step back one step”—mutual concession—describes ideal resolution.
This doesn’t mean abandoning your interests but pursuing them in ways that don’t require counterpart defeat. Outcomes where you clearly won and they clearly lost often aren’t sustainable; outcomes where both parties can present the agreement as acceptable actually get implemented.
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