Reviewing how the negotiation took place
from the arrival to the departure of the Canadian, I think the Chinese did
orchestrate the negotiation to put the Canadians at a disadvantages by
following their common negotiating tactics:
– Seeking to wear the foreign side down with
– The artificial deadline.
The first tactic that I mentioned is said
to be the most common one. There are actually two alternatives for this tactic.
First, different issues are raised by the Chinese. As these are resolved,
another series of new issues might be raised as well. The list of issues seems
to never stop. The second alternative is that they might make unreasonable
demands and then refuse to address the concerns of the other side. They will
not attempt to proceed the negotiation. All of this aims to wear down to
foreign side with the expectation that the other side will accept their
proposed deal. The success of this strategy results from the fact that the
negotiators being busy people with a lot to do, while it’s the job of Chinese representatives to involve themselves in
the continuous negotiation.
Another obvious tactic that the Chinese
also utilizes is the artificial deadline and it seems to work really well. From
the beginning, they would like to agree on the final date to sign the contract.
It is set far enough to make sure that both parties would reasonably expect to
reach an agreement. But then the Chinese partner provides no attempt to reach
an agreement. In conclusion, the plan makes use of the pressure of the
impending signing ceremony and the fatigue of the negotiators will result in a
crucial concession benefiting the Chinese side.
all, facing with language and cultural barriers is never easy and foreign
negotiators sometimes allow for tactics and behavior that they would never
tolerate in their home country. Being prepared, knowing themselves and also
their counterpart can help to reduce the frustration of a prolonged, seemingly