The Chinese economy is indeed in need of high quality, modern products including know-how and technology. However, it still means that they are far from eager to buy on the Chinese side and that it is unlikely that they would simply accept any kind of offer that comes along.
The position of foreign companies in the possession of the latest gadgets looks fairly strong on the face of it, but in practice that can be very disappointing. Chinese business partners usually hold the conviction that they are in a stronger position than the foreign partner and they behave accordingly: "Tomorrow, we'll have ten more foreign candidates in your place!"
By stressing the unique features of your company and its product during negotiations, such as its particular usefulness for the Chinese market, the available knowledge, know-how, a new product line, technology, a leap over the competition, etc., you can make them clear what they will miss in case they decide not to take their chances with your company and how they might lose out to Chinese competitors if one of the last mentioned might become your future partner.
Putting people under pressure, because you believe they'll come back to you anyway, usually has no effect. When it's about time to take your flight back home, anything can happen that might lead to an understanding, which may be secured during your next visit.
Yujie Services comes each month with a premise that focuses upon a certain aspect of the Chinese business culture where things may go wrong.
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