Foreign parties already familiar with some 'old style' China experience, as can be seen from the above, find themselves with regard to the next discussions easily inclined to call out almost loudly: "we determine the agenda!" The line of reasoning is: time is money and we soon want to know where we stand, in order to make quick results. Doesn't that apply to anyone?
During negotiations with the Chinese partner it is wiser to follow the procedure chosen by the Chinese side. It means no loss of face for the Chinese partner. If not, discussions just might come to an end quickly. By the time the main issues at stake finally come up for discussion, one is even more able to push them in the right direction.
To come straight to the point and to demand an immediate yes or no, is in China only possible in special situations in which there exists a certain hierarchical relationship between you and the Chinese interlocutor.
The organisation of discussions on the Chinese side is as follows: start in a vague or circumlocutory way and finish with the heart of the matter. The common denominator can be hidden anywhere, be sure you'll find it by discussing in depth a whole range of subjects, relevant or not. Only then you will succeed in your plans.
Yujie Services comes each month with a premise that focuses upon a certain aspect of the Chinese business culture where things may go wrong.
You want to comment on this subject?
Send your messages to Yujie Services: info@yujie.nl.
© 2026 Yujie Far East Intermediary Services ®