Every single agreement is just one more! That is how most (western) negotiators in business life think about the matter.
During negotiations the Chinese side indeed likes to analyse, to check all items thoroughly, and to cut problems into smaller parts. On the other hand, if parties agree about something, then this does not make the whole deal sewn up yet.
Once you have reached an understanding or an agreement on a certain issue, it becomes only definite after all the negotiating items have been discussed and have resulted in an overall agreement.
Each intervening decision has the effect of sliding and moving alongside a cobweb: all of a sudden the whole thing looks entirely different, therefore, in the Chinese view, earlier decisions need to be readjusted. For Chinese negotiators it is not a matter of changing their minds or positions.
One is just well-advised to bear this in mind and not to start making reproaches prematurely that could hurt the negotiation process.
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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