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Substituting subordinates to lead negotiations and discussion is considered an insult to the Chinese. Hierarchy is particularly important if you are a foreigner because Chinese tend to treat "outside" information with caution.
2. Humility is considered a desirable quality in Chinese business culture. Therefore, it is important not to embellish your accomplishments and to keep your ego in check.
3. The Chinese tend to extend negotiations beyond the approved deadline in order to try to gain an advantage. As a result, it is important to be a good negotiator.
Consequently, you should understand the interests of the other party at the bargaining table and also understand both parties BATNA (Best alternative to negotiated agreement)...
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