How to negotiate with partners?

You may be surprised to learn that most Chinese businessmen like to deal with Americans more than any others. The opinion of the majority of businesspeople is that most Americans say what they mean and mean what they say and are not out to cheat them. Most Chinese businesspeople have friends or relatives who live in America or have visited here, and they admire us. It is a distinct advantage.

Modern American business is more and more often calling upon sophisticated risk-analysis techniques. It is now an "in" subject, employing scenarios, probabilities, and statistical analysis, in addition to extensive computer use and the building of risk-analysis models. Chinese businesses use a "feel" technique rather than a sophisticated, quantifiable risk-analysis and management technique. The first principle is this: Know everything you can about the products you intend to purchase or have made for you. How much is your toughest competitor selling the product for and what is the highest price that you can pay for it and still be able to compete successfully?

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