Doing Business in China

Business Negotiations in China tactics Whack-A-Mole

In the arcade game Whack-A-Mole, you whack one mole as it pops out of the whole and immediately another pops out of another hole. s the game progresses, more than one mole pops out at a time. Negotiations can often appear to be like laying this game. In negotiations, you settle a specific tricky problem or contract clause, only to have another seemingly uncompromising issue pop up. As the negotiations progress, the issues and problems intensify with many issues and problems coming up. In the Chinese negotiating game this seems even more prevalent with previously resolved issues being brought back up at the table with a new problem or even a change in the proposal. Some of hi is a tactic of wearing down the partner and a method for seeking further concessions.

In chinese negotiations and deals it is often the unspoken agreements between "gentlemen" that have the most lasting value, even more important than the actual written contract rules.

Business Negotiations in China tactics Whack-A-Mole