Chinese businessmen are renowned for being tough negotiators because they may deliberately make negotiations painful and lengthy for their counterparties. It can be very difficult, complex and longwinded for a Western person to figure out how to get it right with Chinese negotiators.

Sometimes you have told the Chinese side that you are at your bottom line, but they are unwilling to take you at your word.

Because in Chinese business culture, Chinese businessmen's primary aim in negotiations is “concessions”. Always bear this in mind when formulating your own strategy. You must be willing to show compromises and ensure their negotiators feel they have gained major concessions.

It is very important to know the commonest basic components of your counterparty's culture. It's a sign of respect and a way to build trust and credibility as well as advantage that can help you to choose the right strategies and tactics during the negotiations.