Counterplay

…and here are some useful tactics that may help foreign negotiators dealing with the Chinese:

Be Absolutely Prepared

At least one member of the foreign team must have a thorough knowledge of every aspect of the business deal. Be prepared to give a lengthy and detailed presentation, taking care not to release sensitive technological information before you reach full agreement.

Be Willing to cut your Losses and go Home

Let the Chinese side know that failure to agree is an acceptable alternative to making a bad deal.

Cover every Detail of a Contract Before you Sign it

Talk over the entire contract with the Chinese side. Be sure that your interpretations are consistent and that everyone understands their duties and obligations. Make sure that you get professional legal advice from someone who understands the law (and the language) under which the contract was written.

Be Patient

It is generally believed in China that Westerners are always in a hurry, and the Chinese party may try to get you to sign an agreement before you have had adequate time to review the details.