Negotiation Tactics

Commitment to "Principles". Perhaps because of the highly personalized and opportunistic quality of … … … and their ambivalent feelings about dealing with foreigners, the Chinese see tо establish their own ground rules in … by emphasizing their commitment tо certain general “principles”.

Thus, а Chinese official can be expected to … а negotiation either by pressing his foreign counterpart tо agree tо certain general principles or by … past agreements of а general nature with the foreigner's predecessors. А Chinese negotiator will judge the degree of commitment of his foreign … tо а relationship with China bу his acceptance of relevant principles, and as а negotiation proceeds he will … tо constrain his interlocutor's room for bargaining … by invoking "principle" in order tо critique his counterpart's …

Nonetheless, the experience of recent negotiations with the PRC reveals clearly that when … … … tо reach а specific agreement they will set aside their stress on principle and reach а concrete understanding that in fact may have little … tо — or may even seem tо contravene — the principles they stressed early in the negotiation.

1.invoking; 2. Chinese officials want; 3. negotiation; 4. position; 5. seek; 6. maneuver; 7. relation; 8. initiate; 9. their own politics; 10. counterpart;

EXERCISE3. Practice your abilities in discussion.

Read the article to find out the main ideas. Put 10-15 questions to the text then with the help of your questions discuss it, expressing agreements or disagreements, exclamations, additions as well as summarizing your ideas (for the purpose use the material of section 2). Then retell it.

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