Negotiating with Chinese Companies: Patience Required
Doing business in China Requires Patience. The thinking in China seems to be that once an American comes to China "to do the deal," he or she will be unwilling to return home empty-handed and will instead end up signing something less favorable than what enticed them to go to China to sign. In most instances, your strategy should be not to get on the plane unless and until it is clear the right contract will be there for you when you land.