What is a common strategy used by Chinese negotiators during negotiations?

Focusing discussions through initial agreements on frameworks is a common strategy used by Chinese negotiators during negotiations. This approach allows negotiators to establish a baseline or a mutual understanding of the key issues at hand before delving into more contentious points. By working toward an initial agreement on the framework, both parties can create a collaborative atmosphere that fosters trust and rapport, making it easier to navigate complex negotiations.

Establishing a framework often includes setting the agenda, defining terms, and clarifying objectives, which helps prevent misunderstandings and keeps the negotiation on track. This strategic method also emphasizes the importance of relationships in Chinese culture, where long-term partnerships are valued over one-off deals. Engaging in this way can lead to more sustainable agreements, as it encourages both sides to invest in the negotiation process.