What a coincedence that I was just learning "negotiation in China", but I failed in a real negotiation exactly on the point our professor asked me and my team member to work on. It's durance and deligence(吃苦耐劳).
The eight elements of Negotiation in China are: 关系 （personal connections), 中间人(intermediary)，社会等级(social status)，人际和谐(interpersonal harmony)， 整体观念(holistic thinking)，面子(face)，节俭(thrift)，吃苦耐劳(durance and relentlessness)
I and another classmate were assigned with the task of making presentation on "durance and relentlessness(chiku nailao)". By reading the materials given, We need to understanding this element and know how it is working in Chinese negotiation, then according to this understanding, finding out the problems in another case,which is, how that general manager(American person) get into trouble in Negotiating with her Chinese counterpart.
I just read the materials and then my job task distracted me from finishing my school assignment.
There is a tender project of X+Y Million, and it’s divided into two parts, X + Y million separately. I was the main negotiator for the sub-project of X. We are called by the buyer to go to the negotiation just one night before, in otherwords, they leave us no time to prepare thoroughly.
Thesecond day, early in the morning, we started from the YMillion one, after 3 hours intensive bargain on price, they are still having big gap in their expectations, what's more, each party was still at their original position, with very suttle move. Then we made a pause and went for lunch. After lunch, they again having big differences in expectation.
Then they made a pause again, and come to our part- the X part. Seeing that it was such a difficult negotiation for them, we wanted to do it faster and be more direct and effecient. Therefore, we made concessions on their demands much quicker. Then the problem came, due to this quick concession, we lost our position, and we were pushed