Western negotiators in China are more successful when they grasp fully the difference between tactics and strategy - and understand how to develop and implementthem in their new business environment. Unfortunately, many foreign negotiators and managers in China spend so much time thrashing out tactical details and trying to clear operational bottlenecks that thought of constructing a practical, coherent China strategy is a fantasy. China counterparties benefit from the Westerners perma-fluster, and happily add fuel to the fire in the form of new crises, obstacles and opportunities. Western managers complain of starting hundreds of projects but completing few and accomplishing even less.
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