International Negotiations

7 

Make sure everyone reads and fully understands the background information to the case study 

at the top of page 81.

Extension activity

You could use the following questions to check they have understood.

1 

Who are the two parties to the negotiation?

2 

What is SunSource’s goal in the negotiation?

3 

In what ways can negotiating with the Chinese be rather predictable?

4 

In what ways can it be very unpredictable?

5 

What is guanxi (

/ˈɡwanʃi/

)?

6 

How are younger executives seen in China?

7 

How many people are you allowed to have in your team?

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations