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Here’s what Stefan has to say about how to deal with one very popular technique for making you vulnerable during your business trip:
Chinese negotiators have been known to wear down foreign negotiators by various diversions and extended discussions. Taking clients out for a dinner, karaoke, and drinking games into the early hours of the morning before important meetings is a favorite tactic.
By preparing yourself and insuring due diligence ahead of your trip, you will be better able to deal with unexpected developments and make smart decisions despite suffering from lack of sleep and a possible hangover. Treat your trip to China like a marathon race. Pace yourself accordingly. Follow the Confucian model of moderation in all things to help you stay sharp and unfrazzled during what is ordinarily an exhilarating but taxing experience.