A Western businessman arrives in China, confident. He has a well prepared business case, and has mastered a range of negotiation techniques. Before his departure, he read some books about the country. Despite the specific nature of the market that everyone is talking about, he does not see why he would not succeed. Everything is so perfectly organized.

For two weeks, apart from a few days of work, his Chinese hosts take him sight-seeing; he discovers the delicious local cuisine, sings karaoke and dances with pretty girls. The Chinese are friendly, modest and funny and the time passes quickly. The businessman is very happy. On the eve of his departure, he arrives at the office of his Chinese hosts, and shows them the contract for which he is waiting their signature. After several hours of discussion, the Chinese tell him: "Let us think it over." More...