Recently, A Gippsland-based business was planning to embrace the export dream. To enter the Chinese market, it had started negotiating with a Chinese company to create a joint venture. There were 12 negotiating sessions over 2 years but the Australians found it just about impossible to pin their would-be partners down.
The Australians would spell out exactly what they wanted in clear and precise terms. But their counterparts would skirt around issues like pricing – they would talk about quality, labour costs and material costs, anything but.