If you've ever spent two months holed up in a Jiangsu hotel waiting to be called for the next round, this is for you. This study draws a realistic portrait of the circumstances, tactics and personality of the Chinese negotiator, and details approaches and strategies which are essential to overcome the bureaucracy and the stone-walling. Based on 17 years of negotiating experience and study of the Chinese, the author sets the Chinese cultural context of and for negotiation - the importance of "face" and being "on the inside". Case studies are analyzed to illustrate the characteristics of success in China - the long-term commitment, reputation, persistence and psychological foothold - and the signs of failure.