Preparation, Listening, and Strategies: Insights for Negotiating in China

In this episode of the MERICS China Podcast, Jörg Wuttke talks about negotiations in China. Wuttke has more than 25 years of experience as Chief Representative of the German chemicals company BASF in Beijing. In conversation with MERICS Director Communications and Publications Claudia Wessling, the former President of the European Chamber of Commerce in China shares intriguing stories about learning Sun Tzu’s “The Art of War” in negotiations stretching over nearly 200 rounds. He also explains why sometimes enduring silence might be the best approach. And he reveals who he thinks was the most authentic politician to negotiate with Beijing.

If this whets your appetite, make sure to read the comment pieces on the topic of negotiations by our former Senior Fellow and former Indian top diplomat Vijay Ghokale and by our Senior Associate Fellow Charles Parton:

• Why negotiating with China feels different, by Vijay Gohkale
• Negotiating with China – some practical considerations, by Charles Parton