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John Hardman's avatar

“What we have here is a failure to communicate.” I experienced utter frustration attempting to negotiate a business deal with Chinese businessmen. I was vainly attempting to establish a basis of trust so we could have a foundation of cooperation, but they placed no value on trust and continued to haggle about transactional details and were shocked and insulted when I abruptly ended the negotiations.

Trust is an essential bedrock of Western economics and diplomacy. “My word is my bond” is critical in the West, but likely considered naive in more pragmatic China. Yes, the discussion of “low trust” is a major disconnect in our mutual understanding.

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Yuan's avatar

Both plz

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