I have come to the conclusion that the main issue with doing business in China is that there are too many Snakes, and not enough Ladders.A friend of mine has been negotiating for weeks for a deal, and at every step of the way the Chinese buyer has thrown up another "Snake" which could potentially kill the deal. Every Snake brings with it additional costs, additional process and additional time to renegotiate the deal price. All the while, the deal becomes more and more marginal for the seller until such point that one of two things happen:
(a) The seller gives up, and walks away vowing never to trade with the Chinese again
(b) The deal happens, but the seller is so frustrated with the outcome that he vows never to trade with the Chinese again
So if you are seriously contemplating selling something in China that is not luxury goods or exclusive cars, be prepared to lose your sanity, your temper, your patience and your hair.
Only the lucky few find the Ladders.
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