The basics of success are simple and true to every part of life, whether it is business of personal relationships. 

You want to buy, they want to sell, you want the goods at your price, they want to sell at their price , you both agree and  sign a negotiated contract which is to be excuted and delivered.  

The reality however is much different. 

You want to buy, they want to sell. You want the goods 100% delivered as you saw them in their factory at your price, they want to make as much money from the product by lowering the cost. 

You both agree on a deal and sign a negotiated contract. You “hope” that the goos arrive in good condition. They “hope” that you don’t realise the difference in quality and / or the delay in delivery. 

You can imagine what kind of Disaster is lying ahead. 

You need to be prepared for what you are about to face. Be prepared both mentally and physically for what is lying ahead of you.  

- Be prepared to change course from time to time. 

- Be prepared to face some of the hardest and longest negotiations you’ve ever seen.  

- Be prepared to always have an ace up your sleeve. 

- Be prepared to have patience, a loooot of patience, ( even more than with your wife… ). 

- Be prepared to tell white lies. 

- Be prepared to make friends. 

- Be prepared to give respect and receive respect. 

- Be prepared to not believe anything they say. 

- Be prepared to not judge them. 

- Be prepared to acknowledge that in most cases they have a short-term business outlook with you.  

- Be prepared to know that in most cases they don’t know the value of a lifetime customer. No one has ever taught them. 

- Be prepared to not try to change them. They are the way they are. 

- Be prepared to have a plan B ready in case all fails. 

- Be prepared to know that there will always be someone who buys cheaper than you. 

- Be prepared to know that there will always be someone who buys more expensive than you. 

Finally, be prepared to know that China is unique.  

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