Hierarchy Etiquette Slides 礼
Hierarchy & Respect
Advanced Mandarin for Strategic Communication
Lesson 1: The Language of Social Rank
礼
The Foundation: Face & Ritual
Mianzi (面子)
More than just "reputation"—it is social currency. In negotiation, giving face (gei mianzi) is a strategic move to build trust.
Li (礼)
The external manifestation of internal respect. Linguistic "ritual" through honorifics signals your awareness of hierarchy.
"He who does not know the rites cannot establish his character."
Addressing the Hierarchy
Title (Chinese) Translation Contextual Usage 王董事长 (Wáng Dǒngshìzhǎng) Chairman Wang The highest authority (Board level) 李总经理 (Lǐ Zǒngjīnglǐ) General Manager Li Often shortened to "Li Zong" (李总) 陈主任 (Chén Zhǔrèn) Director Chen Heads of departments or offices 贵公司 (Guì Gōngsī) Your Honorable Company Standard formal address for partners
⚠️ CRITICAL RULE:
Never use first names unless explicitly invited to. Always err on the side of formal titles + surnames.
The Geometry of Power: Seating
Seating is not random; it is a physical map of the hierarchy. Misplacing a guest can cause a major "loss of face" (diu mianzi).
The seat facing the door is for the Guest of Honor .
The Host sits opposite, with their back to the door.
Rank decreases as you move further from the Guest/Host.
Negotiation Table
Junior
Senior (Guest)
Junior
Door is this way ↓
Role Play: The Arrival
A delegation from Huaxin Tech (华信科技) is arriving at your office. You have been assigned a rank.
Your Objective:
Introduce yourself, offer tea, and guide the visitors to their correct seats. Use at least three different honorifics correctly.
Remember: Your tone of voice (intonation) and posture (bowing slightly) are as important as the words.
Honorifics Seating Guide Executive Honorifics & Seating Guide
Strategic Communication in Business Negotiation — Lesson 1
礼 (LI)
Reference ID: GR-ADV-CHI-01
Student Name:
Date:
1. Common Corporate Honorifics
Title & Rank Mandarin (Pinyin) Social Nuance Chairman 董事长 (Dǒngshìzhǎng) Ultimate decision maker; highest level of 'Face'. General Manager 总经理 (Zǒngjīnglǐ) Often called "[Surname] Zong" (e.g. Wang Zong). Senior Manager 主任 (Zhǔrèn) / 经理 (Jīnglǐ) Functional heads; address as Surname + Title. "Your Honorable..." 贵公司 (Guì Gōngsī) / 阁下 (Géxià) Extremely formal; 'Your Excelency' (diplomatic).
2. Rules of Social Protocol
Introductions
Always introduce the lower-ranking person to the higher-ranking person first. If you are the host, introduce your own team starting from the most senior member down to the junior staff.
Business Cards (名片)
Exchange with both hands .
Face the text toward the recipient.
Study the card for a moment; do not pocket it immediately.
The "Face" Check
"Loss of face (丢脸) occurs when social protocols are ignored. Preservation of face (留面子) is the primary goal of the first meeting."
PRO TIP:
If you are unsure of someone's rank, use a slightly higher title than you think they have. Better to over-honor than to insult.
3. Negotiation Seating Design
Below is a diagram of a standard rectangular negotiation table. The door is at the bottom of the page. Assign the following roles to the correct seats to maintain maximum respect.
Negotiation Table
A (Guest of Honor)
B
C
D (Host)
E
F
Roles to Assign:
___ Chairman Wang (Visiting CEO)
___ General Manager Li (Your CEO/Host)
___ Interpreter (Visiting Team)
___ Project Manager Chen (Your Team)
Rationale:
Explain your choice for the Chairman's seat (A) and the Interpreter's seat (B or C).
Main Entrance / Door
Corporate Rank Cards Corporate Rank Role-Play Cards
Scenario: The Arrival of the High-Stake Delegation
Guest Delegation RANK 1
Chairman Wang (王董事长)
Founder of Huaxin Tech
Bio: You are a legendary figure in the tech industry. You value tradition and respect. You speak little but observe everything.
Your Goal: Expect the host to greet you personally. Observe if they offer the "Guest of Honor" seat. Do not sit until invited.
"Silence is as powerful as speech. Wait for the host to prove they understand hierarchy."
Host Team (Your Firm) RANK 1
General Manager Li (李总经理)
Managing Director
Bio: You are the face of your company. You must show Chairman Wang that your firm is well-managed and respectful of his stature.
Your Goal: Personally welcome Chairman Wang at the door. Introduce your team by rank. Ensure the tea is served to him first.
"Humility is the highest form of hospitality. Put the guest's face before your own."
Host Team (Your Firm) RANK 3
Assistant Chen (陈助理)
Administrative Lead
Bio: You are responsible for the logistics. You must be invisible but perfectly efficient.
Your Goal: Prepare the business cards. Serve tea to Chairman Wang first, then GM Li, then the others. Do not speak unless spoken to.
"Efficiency is your language. Correct placement of chairs and cups is your contribution to the company's face."
Guest Delegation RANK 2
Director Zhang (张主任)
Head of Operations
Bio: You are the Chairman's right-hand person. You handle the technical details while he maintains the 'atmosphere'.
Your Goal: Exchange cards with GM Li after the Chairman. Ensure you use the correct title for your host. Test their hierarchical knowledge.
"Watch the host's assistant. A messy office reflects a messy mind."
Confidential Role Instructions — Strategic Negotiation Mastery
Strategic Ambiguity Slides 和
Strategic Ambiguity
The Art of the Indirect 'No'
Lesson 2: Maintaining Harmony in Conflict
The Hazard of 'Bù' (不)
In high-context cultures, a direct "No" is more than a refusal—it is a rupture of harmony (hé).
Impact of Directness:
• Immediate Loss of Face
• Closure of future negotiation paths
• Perception of arrogance or hostility
Strategic Ambiguity (含蓄 - hánxù):
"The ability to convey a negative message through positive or neutral language, leaving room for 'face' to be preserved."
Refusal Without 'No'
1
The "Difficult" Shift
有点儿困难 (Yǒudiǎnr kùnnán)
"There might be some difficulties..."
2
The "Inconvenient" Delay
不太方便 (Bù tài fāngbiàn)
"It's not very convenient..."
3
The "Consideration" Stall
我们要再考虑考虑 (Kǎolǜ kǎolǜ)
"We need to consider this more..."
Cultural Interpretation: In a negotiation, "we will consider it" often means "the answer is currently no, but I won't say it to your face."
Deflection through Conditionals
Using 如果...的话 (Rúguǒ...dehuà) shifts the burden of the "No" onto external factors or the other party's actions.
Pattern:
"If [Improbable Condition], then we might [Action]."
Example Case:
Refusing a 20% discount request.
"如果原材料价格下降的话，我们是可以考虑的。"
"If raw material prices drop, then we could consider it."
Note how the speaker blames the market, not the relationship.
Simulation: The Persistent Host
Your counterpart, Chairman Wang , has invited you to a formal dinner at 10:00 PM tonight. You are exhausted and have a flight at 6:00 AM.
The Challenge:
Decline the invitation three times . You must never use the word "No" or any direct refusal.
Success Criteria:
Maintain 'face' for both sides. Use at least one "difficulty" and one "conditional."
Ambiguity Drills Worksheet Ambiguity & Indirectness Drills
Advanced Strategic Communication (Lesson 2)
Confidential Practice
CODE: CHI-AMB-L2
Student Name
Date
Linguistic Strategy: Softening the Blow
Strategic ambiguity isn't about being unclear—it's about being pragmatically polite . In Chinese negotiation, the more important the person, the more indirect the refusal must be.
1
Transforming Directness
Rewrite the following blunt refusals into strategically ambiguous Mandarin. Focus on using 'Difficult' (困难), 'Inconvenient' (不便), or 'Consider' (考虑).
Direct Refusal (Target):
"We can't accept this price. It's too high."
Literal: 这个价格太高了，我们不能接受。
Ambiguous Version (Student Work Area):
Direct Refusal (Target):
"I'm not coming to the meeting tomorrow morning."
Literal: 明天早上的会我不参加。
Ambiguous Version (Student Work Area):
Direct Refusal (Target):
"No, we won't sign the contract today."
Literal: 不，今天我们不签合同。
Ambiguous Version (Student Work Area):
2
Conditional Deflection
Construct a conditional sentence (如果...的话) to decline the following requests by blaming an external factor.
Request: "Can you deliver the goods within 10 days instead of 30?"
External factor to blame: The logistics company / Supply chain issues.
Request: "We need an exclusive distribution right for the whole province."
External factor to blame: Corporate headquarters / Company policy.
3
The Subtext Reader
A Chinese partner says to you:
“关于你们的提议，我们原则上支持，但是细节上还需要再讨论。”
"Regarding your proposal, we support it in principle, but the details still need further discussion."
Question:
What is the most likely real meaning of this statement in a business negotiation?
They are ready to sign, they just need to fix typos. They disagree with major points but don't want to offend you. They are waiting for you to offer a bribe or a massive discount.
End of Activity — Strategic Negotiation Mastery
Refusal Strategies Teacher Guide Facilitator Guide
Refusal Strategies & Strategic Ambiguity
Advanced Mandarin Communication (Lesson 2)
Instructional Objectives
Linguistic Goal
Students will move from literal negation (不 / 没有) to pragmatic softening (不便 / 困难 / 研究) to communicate dissent while preserving social harmony.
Cultural Goal
Students will recognize the cultural imperative of 'Face' (Mianzi) as the primary driver behind linguistic indirectness in Chinese business.
Guided Discussion Prompts
1
The Cost of Clarity
"In Western business, 'clarity' is a virtue. In Chinese business, 'clarity' can be seen as aggressive or unrefined. Why might a Chinese partner feel more comfortable with a 'maybe' than a 'no'?"
Teaching Note: Focus on the concept of 'Buffer Zones' and maintaining future options.
2
Decoding 'In Principle' (原则上)
"A partner says, 'We agree in principle, but...'. Is this a green light or a yellow light? How should you follow up without pushing too hard?"
Teaching Note: Explain that 'In Principle' (原则上) often indicates a polite 'No' or that they are being blocked by a higher authority.
Common Misconceptions (The 'DANGER' Zone)
Misconception A: "They are lying"
Western students often view indirectness as dishonesty or 'lack of transparency'.
Correction: Frame it as social empathy . They are protecting YOUR feelings (face) by not being blunt.
Misconception B: "Maybe means Yes"
Students may think that because the word "No" wasn't used, the deal is still moving forward.
Correction: Teach the 'Rule of Three'. If they refuse vaguely three times, the answer is a firm 'No'.
Facilitation Script: The 'Inconvenient' Refusal
"Class, listen carefully to the tone. When I say 'Bù tài fāngbiàn' (不太方便) , I am not talking about a lack of chairs or a broken clock. I am telling you that for reasons I cannot explain without losing face, I cannot do what you ask.
As a negotiator, your response should NOT be: 'Why is it inconvenient? Let me fix it!'
Your response should be: 'I understand completely. Perhaps we can revisit this at another time.'"
Simulation Monitoring Checklist
Did the student avoid literal negation (Bù/Méiyǒu)?
Did the student blame an external 'Difficulty' (Kùnnán)?
Did the student use a soft, apologetic tone (vs. a defensive one)?
Did the student offer a face-saving 'Future Consideration' (Kǎolǜ)?
Bargaining Tactics Slides Bargaining Tactics
Offers & Concessions
UNIT 03 ADVANCED CHINESE
The 'Conditional' Exchange
Bargaining Core:
"We can only [GIVE] if you [PROVIDE]."
Chinese bargaining is a dance of reciprocity. Never give a concession without asking for one in return (jiāohuàn).
Key Structure:
“既然... 那么...”
(Jìrán... nàme...)
"Since [You did X], then [We will do Y]."
Ex: "Since you reduced the price by 5%, then we will increase our order volume."
Persuasive Counter-Offers
1. The 'Reality' Check
“说实话...” (Shuō shíhuà...)
"To tell you the truth..." (Signals a limit has been reached)
2. The 'Shared' Benefit
“双赢” (Shuāngyíng)
"Win-win" (The ultimate justification for a concession)
3. The 'Final' Step
“最后一让” (Zuìhòu yī ràng)
"The last concession" (Signals no more room for bargaining)
“生意不成仁义在”
(Even if the deal fails, the friendship remains.)
The Anatomy of a Concession
A concession is a physical manifestation of your sincerity (chéngyì) . If you give it too easily, the other side will suspect you were overcharging.
Wait for the third request to concede.
Always explain the difficulty of the concession.
Link the concession to a fixed future commitment.
Video Analysis: The Art of the Deal
Embedded media
Observe the body language and the 'pained' expressions when a concession is finally granted.
Role Play: The Bulk Shipment
The Scenario: A shipment of 50,000 units of high-precision microchips.
You have your Secret Objective Card . If you concede too much, you lose. If you don't concede enough, the deal dies.
Language Requirement: Use "既然... 那么..." at least once.
Negotiation Objective Cards Secret Objective Cards: Bulk Shipment Deal
Advanced Strategic Negotiation (Simulation Activity 3)
Side A: Exporter (Huaxin Tech)
Your Secret Briefing
Target Price: $12.50 per unit.
Lowest Acceptable: $11.00 (But only if volume increases).
The Problem: Your factory has a backlog; you cannot deliver in under 45 days.
Your Leverage: Your chips have a 0.01% failure rate (Best in industry).
Mandatory Phrase: "既然我们要保证质量，那么交货时间..." (Since we want to ensure quality, the delivery time...)
Side B: Importer (Global Logics)
Your Secret Briefing
Target Price: $10.00 per unit.
Maximum Budget: $11.80 per unit.
The Urgent Need: You need the shipment in 30 days or your assembly line stops.
Your Leverage: You are considering a Japanese competitor who is cheaper but lower quality.
Mandatory Phrase: "既然我们的需求量这么大，那么价格方面..." (Since our demand is so large, the price aspect...)
Side A: Exporter (Huaxin Tech)
Your Secret Briefing
Target Price: $12.50 per unit.
Financial Stress: You need 50% payment upfront to cover raw materials.
The Problem: Shipping costs have tripled this month.
Your Leverage: You are the only supplier with current stock available.
Mandatory Phrase: "说实话，原材料的价格一直在涨..." (To be honest, raw material prices have been rising...)
Side B: Importer (Global Logics)
Your Secret Briefing
Target Price: $10.00 per unit.
Cash Flow: You can only pay 10% upfront; 90% on delivery.
The Problem: Your board is skeptical of Chinese suppliers due to recent tariffs.
Your Leverage: You can offer a 3-year exclusivity contract if the first deal is good.
Mandatory Phrase: "为了长期的双赢合作..." (For a long-term win-win cooperation...)
Persuasion Phrasebank Negotiation Phrasebank
The Linguistic Toolkit for Persuasion & Concession
辩
Reference: CHI-ADV-PHR
Phase 1: Opening & Establishing Positions
<table class="w-full text-sm leading-relaxed"><tbody class="divide-y divide-slate-200"><tr><td class="py-3 font-serif font-bold text-lg w-1/2">我们非常重视这次合作。</td><td class="py-3 text-slate-600 italic">"We attach great importance to this cooperation."</td></tr><tr><td class="py-3 font-serif font-bold text-lg w-1/2">我们希望能够达成共识。</td><td class="py-3 text-slate-600 italic">"We hope we can reach a consensus."</td></tr><tr><td class="py-3 font-serif font-bold text-lg w-1/2">关于...， 我们的立场是...</td><td class="py-3 text-slate-600 italic">"Regarding..., our position is..."</td></tr></tbody></table>
Phase 2: The Bargaining Dance
<table class="w-full text-sm leading-relaxed"><tbody class="divide-y divide-slate-200"><tr><td class="py-3 font-serif font-bold text-lg w-1/2">既然您这么说，那我们...</td><td class="py-3 text-slate-600 italic">"Since you say so, then we..." (Reciprocity)</td></tr><tr><td class="py-3 font-serif font-bold text-lg w-1/2">如果...的话，我们是可以考虑的。</td><td class="py-3 text-slate-600 italic">"If [Condition], then we can consider it."</td></tr><tr><td class="py-3 font-serif font-bold text-lg w-1/2">我们恐怕无法接受这个条款。</td><td class="py-3 text-slate-600 italic">"I'm afraid we cannot accept this clause."</td></tr><tr><td class="py-3 font-serif font-bold text-lg w-1/2">退一步说...</td><td class="py-3 text-slate-600 italic">"Taking a step back..." (Introducing a concession)</td></tr></tbody></table>
Phase 3: Closing the Deal
<table class="w-full text-sm leading-relaxed"><tbody class="divide-y divide-slate-200"><tr><td class="py-3 font-serif font-bold text-lg w-1/2">这是一份双赢的方案。</td><td class="py-3 text-slate-600 italic">"This is a win-win proposal."</td></tr><tr><td class="py-3 font-serif font-bold text-lg w-1/2">我们就这么定了。</td><td class="py-3 text-slate-600 italic">"It's a deal." (Informal but final)</td></tr><tr><td class="py-3 font-serif font-bold text-lg w-1/2">合作愉快！</td><td class="py-3 text-slate-600 italic">"Pleasant cooperation!" (Common toast/sign-off)</td></tr></tbody></table>
Master Note on "Sincerity" (诚意 - Chéngyì)
In Chinese negotiations, the word "Sincerity" is often used as a weapon. If a partner says "We don't see your sincerity," it usually means they want a bigger concession. Always frame your counter-offers as a "demonstration of sincerity" to regain high ground.
Confidential Resource — Strategic Negotiation Mastery — Lesson 3
Contract Drafting Slides Contractual Precision
From Spoken Word to Binding Ink
Lesson 4: The Language of Formal Constraints
Register Shift: Spoken vs. Written
Negotiation (Kǒuyǔ)
Fluid, relational, focused on 'Face' and intent.
“咱们说好了...”
"We've agreed..."
Contract (Shūmiànyǔ)
Static, precise, focused on 'Liability' and scope.
“甲乙双方达成如下协议...”
"Party A and Party B reach the following agreement..."
The DNA of a Chinese Contract
Term (Mandarin) Translation Legal Significance 甲方 / 乙方 (Jiǎfāng / Yǐfāng) Party A / Party B Standard legal identities 不可抗力 (Bùkě kànglì) Force Majeure Acts of God / Uncontrollable events 违约金 (Wéiyuējīn) Penalty for Breach Specific liquidated damages 公章 (Gōngzhāng) Company Seal / Chop The ONLY thing that makes it legal
The Danger of Ambiguity in Ink
While ambiguity is a tool in negotiation , it is a liability in drafting . Vague verbs like "try to" or "as soon as possible" create major legal risks.
Case Study: The 'Promptly' Disaster
A contract stated Party B would pay "promptly" (及时). Party B waited 6 months. In Chinese court, "promptly" was ruled non-binding without a specific day count.
Spot the Loophole:
"甲方尽力 配合乙方的推广活动。"
(Party A will do their best to cooperate with Party B's promotion.)
The Problem: "尽力" (Jìnlì) has no legal metric. It's a relationship word, not a contract word.
Role: Loophole Detective
You are the Legal Counsel for a foreign firm. Your partner has sent a draft "Memorandum of Understanding" (MOU).
“如果市场情况允许，甲方将提供最低价格。”
Find the two linguistic traps in this sentence that will cost your company millions.
Hint: Focus on the "If" and the "Lowest price".
Loophole Detective Worksheet Loophole Detective: Contract Analysis
Legal Mandarin & Contractual Precision (Lesson 4)
Legal Review Task
DOCKET: CHI-LEGAL-04
Counsel Name
Date of Review
"In a contract, a single word is worth ten thousand gold pieces. A vague verb is a crack in the foundation of your agreement. Your job is to find the cracks."
1. Register Identification
Match the Spoken Negotiation phrase with its Formal Contractual equivalent.
A. “咱们商量好的价格...” (The price we discussed...)
B. “如果不给钱的话...” (If you don't pay...)
C. “大家都得听法律。” (Everyone must follow the law.)
__ “本协议受中华人民共和国法律管辖。”
__ “双方确认之合同价格为...”
__ “若乙方未能按时支付货款...”
2. The Loophole Hunt
Read the following clause from a draft Joint Venture agreement. Identify the three ambiguous terms and explain why they are dangerous for your company (Party B).
“甲方原则上 同意在适当时机 向乙方提供优惠 的技术支持。”
"Party A agrees in principle to provide Party B with favorable technical support at an appropriate time."
Trap Term 1:
Legal Risk for Party B:
Trap Term 2:
Legal Risk for Party B:
Trap Term 3:
Legal Risk for Party B:
3. Drafting for Precision
Rewrite the following vague spoken agreement into a precise, binding contractual clause in Chinese.
Spoken Intent:
"We'll pay the extra shipping fees if the boat is late by more than a week."
Your Drafted Clause (Use formal Mandarin):
Document ID: CHI-L4-WORKSHEET-REV02
Loophole Detective Key Answer Key: Loophole Detective
Instructor Reference Only (Lesson 4)
Teacher Resource
DOCKET: CHI-LEGAL-04-KEY
1. Register Identification Answers
C
“本协议受中华人民共和国法律管辖。” (Jurisdiction Clause)
A
“双方确认之合同价格为...” (Price Definition Clause)
B
“若乙方未能按时支付货款...” (Breach/Default Clause)
2. The Loophole Hunt Analysis
Trap Term 1:
原则上 (In Principle)
Legal Risk:
In Chinese legal practice, "in principle" essentially renders the commitment non-binding. It indicates intent but provides a "back door" for Party A to refuse actual performance without being in breach of contract.
Trap Term 2:
适当时机 (Appropriate Time)
Legal Risk:
This is a time-vague term with no measurable deadline. Party A can delay indefinitely by claiming it is not yet an "appropriate time," making it impossible for Party B to enforce the provision in court.
Trap Term 3:
优惠 (Favorable)
Legal Risk:
"Favorable" is subjective. Without a specific benchmark (e.g., "10% below market rate"), Party A could offer a negligible 0.1% discount and legally claim they are providing "favorable" support.
3. Precision Drafting Sample
Recommended Professional Phrasing:
“若货运延迟超过七个工作日 ，甲方同意承担其后产生的所有额外运输费用。”
(If shipping delay exceeds seven working days , Party A agrees to bear all subsequent additional shipping costs.)
Note: Precise time counts (Working days vs. Calendar days) and clear verbs (承担 - bear/take on) are essential.
For Instructor Use Only — Strategic Negotiation Mastery
Final Deal Simulation Slides 合
The Final Deal
Global Mergers & Acquisitions
Lesson 5: Synthesis Simulation
High-Stakes Merger Scenario
A Silicon Valley AI firm is negotiating a $500 Million Acquisition by a massive Chinese State-Owned Enterprise (SOE).
The Core Conflict:
The foreign firm wants cash and autonomy; the SOE wants technology transfer and management control.
Cultural Penalties:
• Incorrect title usage: -$5M Face Value
• Direct refusal (No): Relationship Rupture
• Seating faux pas: Immediate Stalled Deal
The Simulation Arc
01: Arrival
Greetings & Tea
Introductions, card exchange, and hierarchy establishment.
02: Banquet
Soft Power
Building 'Guanxi' through indirect conversation and etiquette.
03: The Room
Hard Bargaining
Conditional offers, ambiguity, and mianzi preservation.
04: Signing
Precision Ink
Drafting the binding clause and final seal ceremony.
The Rubric of Mastery
Technical Skills:
Accurate honorifics (Zhong, Dong, etc.)
Linguistic indirectness (Refusal drills)
Correct contractual register
"The winner is not the one who gets the lowest price, but the one who walks out of the room with the strongest relationship."
Negotiation starts in 10 minutes.
入场 (Enter the Room)
令
Simulation Active
Please refer to your Team Dossiers for secret objectives.
Negotiation Dossiers Team A Dossier
Confidential: Silicon Nexus AI (USA)
REF: SN-AI-TOP-SECRET
Your Background
You are a leading AI startup specializing in industrial robotics. Your burn rate is high, and you need a massive cash injection to survive the next 18 months. A Chinese SOE has expressed interest in a full acquisition.
Primary Objectives
Acquisition Price: Minimum $450 Million.
Retention: Keep 80% of current staff for 3 years.
IP Rights: Maintain exclusive licensing for Western markets.
The "Red" Tape (Cultural Intel)
Warning:
The SOE Chairman (Wang) is a traditionalist. He expects extreme deference. If he feels disrespected, he will walk away, regardless of the tech.
Negotiation Hint:
Expect them to bring a large team. Do not address their junior members first. Focus your energy on the "Face" of the delegation.
Team B Dossier
Confidential: Great Wall Heavy Industrial (SOE)
REF: GWHI-STATE-CONF
Your Background
You are a massive state-owned enterprise under pressure from the central government to modernize through technology acquisition. Silicon Nexus AI is your top target, but you are wary of Western "arrogance" and potential security loopholes.
Primary Objectives
Acquisition Price: Target $380M (Max $420M).
Tech Transfer: Complete ownership of the source code.
Governance: Appoint the CEO and 3 Board Members.
The "Nexus" Files (Competitor Intel)
Intelligence:
Nexus is low on cash. They are desperate. Use their financial weakness to push for a lower price, but frame it as "rescuing" them to save their 'face'.
Protocol Hint:
If they are too direct or blunt, stall the negotiation. Remind them that "trust is built before business is signed."
Final Synthesis Simulation — Strategic Negotiation Mastery
Negotiation Rubric Negotiation Mastery Rubric
Assessment Framework for the Final Deal Simulation
Evaluation Grade A-F
DOC: CHI-RUBRIC-FINAL
Student Name / Team Side
Total Score (Max 100)
Category Exceptional (25) Proficient (18) Emerging (10) Linguistic Etiquette (Honorifics & Titles) Flawless use of Surname + Rank. Differentiates between 'Dong' and 'Zong' correctly. Consistent use of titles, with 1-2 minor slips (e.g., mixing up ranks). Relies on generic greetings (Ni hao) or misses titles entirely. Strategic Ambiguity (Refusal Techniques) Never uses "No". Employs complex conditionals and 'difficulties' to stall or decline. Avoids blunt "No" but uses simplistic phrasing. Relies heavily on one strategy. Frequent use of direct negation (Bù). Causes visible 'loss of face' in counterpart. Bargaining Logic (Offer/Concession) Perfectly links every concession to a counterpart action using "Jiran... name..." structures. Makes offers but struggles to link them to specific reciprocity. Uses basic conditionals. Gives concessions away for free or makes demands without offering anything in return. Contractual Precision (Final Clause Drafting) Drafts final clause in high formal register (Shumianyu). Zero ambiguous loopholes. Uses formal register but leaves 1-2 minor loopholes (e.g., vague timeframes). Drafts in spoken register (Kouyu). Multiple loopholes that render the deal risky.
Instructor Feedback & Behavioral Notes
Seal applied?
Mianzi Preserved?
Deal Closed?
© 2026 Strategic Negotiation Mastery — Assessment Division
