Chinese partners would indeed very much like to have the best product and the very latest gadgets at the lowest price, but whether this is such an excellent principle for a successful China strategy...
Often the latest stuff doesn't fit in with market practice, for example, as a result of choosing the wrong price, a mistaken positioning, or people not being familiar with the product involved. In the case of capital goods one still sees frequently the failure to bring them into use efficiently during the production process.
The feasibility of the project should be of decisive importance, only a profound study in this respect could make further negotiations a meaningful exercise.
Judging by what partners say they actually want is not a sound basis for a market strategy and may turn out wrongly.
Yujie Services comes each month with a premise that focuses upon a certain aspect of the Chinese business culture where things may go wrong.
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