China Channel Limited

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China is now a member of the World Trade Organization. She has granted major concessions to trading partners, including fuller market access throughout most industries, reduced tariffs, greater regulatory transparency, etc. This does not necessarily mean, however, that exporting your products to China has become easier. In fact, in some respects the job has become more difficult. This article looks at typical negotiating tactics used by potential Chinese customers, and offers strategic recommendations for protecting your company

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