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would still be rejected if it violates fundamental policies.
(5) Formulate a Backup Plan
Besides the official proposal, Americans also formulate a backup
plan just in case the original proposal is not approved.

(6) Not Accustomed to Silence
Americans are good at utilizing the skills of pausing and being
silent; however, they lack the ability to tolerate interruptions.

(7) Demand Clear Conclusions
At the end of a negotiation, Americans would want to draw a clear
conclusion (exchange of contracts). In other words, they believe that a
negotiation has officially come to an end once the contracts have been

exchanged. However, the Chinese believe that the relationship between
the two parties have just begun after a contract has been signed.
(8) Focus on “One at a Time”

Basically, Americans like to solve a problem item by item. We, on
the other hand, prefer to exchange our overall ideas before we go over
the details.

3. We can see how Americans look at negotiating from their “9
Rules of Negotiation”:
(1) Everything is negotiable.

(2) Never pay the “window sticker” price. Don’t be easy to get.
(3) Start high and nibble like crazy.
(4) No free gifts! Use the big “IF”.
(5) Start slowly and be patient.

(6) Use/beware the power of legitimacy.
(7) Make small concessions, especially at the end.
(8) Keep looking for creative alternatives.

(9) Leave your opponent feeling they have done well.
Americans’ Negotiation Skills
The U.S. is the world’s largest economic entity. Its business
schools are among the best in the world, its members are consisted of

diverse ethnic groups, and its political and economic powers are still the
strongest in the world. They did not reach their current status by luck
and coincidence: American negotiators are quick thinkers who are

capable of changing their strategies and tactics during a 10-minute break
time, forcing their opponents to respond quickly.
Americans value time; this can be observed by the fact that they

are punctual and do not waste the time of others. Since the U.S. is a
symbol of productivity and efficiency, Americans firmly believe that