This is similar to playing a sport whereby if you have no understanding of the rules your opponent gets bored, and without understanding the rules of the sport you are likely to come away second best.
To function successfully in China, and therefore maximise your business success it is crucial to know how to recognise and respond effectively to the 36 Chinese Strategies. Knowledge of the Chinese negotiating culture, which means how the 36 Chinese Strategies are used, is your greatest asset.
An example of how one of the 36 Chinese Strategies is used is in Strategy three ‘Murder with a Borrowed Knife - 借刀杀人. Strategy Three is applied is a situations where you meet with your Chinese contacts. In such a scenario this may be the fifth meeting and you are getting closer to discussing a deal. You are likely to discover that the head Chinese person will not be the one who asks the difficult questions such as “can you lower the price?” Rather the person with the lower status will ask this question. Likewise the head person will not complain, as complaints will be done by the person with less status to conserve the leader’s strength and reputation. Strategy Three - ‘Murder with a Borrowed Knife - 借刀杀人 - enables the leader to “preserve their strength” while other issues are still being worked out. This is similar to how the King moves on the chessboard, because the King on the chessboard is the most powerful piece on the board and moves the least.