CHANGE IS THE ONLY CONSTANT, and it happens overnight. Besides, the Chinese usually keep the “bad news” at the end. Foreign negotiators sometimes feel profoundly frustrated, after months of talk, when their Chinese counterpart announces “a small detail” which risks changing the entire course of negotiation …
This Chinese behavior is more “cultural” than “tactical”. The Chinese are reluctant to give negative feedback in order to save face and maintain harmony. They believe in the power of human will. What seems to be an obstacle at the beginning of a negotiation, could be more easily compromised by the end when two parties build deeper relationships along time. That’s why the Chinese often keep the “bad news” until later. This works when the other party is also Chinese, but less well with Westerners, who often see it as a lack of transparency, or as a manipulation.
https://www.linkedin.com/posts/luxuefei_linkedin-china-culture-activity-6728960020874047488-Q9qX