My first deal

I closed my first deal. It means a lot to me even though I will not get any commission, since I have not hit my quota yet.
I have lots to learn in doing business in China, and am glad that my team leader is helpful and willing to share with me his negotiation skills. I almost lost the deal, due to me being too kind-hearted and too eager to please. However, my team leader helped to turnaround the situation.
Learning to negotiate all the legal terms with a lawyer is also a skillset that I never pick up.(This is so tough!)

Shall pen down what I have learnt, so as to constantly remind and improve myself


1) Be firm. Do not give too many options to customers/agents. Only 1 or two
2) Do not be too ‘customer-centric’ and be led by nose by 3rd party agents
3) Learn to understand all the legal terms in Chinese
4) Speak like a Native Chinese. While being a foreigner may be advantageous to
me in handling clients, but get real, most of the clients and agents don’t
speak English.
5) Learn to read behind the lines. 1 is not equal to 1. It may means 1.2 or 1.5
6) Learn to say 'No'
7) Never think that by saying‘No’, you will lose the deal.
Do not be too eager to please.
8) Do not be too honest. Learn to tell harmless lies.