The fundamental cultural influences [mentioned in the first part of the article, “Negotiating with China-I”, Article No:120, June 14, 2007], have left their imprint upon the negotiating style of the Chinese. Scholars like John Graham and Mark Lam (The Chinese Negotiation. Harvard Business Review, October 2003) have identified and defined a set of eight elements that one would have to contend with when dealing with the Chinese.