More than one string to your bow Finding the right person with the right responsibility can be a tough nut to crack for foreign business people in China. In the West it is common to immediately get round the table with the decision maker. In China it is often difficult to determine who is responsible for what. Due to the dominant hierarchy the ball is almost immediately passed to someone in the management top. However, this is not likely to be recognized by your Chinese conversation partner; it happens only too often that Western businessmen assume to be in direct contact with the person making the decisions, whereas the opposite is true. Speeding up negotiations is possible by introducing diverse suggestions rather than just one. Accordingly, your conversation partner will be enabled, to attune the Chinese management to several different positions on the long hierarchical path to the top.