Chinese Tiger Barrels in the California Wine Industry
more concessions than the Chinese), but negotiations may well continue through the implementation stage of any agreement. On the last day of Lynn’s staying in China, Wang suddenly began discussing the future sales amounts and pricing shifting dramatically from his cordial style and attempting to convince Lynn that his cost structure required that the barrels be sole at his suggested price. Considering all the lavish attention the Chinese had bestowed upon him and in an effort to build trust, Lynn signed the contract although he didn’t agree some points. Furthermore, the contract was simply a formality needed and, more important, was a reference points to continue further discussion, which meant further negotiations may well continue during the implementation of any agreement.