While negotiation is about giving others what they want so that they give you what you want, most people don't know why they want what they want. Understanding the reasons behind your needs is crucial to your negotiation success. The problem with negotiations in China is that negotiating parties tend to hide what they want from each other, resulting in breakdowns in negotiations. The trick is to get people disclose their needs, directly or indirectly. If the best victory is the one won without fighting, then what you need to do is make your adversary really wanting you to win.