"Western negotiators (i.e. from Europe or the Americas) generally prefer an organized, point-by-point, issue-by-issue, and approach to negotiation. Asian cultures (particularly the Chinese) take a more holistic approach to their negotiations-often jumping from one issue to another totally unrelated issue, then back to change a point that everyone had already agreed to, and then off to another issue. This disorderly approach usually confuses an uninformed Western negotiator. It hinders their ability to keep track of where they are in the negotiation and often is perceived as simply a tactic to gain an advantage. In fact this disorder is generally purely culturally based. See Disorder Tactic."
