interests of organizations he in the negotiation However personal interests are not always in converger rganizations particularly when individuals their won interests before interests of the organizations or when their own interests are in with interests of the organizations, which are often of monetary Once desires for gaining personal interests the outcome of negotiation would be foreseeable, i.e., fulfilling interests of ind ividuals and grand interests of organizations Investigations show that there are much more cases of bribery and corruption in state-owned enterprises because their leaders the organizational interests for their own The cases have caused great losses to the organizations as well as the country A released case in equipment procurement for the Three Gorges construction provides a to the In 1993, a group of 3, the formal general manger of Gezhouba Three Ge industrial Company, the general eng ineer of the company and the managers from Hong Kong Minda Company, set out for a business tour to US looking for a seller who could provide second hand equipment suitable for Gezhouba's construction In the negotiation, Chinese engineer put forward three cond itions for the equipment 1. all the equipment be manufactured after 1985 2. technical cond itions of the second hand equipment equal to 80%of new equipment and 3. price of second hand equipment not exceeding 40% of that of new equipment American agent basically had no difference for the terms. In add ition, it was willing to offer a seller's credit in three years term, which means Chinese company could make the final payment three years after purchasing the equipment After the first round of negotiation, the engineer was sent away to Sweden 并旦■n瑞典 for a business inspection meanwhile the Chinese general manager and Hong Kong Minda Company signed the final contract with the american company. The signed agreement gave up the favorable term of seller's credit and changed into buyer's credit instead Besides, the manufacture date and technical conditions of the equipment fell far behind the initial requirement, but the price was raised considerably What is worse, some vehicles could not even drive into the cargo liner at2 interests of organizations he in the negotiation. However personal interests are not always in convergence with interests of organizations particularly when individuals their won interests before interests of the organizations or when their own interests are in with interests of the organizations, which are often of monetary . Once desires for gaining personal interests , the outcome of negotiation would be foreseeable, i.e., fulfilling interests of individuals and of grand interests of organizations. Investigations show that there are much more cases of bribery and corruption in state-owned enterprises because their leaders the organizational interests for their own . The cases have caused great losses to the organizations as well as the country. A released case in equipment procurement for the Three Gorges construction provides a to the point. Case In 1993, a group of 3, the formal general manger of Gezhouba Three Gorges industrial Company, the general engineer of the company and the managers from Hong Kong Minda Company, set out for a business tour to US looking for a seller who could provide second hand equipment suitable for Gezhouba’s construction. In the negotiation, Chinese engineer put forward three conditions for the equipment： 1. all the equipment be manufactured after 1985; 2. technical conditions of the second hand equipment equal to 80% of new equipment and 3. price of second hand equipment not exceeding 40% of that of new equipment. American agent basically had no difference for the terms. In addition, it was willing to offer a seller’s credit in three years’ term, which means Chinese company could make the final payment three years after purchasing the equipment. After the first round of negotiation, the engineer was sent away to Sweden [⬧◼] n.瑞典 for a business inspection meanwhile the Chinese general manager and Hong Kong Minda Company signed the final contract with the American company. The signed agreement gave up the favorable term of seller’s credit and changed into buyer’s credit instead. Besides, the manufacture date and technical conditions of the equipment fell far behind the initial requirement, but the price was raised considerably. What is worse, some vehicles could not even drive into the cargo liner at