The People's Republic of China's (PRC) acceptance into the World Trade Organisation has provided the incentive for an acceleration of inward business flows. Negotiations allow the agreement of terms and conditions for these business enterprises. There are a number of activities that must occur, and some more that should, before the foreign firm departs to negotiate in the PRC. However, there has been no research to determine what activities will provide the best foundation upon which to conduct negotiations. This research addresses the question of what negotiators should do, or expect, prior to departing for the PRC? To accomplish this goal a number of individuals who have experienced negotiations with PRC firms were inductively interviewed using a framework constructed from negotiation literature and brainstorming sessions. Interview Transcripts are processed using Langley's (1999) techniques for analysing process data. Original results were obtained in a number of areas, including, but not limited to, recommended methods of searching for potential PRC companies, a listing of preparatory research topics, team selection criteria, team briefing recommendations and information transaction concerns and recommendations for requests.