There are a few realms of business that seemingly necessitate such games. It's about as aggravating as can be imagined. I wish I knew a way around it. Different people? Closer aligned incentives? The cross-cultural aspects here make it especially difficult. You don't know what you don't know.
This is what makes people with so many years of experience so valuable. NetApp had a woman who would source parts from around the world and she had done it for long enough that she knew many (if not all) of the tricks in the book. Often her conversations would start with a new supplier and her requests with explicit constraints would tell them that she knew what she was talking about and that they had better play it straight. So they started out assuming none of the tricks they might use with an inexperienced buyer would work. That experience had tremendous value to the company.
Closer aligned incentives, yes. If you give someone money as gradually as possible they will need to make sure they can't pull a fast one and run off, they will actually need to perform.
