Chinese Guanxi Case Study

1880 Words 8 Pages
1. The network of relationships (Chinese Guanxi)
Being part of a Chinese guanxi (work with their "guanxi"), that is to say their network of relationships, people with whom they have built a relationship of trust it is this relationship which will enable the speaker to decide if you are worthy of doing business and if he wants to do with you. In practice, negotiations will begin once the connection is woven. For each item in the contract, or you will become the "forcing" or the "forced", and it will be the same for your partner. This is the assurance that the contract will be respected because everyone has an interest in its proper implementation. In China, people do business with friends.

Another vision contracts. If we always negotiate the
…show more content…
The word, if it is in a personal relationship, today more reliable text of a contract. In China, we have friends to do business on a basis of mutual interest, understanding and exchange of favors spread over time; in my country, for example, we avoid doing business with friends not to get angry: this shortcut pretty much sums up the situation and the difference in approach. Trust and fidelity are the corner stones of Chinese social organization, but are part of an exclusive and privileged relationship from person to person. Otherwise, you will not feel bound by any …show more content…
It is called the rational mind also works against foreigners face in a fluid and intuitive intelligence Chinese. Therefore, foreigners are often very receptive to messages that are sent to them and willingly are picking probably quite unconscious holding signs that may be favorable to them. For reasons both historical, political and sentimental, foreigners in China have a real capital of trust and sympathy, he should not hesitate to exploit. We are also credited excellent technical skills, sometimes better than those assigned to the Americans, and an innovative unparalleled potential. In fact, the main difficulty is often the cultural obstacle facing all Western companies in China, whatever their size or sector of activity in which they operate. Foreigners often behave as if they were the most representative sample of universal humanity and this annoys sufficiency particularly the Chinese, even if they themselves are not left on the ground of national pride and sense superiority. Undoubtedly, the Chinese are proud of their culture and values attached to her door; with the difference that they do not claim to impose them on others, but they have a keen awareness of the relativity and the movement of things, ups and downs through which can pass a civilization, which allows them to always keep deep within themselves an immense modesty. Intercultural negotiation with the Chinese it is not the technical

Related Documents