Guanxi, Relationships in China.
After a week attending to courses and some speeches at Jiao Tong University one of the leason i had learnt is the importance of Relationship for doing Bussines in China. It s well Known that building up a Professional Network helps everyone wherever you are. Otherwise is pretty important to emphasize those relations in countries which structure and goveberments are not as developed as for example in European countries.
Winxi is the word used by Chinese people to describe the relationships. For suceed in China is neccesary to connect with the suitable people to run a bussines. The Goveberment plays an important role so it is relevant to focus on the right contacts to work on them and win their trust, for that is important some Knowdledege of the Chinese culture and personal relationships. In order to negotiate there are some aspects which must be considered:
- Negotiations in China are long. Chinese people like to know everything about you, usually they let you speak. Ask them too to get some feedback is a good way to show them that you also are interested. So be Patient is important.
- Chinese are proud of their high development rates. Chinese could be arrogant and likes to have the control of the negotiation. Take care about hurt their proud, and feel relaxed to enforce conditions.
- Talking about football or food are good ways to break the ice in a conversation. Avoid to talk about politics and religion.
- Dont forget that Chinese culture is a High context culture.
- In a meeting not always the person who speak is the ”boss”. Chinese CEOs prefer to be represented by a collegue specially if the conversation is in English.
Comentarios desactivados en Guanxi, Relationships in China. /
09 Mar 2013
por
Miguel Solano Guerrero
MBAftmad /
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