BASIC CHINESE BUSINESS CULTURE

GUANXI: A RELATIONSHIP THAT ”OPEN DOORS” DEEP TRUST IN HUMAN RELATIONS CONNECTIONS IS ESSENTIAL FOR GETTING THINGS DONE INTRUSIVE QUESTIONS TO BUILD A STRONG RELATION INTERDEPENDET RELATIONS DESPITE VULNERABILITY

CONNECTIONS

MUST RECIPROCATE FAVORS, GIFTS, INFORMATION... VALUABLE COMMODITY FOR BUSINESS CREATE ALLIANCES AFFECTS DECISIONS IN BUSSINES UNFULFILLED OBLIGATION THAT MAY AFFECT YOUR PROPOSAL

MUTUAL OBLIGATION

THE CHINESE - A GROUP-ORIENTED PEOPLE PROTECTION IN NUMBERS, CONSENSUS-BASED DECISION INDIVIDUALS ARE EXPECTED TO BE LOYAL TO THE DECISION PRACTICE EVEN WITHIN THE FREE ENTERPRISE

COLLECTIVE OVER THE INDIVIDUAL

THE LEGACY OF CONFUCIUS KNOW YOUR PLACE AND HOW YOU BEHAVE IN THE HIERACHY FAITH IN THE RULING COMMUNIST PARTY LINE IMPORTANT TO KNOW WHERE YOU AND YOUR COUNTERPART

FIT IN THE HIERARCHY RESPECT FOR PEOPLE WITH HIGH STATUS AND MORE RESERVED MANNER FOR THE LOW

RESPECT FOR HIERARCHY

YOUR REPUTATION & SOCIAL STATUS DEPENDS ON YOUR CONCEPT

EMBARRASSMENT IS DEVASTATING FOR NEGOTIATIONS IF YOU CAUSE SOMEONE TO LOSE FACE, YOU MUST RETRIEVE IT ..IF NOT THAT PERSON WILL FORCE YOU DOWN TO REGAIN

THEIR RESPECT INVEST TIME AND EFFORT TO AVOID “LOSS OF FACE”-INCIDENTS

SAVING FACE

DESIRE FOR PREDICTABILITY AND FORMALITY PRESCRIBED WAY TO DO EVERYTHING ”GIVING FACE” - RAISE A PERSON IN THE EYES OF OTHERS DEVOTION TO ECHANGE OF BUSINESS CARDS DECIDE WHO WILL BE THE KEY DECISION MAKER

PROTOCOL AND CEREMONY