Chinese Business

Westerners build transactions, and if successful, a relationship will ensue.  Chinese believe prospective partners should build a relationship and, if successful, commercial transactions will follow.  Successful foreigner transactions in China result from careful cultivation of the Chinese partner until a relationship of trust evolves.

One of the key elements in meetings, negotiations, and ongoing situations is that the basic relationship is not between individuals or people per se.  It is between organizations, with all this implies.  Relationships are conducted on a higher, abstract level, with individuals taking little or no personal responsibility.

This approach means individual Chinese can never be pinned down personally.  They always have an out and can delay things, or stop things, or do other things in the name of the organization—no matter how irrational or stupid it may appear to outsiders.

Foreign business executives generally have authority to make decisions on the spot, or make changes in company policy (or at least determine what the company will or will not accept in particular situations).  The Chinese do not have such authority, or will claim not to have it when it suits their purpose.  Generally they must refer the matter to their organization to get consensus agreement, or to buy time to help them achieve their own goals.

The workshop also covers topics such as Face; Planning; Tactics & Counter Measures; Socialising; Banquets and Toasting.