做生意是所有关于沟通。 并且中国在这中发生在戏剧由它自己的规则。 当局在这个主题是果渣 van der Chijs。 1999年他搬到中国为Daimler克莱斯勒，并且现在，八年后，他拥有二家成功的互联网公司并且是中国海湾的任事股东。 秘密到他的成功？ 大厦联系： “不要派遣您的销售主任到中国以使命到`回来下个星期与合同’。 肯定他将回来与不会有用的合同，但一个”。

“其中一家主要原因外国公司发现难这里委任自己，是事实他们想要快速修复对一切。 他们认为根据合同： 成交必须被完成，尽快。 休息将跟随或者，因此他们认为。 但在中国它不运作像那样”。

Guanxi

“中国商人认为长的期限。 只有当您建立了时一个私人关系能您开始谈判合同。 并且这个过程可能需要几个月，但，当成功地执行，营业关系时将被做对为时。 即使您的提议在一个随后提议比您的竞争者看来昂贵，他们将保持忠诚。 这里说谎一个根本区别与例如欧洲，股东经常是最重要的成员的地方”。

老练

当设法建立关系时，有考虑到的一定数量的事，根据范· der Chijs。 “In dialogue with the Chinese, one must endeavour to be much less direct than in a business meeting with an American. An example? I never criticise my Chinese personnel in the presence of others. If there is an issue I wish to discuss, I invite them to my office. Only in privacy I explain my concerns. Never tick anybody off on the shop floor in front of their colleagues. That way you will lose him or her as an employee. You have to be much more subtle than we would normally be.”

Yes

Van der Chijs has more useful advice. “In business meetings it is better to ask open questions only. Never ask closed questions, as you will not understand from the reply if they really understood the question, as the answer will inevitably be ‘yes’. With a Western business partner the situation is different, you ask directly if something is or isn’t feasible and you will get a clear yes or no answer.”

Online communication

Do similar things apply to communication on the internet? Are social networks like Friendster, MySpace and LinkedIn for example, just as popular in China as they are in Europe and the USA? “There are many such websites, of which Tencent QQ (better known as QQ) is most popular. This is a large messenger service which also offers a social network. The market share of QQ in Asia is enormous, with more than 160 million subscribers in China alone. However, the Chinese appear to use this network mainly in leisure time. They are not so popular in business. The reason: mainly much younger people use the internet for amusement like online games, chat and watching videos. Even though the older (35+) group tend to use messengers increasingly. On a daily basis I have 10 to 12 msn conversations with business relations. The e-mail phenomenon appears to be on the retreat in China.”

Spending time

Even if you follow all the tips and advice, Van der Chijs would be the first to agree that it certainly is no gravy train trying to set up a company in this ‘up and coming world super power’. “You have to be prepared to work hard, invest eighty hours a week, like your Chinese counterparts do. And above all, invest in building long term relationships. Stay positive. Recognise communicating with the Chinese as a non-aggressive contact sport, in which maintaining a natural equilibrium is just as important as it is in the movement art of Tai Chi; then - eventually - you will see your messenger service flashing red!”

Printer friendly version of the interview “Tai Chi communication.”
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