專家的一個增長的數字提供服務為在中國有他們的思想的傾向的公司。 這些翻譯、口譯員、Web站點管理員、教練員、律師和其他顧問在傘網絡經常協力，打算提供企業家廣泛支持。 中國成功案例碰見Lianne Baaij，椅子這樣網絡(Guanxi.nu)談論中國，通信和Guanxi。

baaij女士是漢學畢業生，并且，並且是Guanxi椅子，擁有翻譯和忠告代辦處中國通入。 它是主要從她，高於一切讚賞實踐經驗的重要性的這條後者作業線，只要漢語語言。 「一個經典例子？ 當我開始了，某些聲音的我的發音不是非常好。 我在我的第一次交談直接地弄糟了。 我問推銷員，如果我可能親吻他(`在第三口氣wen』是親吻，并且`在第四口氣wen』是要求)。 并且這一定不是仅我的漏嘴。 當要求命令十四個容器阿斯匹靈時，我幾乎定購了四十。 所有由於表面上微不足道的細微差異在發音」。

英文漢語

「我的早經驗，二十年前，在許多企業討論和貿易代表團每天仍然發生。 企業家是敏銳的與英文漢語溝通直接地沒有口譯員，甚至事業入普通話的幾個詞。 哪些相當經常出錯。 哀憐，因為許多問題可能通過叫容易地避免在一個老練的口譯員。 An interpreter will help to put the positive, flattering tone of the conversation partner in the right perspective. He will point out that ‘yes’ is more often mere politeness rather than a commitment.” To those who want to see how far they can get without outside help, Baaij would advise certainly not to be too direct. “Directness can be misconstrued; try to get your message over subtly and tactfully.”

Local customs

Fortunately in China, you are not per se expected to act according to local customs. “Make sure that you treat business relations as you wish to be treated yourself. Anything extra, if you are sure it is a custom, will be appreciated. But it is better to just be yourself, rather than try to adapt unnaturally. For example in China they might burp at after a meal, but do this very discreetly. My advice? Definitely do not try to join in. A typical noisy Western belch will make for an embarrassment.”

Adjustment

“It is not too difficult to learn basic communication skills required to avoid awkward situations. Concentrate and make eye contact with your conversation partner, just as they will do. Don’t be put off if the delegation is twice the size of what you expected. Try to be flexible. Even if a meeting is suddenly postponed because there is an apparently more important person to be seen at that moment. Hide your displeasure or express it with the utmost care. And certainly never raise your voice. Always remain calm, collected and polite!”

Personal investment

Baaij’s message is clear. To adapt is desirable. But don’t overdo it. “The Chinese are fully aware that you are from another culture. Remember that they also seek to achieve mutual advantage. So even if you do present your business card with one hand, the deal will be closed as intended. Presenting a card with both hands is more polite, as well as being able to speak a few words of Chinese. After all, at the end of the day, it is all about making an investment. One of time and effort, to build a solid relationship. It is, in that respect, all about Guanxi.”

Guanxi

Guanxi can be translated as having and building networks, contacts and relations. A vital ingredient for success in any business mission. “For return on investment in China, the time invested in getting to know your partners is of great essence. Make sure you know who you are dealing with, if you want to get them on your side. Take them to dinner, do the business tour or be there for Friday drinks. The business conversation that you have planned is just a small part of the bigger picture. Furthermore the advantage of a good relation is that you will be able to fall back on the established goodwill. In China that is worth a lot more than a signed contract.”

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