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중국에 있는 변화 그리고 진도는 중국 출신 것과 같이 나 자신에게 조차 천문학 이다. 나가 방문 등을 맞댄 갈 때마다, 나는 나는 에 익숙했다 지 나가 도시에서 아직도 인 질문해야 한다. 나의 경력을 개발하기 위하여 중국 등을 맞댄 최후에 가기의 목표로, 나는 약간 일반적인 상업 관례 및 제삼자의 관점에서 중국에 있는 문화적인 규범을 밑줄을 긋는 재방문하는 것이 다는 것을 믿는다.

Guanxi와 Mianzi - 중요한 문화적인 개념
중국 시민 및 조직의 행동은 Confucianism에 의해 아직도 크게 경세된다. , 중국에 성공할 것이다 외국 사업이 유교 - Guanxi (연결)와 Mianzi (얼굴)에서 파생되는 2개의 아주 중요한 사회적인 개념을 이해하는 것이 중요하다.

Guanxi는 중국 사회에 있는 중앙 개념이다. 문자로, `Guan' 문, 방벽을 의미한다, `XI' 방법은 연결하거나 맨다; 이렇게 낱말은 연결, 관계, 또는 네트워킹을 의미한다. 이 낱말은 "연결"와 "관계" 대신에 널리 이용되게 되고 있다 - 그 기간의 어느 쪽도 아니가 충분하게 guanxi가 기술하는 넓은 문화적인 연루를 반영하지 않는다 것과 같이. 실지로, `guanxi는' 사람이 다른 사람을 위한 호의를 하고기, 호의를 언젠가 앞으로는 돌려보낼기 것으로 다른 사람이 예상되기 때문에 함께 연결되는 2명의 사람들 사이 연결 또는 관계를 기술한다.

guanxi가 친척, 오래된 동급생, 협력자, 동업자, 또는 어떤 오래된 지인든지 사이에서 존재한다 자연적이다. 특성에서는, Guanxi는 시간을 통해 개인 그리고 경작해 이고, 보통 신망, 그러나 감상벽 아닙니다에 건축된다. Chinese tend to consciously build a guanxi network around them (Wang, 2005).

Guanxi is a critical means of entering into business in China. It is so pervasive in the Chinese business world that any business, local or foreign, inevitably faces guanxi dynamics. While Western businesspeople are pressured to keep their personal and professional lives separate, the lines between family, friends, and work are far blurrier in China. Guanxi is not inherently unethical though many corruptions do arise from such social phenomenon. When applied properly, guanxi helps business partners develop deeper and closer relationships than is standard in the West (Fernandez and Underwood, 2005, p22). Mianzi literally means face, and symbolizes a person’s esteem and honor.

Confucianism defines Chinese social behavior protocol. It stresses the social order through one’s proper behavior based upon his/her social status and relationship with others. Whenever a person does not conform with such social codes, or, does not acknowledge the other’s social status or reputation, it said one causes the other to lose face. “Giving” face is an act of honoring such social codes.

Losing or giving face is external and perceived according to social codes by others. It is important for Chinese to give face, especially in a public setting. When an act is perceived by the other and bystanders as losing face, it is very difficult to compensate or re-conciliate. Losing face one time can mean losing business with that client or contact forever.

Choice of Location
China does not have a homogeneous market; rather it is collection of many local markets. Each region in China is greatly different in local culture, economic development level, business practice and local government regulations (McGregor, 2005). Often a favorite product in one city is not necessarily a choice in another city. For example, Qingdao beer is a Chinese brand that sells all over the world and a favorite in Shandong province; but, in Beijing, the favorite beer is Yanjing beer, a local brand.

Among more than 300 cities, a majority of the foreign enterprises operate mainly in first tier cities – Beijing, Shanghai, Guangzhou and Shenzhen. These cities have well developed infrastructures for business; better developed rules and regulations; more efficient city government; a bigger talent pool and higher standard of living. The down side is the cost of doing business is also high and markets are saturating.

More foreign enterprises are looking to move into the second tire cities – Chengdu, Dalian, Tianjin, Qingdo, Shangyang and Chongqing (Marshall & Heffes, 2006). These cities are striving to develop their economic magnitude and eager to attract foreign investment. The downside is that they still lag quite far behind the first tier cities in business development and market sophistication. For foreign businesses, it takes more effort and patience to go through hurdles in government bureaucracy and deal with the lack of skilled managerial talent for hire.

The remaining Chinese cities are largely untouched by foreign businesses with the exception of a few multinational enterprises such as McDonald’s, KFC, WalMart and French retail giant Carrefour. Because of such vast differences, it is crucial to find a local partner originating from the city of choice. For instance, it is usually not a successful formula to have a Shanghaiing as a partner to work out a business deal in Beijing, and vice verso.

Negotiation of business
The concepts of guanxi and mianzi indicate that a majority of human interactions are personal based. Chinese generally don’t like to do business with strangers, but they will, if there is a guanxi person acting as a go-between. To have a business deal, most Chinese would like to take time to find out the human side of foreign business people. What sort of person you are is more important than what you do. A good deal of time is spent exploring your character. They want to know your background, your family situation, your likes and dislikes. This is a relationship and trust building process. To have help from a guanxi person (local partner) will move the process forward more smoothly.

Most of the getting to know each other process involves banquet and entertainment (Karaoke) and small talk. Until the local business decides that you are trustworthy and fit to work with, no formal, serious negotiation will happen. Therefore, patience is really a virtue in dealing with Chinese partners. One of the biggest mistakes Western companies make is to consider only China’s low costs of doing business, while underestimating the high transaction costs that comes with a business climate based on relationships and reputation (Loyalka, 2006).

As for formal meetings, being on time and dressing properly is important. It shows respect and seriousness to your business partner. During the meeting, Chinese tend to avoid saying no because they do not want to make you lose face. This can cause confusion and misunderstanding at times, so when you phrase questions, try not to ask questions that have to be answered yes or no; instead ask how or when they do certain things. Try to have a clear organizational hierarchy of the Chinese business; for lower level staff will always defer to their superior and an agreement with a subordinate can be easily denied by the superior. Present your plan in a clear and abbreviated form and get it translated into Chinese. If your Chinese partner is committed to a deal, many technical and practical details can be worked out at a later time.

The commitment to a business deal is far more important than a contract. Signing a contract is just an intention of the commitment. Many contractual details have to be reviewed and negotiated afterwards. Because law and regulations are in development and subject to change in China, a contract can sometimes be difficult to reinforce when economic situations change or government interference arise(Child, 2006). Therefore, to have good government “guanxi” to solve contractual disputes or government interference can be very beneficial.

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