By Anyialsup 由anyialsup

The change and progress in China are astronomical even to a Chinese native as myself. 改变和进步，在中国是天文数字甚至达到了中国本土作为自己了。 Every time I go back to visit, I have to ask myself if I am still in the cities that I was familiar with. 我每次回去探亲，我一定要问自己，如果我仍然在城市，我所熟悉的。 With the goal of eventually going back to China to develop my career, I believe it is worthwhile to revisit some common business practices and underlining cultural norms in China from an outsider’s point of view. 其目标是最终能回到中国发展我的职业生涯，我相信这是值得重新探讨一些共同的商业惯例，并强调文化规范，在中国从一个局外人的角度来看。

Guanxi and Mianzi - Important cultural concepts 广西和面子-重要的文化观念
The behavior of Chinese people and organizations is still largely governed by Confucianism. 行为，中国人民和组织在很大程度上仍然受儒家思想。 For a foreign business to succeed in China, it is important to understand two very important social concepts that are derived from Confucianism – Guanxi (connections) and Mianzi (face). 对外商企业要取得成功，在中国，重要的是要理解两个非常重要的社会理念，是来自儒学-广西（连接）和面子（ F ACE）的。

Guanxi is a central concept in Chinese society. 广西是一个核心概念，在中国社会。 Literally, ‘Guan’ means gate, barrier, ‘xi’ means link or tie; so the word means connections, relationship, or networking. 从字面上来看， '关'是指闸，无障碍， '十一'就是联系或配合， 所以这个词的意思是连接，关系，或者联网。 This word is becoming more widely used instead of “connections” and “relationships” — as neither of those terms sufficiently reflect the wide cultural implications that guanxi describes. 这个字是越来越广泛的应用而不是"关系"和"人际关系" -既不是那些条款充分反映了广泛的文化影响，广西描述。 In essence, ‘guanxi’ describes the connection or relationship between any two people who are linked together because one has done a favor for the other, and the other is expected to return the favor sometime in the future. 在本质上， '关'描述了连接或关系，任何两个人连在一起，因为一个人做了有利于为对方，另一种是预期回报的欢心，将在未来的。

It is natural that guanxi exist between relatives, old classmates, co-workers, business partners, or any old acquaintances . 这是很自然的关之间存在亲属，老同学，同事，商业伙伴，或任何与老朋友相聚。 In characteristics, Guanxi is personal and cultivated through time, and usually it is built upon trust, though not sentimentality. 在特色，广西是个人和培育，通过时间，而通常这是建立在信任的，虽然不是情感。 Chinese tend to consciously build a guanxi network around them (Wang, 2005). 中文倾向于自觉地建立一个网络广西身边（王， 2005年） 。

Guanxi is a critical means of entering into business in China. 广西是一个重要手段，进入在中国的业务。 It is so pervasive in the Chinese business world that any business, local or foreign, inevitably faces guanxi dynamics. 它是如此普遍，在中国商业世界任何一个企业无论是本地或外国的，不可避免地面临关动态。 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. 而西方商人受到压力，以保持他们的个人生活和职业生涯分开的，线条之间的家人，朋友和工作是远远blurrier在中国。 Guanxi is not inherently unethical though many corruptions do arise from such social phenomenon. 广西是本质上并无不道德的，虽然许多腐败真的出现这种社会现象。 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. 正确应用时，广西帮助业务合作伙伴开发更深和更密切的关系，比标准的，在西方（费尔南德斯和Underwood的， 2005年， p22 ） 。 面子的字面意思是面，它象征着一个人的自尊和荣誉。

Confucianism defines Chinese social behavior protocol. 儒学界定中文社会行为议定书。 It stresses the social order through one’s proper behavior based upon his/her social status and relationship with others. 它强调社会秩序的一个人的正当行为，根据他/她的社会地位和关系等。 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. 每当一个人不符合这样的社会规范，或不承认对方的社会地位和声誉，它说，其中一个原因，另一个丢面子。 “Giving” face is an act of honoring such social codes. "给"面对的是行为，履行这种社会规范。

Losing or giving face is external and perceived according to social codes by others. 丧失或给予面对的是外部与自觉按照社会规范而由他人。 It is important for Chinese to give face, especially in a public setting. 这是很重要的中文给面子，尤其是在一个公众场合。 When an act is perceived by the other and bystanders as losing face, it is very difficult to compensate or re-conciliate. 如果国家的行为是察觉到对方和旁观者，因为丢了面子，这是很难以补偿或重新调解。 Losing face one time can mean losing business with that client or contact forever. 丢了面子的一个时间，就可能意味着失去生意，与客户或接触永远。

Choice of Location 地点的选择
China does not have a homogeneous market; rather it is collection of many local markets.中国并没有一个统一的市场，而是它是收集了许多在当地市场销售。 Each region in China is greatly different in local culture, economic development level, business practice and local government regulations (McGregor, 2005).各地区，在中国是有很大的不同，在当地文化，经济发展水平，商业惯例和当地政府的规定（理觉， 2005年） 。 Often a favorite product in one city is not necessarily a choice in another city.往往是一个最喜欢的产品，在一个城市，并不一定是选择了另外一个城市。 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.例如，青岛啤酒是中国人的品牌，销售遍布世界各地，并喜爱在山东省，但在北京，最喜欢的啤酒是燕京啤酒，本地的品牌。

Among more than 300 cities, a majority of the foreign enterprises operate mainly in first tier cities – Beijing, Shanghai, Guangzhou and Shenzhen. 其中300多个城市中，大部分的外商投资企业经营，主要是在第一级城市-北京，上海，广州和深圳。 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. 这些城市有完善的基础设施，发达的商业;较发达的规则和规例;更加有效率的城市政府;更大的人才库和更高的生活水准。 The down side is the cost of doing business is also high and markets are saturating. 向下一边是营商的成本也很高，市场就饱和。

More foreign enterprises are looking to move into the second tire cities – Chengdu, Dalian, Tianjin, Qingdo, Shangyang and Chongqing (Marshall & Heffes, 2006). 更多的外国企业正在寻求进入第二胎的城市-成都，大连，天津， q ingdo，商鞅与重庆（马歇尔＆赫费斯， 2 006年） 。 These cities are striving to develop their economic magnitude and eager to attract foreign investment. 这些城市都在努力发展自己的经济规模和渴望，以吸引外国投资。 The downside is that they still lag quite far behind the first tier cities in business development and market sophistication. 坏处是，他们仍然相当滞后，远远落后于第一级城市的商业发展和市场日益复杂。 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. 为外国企业，它考虑更多的努力和耐心，要经过关卡，在政府的官僚作风和处理缺乏熟练的管理人才，为分期付款。

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. 其余的中国城市大多未受外国企业除了少数跨国大企业如麦当劳，肯德基，沃尔玛和法国零售巨头家乐福。 Because of such vast differences, it is crucial to find a local partner originating from the city of choice. 因为这样的巨大差别，关键是找一位当地伙伴，来自城市的选择。 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. 例如，它通常不是一个成功的公式，有一个shanghaiing作为合作伙伴的工作，业务处理，在北京，国家副主席， Verso没有。

Negotiation of business 谈判业务
The concepts of guanxi and mianzi indicate that a majority of human interactions are personal based.的概念，广西和面子表明，大多数人的互动是个人的基础。 Chinese generally don’t like to do business with strangers, but they will, if there is a guanxi person acting as a go-between.中国人一般不喜欢做的与陌生人做生意，但他们会，如果有一个广西人充当中间人之间。 To have a business deal, most Chinese would like to take time to find out the human side of foreign business people.有一个生意，大多数中国人想需要时间去找寻这些人性化的一面的外国工商界人士。 What sort of person you are is more important than what you do.什么样的人，你是更重要的，比看你怎么做。 A good deal of time is spent exploring your character.是一个很好的协议的时间都花在探索你的性格。 They want to know your background, your family situation, your likes and dislikes.他们想知道你的背景，你的家庭状况，你的喜恶。 This is a relationship and trust building process.这是一个关系和信任的建立过程。 To have help from a guanxi person (local partner) will move the process forward more smoothly.有利于从一个广西人（当地合伙人） ，将推动这一进程更为顺利。

Most of the getting to know each other process involves banquet and entertainment (Karaoke) and small talk. 大部分的渐渐了解了对方的过程中涉及到宴会和娱乐（卡拉）和小型的谈话。 Until the local business decides that you are trustworthy and fit to work with, no formal, serious negotiation will happen. 直到当地的商业决定，你是值得信赖的和合适的工作，没有正式的，严肃的谈判会发生。 Therefore, patience is really a virtue in dealing with Chinese partners. 因此，需要耐心，实在是一种美德，在处理与中国的合作伙伴。 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). 其中一个最大的错误，西方国家的公司，就是只考虑到中国的低廉的经营成本，而低估了高昂的交易成本随之而来的商业环境的基础上的关系和声誉（ loyalka ， 2006年） 。

As for formal meetings, being on time and dressing properly is important. 至于正式会议，就被时间和敷料，是当前重要的。 It shows respect and seriousness to your business partner. 它表明尊重和严重性，你的生意伙伴。 During the meeting, Chinese tend to avoid saying no because they do not want to make you lose face. 在会议上，中国往往以避免说不，因为他们不想让你丢脸。 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. 这可能引起混乱和误解，有些时候，所以当你一句提问，尽量不要问问题，要回答是或不是，而是问如何或何时，他们做某些事情。 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. 尽量有一个明确的组织架构内，中国业务;较低层次人员都会听从上司和协议，要求下属可轻易否认优。 Present your plan in a clear and abbreviated form and get it translated into Chinese. 当前你的计划，在一个清晰的缩写形式，并得到它翻译成中文。 If your Chinese partner is committed to a deal, many technical and practical details can be worked out at a later time. 如果你的中方合作伙伴是致力于一项协议，有很多技术问题和实际详情可出，在稍后的时间。

The commitment to a business deal is far more important than a contract. 该致力于建立一个生意远比这个重要的是有一个合同。 Signing a contract is just an intention of the commitment. 合约签署仪式上来说，只是一种意向承诺。 Many contractual details have to be reviewed and negotiated afterwards. 很多合同的细节都要加以审查和谈判。 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). 因为法律和法规正在制定价格如有变动，在中国这样一个合同，有时是难以巩固的时候，经济形势的变化或政府干预出现（儿童， 2006年） 。 Therefore, to have good government “guanxi” to solve contractual disputes or government interference can be very beneficial. 因此，有好的政府， "关系" ，以解决合同纠纷或政府干预可以是很有益的。

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