中国が国際貿易の余分の世界段階に過去十年押しかけたと同時に、大いにビジネスをそこにすることの機会そして危険について書かれていた。 巧妙であるためには、その文化の仕事にある根本的な力を確認し、理解することは重大である。

ある中国人自身は「タケとして」参照する; それらは非常に堅く、弾力性のあり、-それを証明するために中国で衝突し、燃えた西部の会社のくず山がある。 但しそれらが10%の年次成長の平均の別の十年に-輸入されたプロダクトのための大きい市場になることを約ある中流階級の出現先に見ると同時に、そこにビジネスをそこにする広大な機会に残り。 キーはにある 行動を運転するものが、および機会間で潜んでいる危険に対して守る方法を理解しなさい。

その代り勝つ中国の商習慣を-彼らがいかに考える影響を及ぼし、ビジネスで機能するか、理解する文化的な力をたたいてはいけない。

ビジネス行動に影響を及ぼす価値の理解を得ることに8つを「ドアの入り口」の先端探検しなさい:

ドア# 1 -関係を深めなさい
Guanxi -または個人的な関係-中国文化で非常に重要がありなさい。 適度な取り引きを得るためには、反対側の校長とのよく個人的な関係を確立することは非常に重要である。 よりよいのあなたの関係、よりよいチャンスを実行可能な一致の交渉の有する寄与する両方の党に。

ドア#2 -ギャザーの一致
セービングの表面は多くのアジア文化の人々についての主要な心配であり、中国は異なっていない。 They are very afraid of making a mistake, and if not entirely sure they are right, they are extremely reluctant to make a move. This is also reflected in their emphasis on group decision-making – often at the expense of personal initiative. Unless you are dealing with the top decision-maker at a company, expect delays in receiving a definitive answer while group consensus is being built at their end.

Door #3 – Embrace Hard Work Ethics
The Chinese value hard work on its own merit, and disdain those who don’t. "She doesn’t have a good job because she didn’t study in school" was a comment I heard while in Shanghai recently. The stereotype of hardworking Chinese students here in North America stems from this very real value in their culture.

Door #5 – Get It In Writing
Getting every aspect of a business transaction in writing applies in China, no matter how miniscule or obvious it may appear to us. Common knowledge and "goes without saying" does not exist, and if you leave yourself open by missing a detail in a contract, it will commonly be viewed as an opportunity to take advantage of your mistake – and in their mind, that’s your fault, not theirs. Exact specifications should be included not only for the product itself, but also for the manufacturing process, raw materials, packaging, delivery times, and everything else imaginable that could affect the delivery, performance, and payment for the product.

Door #6 – Request Competitor Quotes
Benchmarking is extremely important to ensure that you receive a reasonable price. The first quote you receive for a product may be outrageous, but you can usually find out quickly by also requesting quotes from their competitors. The existence of intense domestic competition in China is one of the reasons they are so competitive in world markets.

Door #7 – Practice Business Savvy
Keep in mind that things are not always as they seem in China. You may be led to believe certain things about a company there, but when you go to check it out for yourself (or get your representative – Chinese speaking, of course – to do it for you) you may find the reality is far different. Here are some suggestions, based on real-life examples. If a company promotes itself to be ISO 9000 registered, be sure to ask for proof – and review the documentation carefully and confirm with the certifying ISO registrar. If a company purports to use a specific high grade of steel in its products, ask for the certificate of authenticity – in one case a metal stamping die was built of some type of steel that could not even be welded when the product needed to be serviced. And photos of factories may appear quite "different" from the real thing when it’s actually visited!

Door #8 – Know How They Negotiate
The Chinese are excellent negotiators. When selling to them, their first answer to your quoted price, no matter what it is, is almost always "no", or "impossible". They know that Westerners often don’t adapt their style to suit Chinese values; don’t take the time to develop relationships (after all, in Western culture, personal relationships are not usually necessary to do business) and are often in a hurry to make a deal and go home. So they wait, watch, and listen – and take advantage of opportunities when they can.

Doors of opportunity in China abound – if you are prepared to knock before entering.