当中国猛冲了国际贸易世界阶段过去十年，被写了关于做生意机会和危险那里。 要是成功的，认可和了解在工作在那文化的部下的力量是重要的。

某些中国人提到自己作为“竹子”; 他们是非常坚韧和韧性的-，并且有在中国碰撞并且烧证明它的废弃物堆西部公司。 然而，那里保持巨大机会做生意那里，当他们盼望平均的另一个十年10%每年成长-和将成为一个巨大市场为进口的产品中产阶级的诞生。 钥匙 了解什么驾驶他们的行为和如何守卫免受在机会之中潜伏的风险。

反而不要敲战胜的中国商业惯例-，了解在事务影响的文化力量怎么他们认为并且行动。

探索8 “门开头”技巧到获取影响他们的企业行为对价值的理解：

门# 1 -培养关系
Guanxi -或个人关系-是极端重要的在中国文化。 为了得到一个合理的成交，建立与校长的一个好私人关系在另一边是非常重要的。 The better your relationship, the better chance you have of negotiating a viable agreement that benefits both parties.

Door #2 – Gather Consensus
Saving face is a major concern for people in many Asian cultures, and China is no different. 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.