當中國猛衝了國際貿易世界階段過去十年，被寫了關於做生意機會和危險那裡。 要是成功的，認可和瞭解在工作在那文化的部下的力量是重要的。

某些中國人提到自己作為「竹子」; 他們是非常堅韌和韌性的-，并且有在中國碰撞并且燒證明它的廢棄物堆西部公司。 然而，那裡保持巨大機會做生意那裡，當他們盼望平均的另一個十年10%每年成長-和將成為一個巨大市場為進口的產品中產階級的誕生。 鑰匙 瞭解什麼駕駛他們的行為和如何守衛免受在機會之中潛伏的風險。

反而不要敲戰勝的中國商業慣例-，瞭解在事務影響的文化力量怎麼他們認為并且行動。

探索8 「門開頭」技巧到獲取影響他們的企業行為對價值的理解：

門# 1 -培養關係
Guanxi -或個人關係-是極端重要的在中國文化。 為了得到一個合理的成交，建立與校長的一個好私人關係在另一邊是非常重要的。 好您的關係，越好機會您有談判一個可實行的協議有益於兩個黨。

門#2 -聚集公眾輿論
挽救面孔是主要關心為人在許多亞洲文化，并且中國是沒有不同的。 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.