由Antonio ・ Fonduca

西方人在互動傾向於犯與中國人的其中一個最普通的錯誤是提早不準備足够。 因為徹底的準備是鑰匙，這是一個致命差錯。 在太陽Tzu的自己的詞：

「戰勝戰士首先贏取然後打仗，而被擊敗的戰士首先打仗然後尋求贏取」

忽略是相當基本的真正地，很容易的。 在您的與中國人的業務關係要成功它是至高無上的學會影響了中國頭腦數以萬計幾年的古老文化力量和傳統和今天仍然。 實際上，有緊急需要，總之對對文化間的互作用的被開發的理解在今天動態世界。 我們要求工具減少文化空白和提高我們的理解往彼此。

要避免世俗陷阱，我們需要：

-瞭解沈默語言
-學會如何解釋暗藏的意思
-辨認被隱瞞的比賽規則

因為多數讀者已經熟悉相當共同主題，例如： 面孔、guanxi和相互作用，一個短的重述要點僅僅跟隨：

1. 要培養信任，它養育與中國人的私人關係的是非常重要的。
2. 作為西方人，您需要進入圈。 并且一次那裡，您保持那裡在給面孔和哺育長的期限旁邊相互好處。
3. 關係的起點是特別重要的。 踐踏仔細地，并且是耐心贏得信任和促進guanxi。
4. 拋棄以一個好例子，并且中國人將交換。 Give favors early on and the Chinese will feel obliged to return the gesture.

Preparation comes in many forms. One of the best and most interesting ways of learning is through storytelling. Certainly, to learn from others mistakes and be inspired from other’s successes may be among the most effective ways to learn, next to having to go through the experiences ourselves. Therefore, I am going to share a couple of stories from interviews that I have conducted with senior Western executives with vast experiences in Chinese-Western business relations.

This first story sheds some light on differences in Western vs. Chinese viewpoints when it comes to legal agreements.

Some time ago my former boss told me I was lucky. I was set for the first year because he had already signed five contracts for five new stores. Then I started talking to one of our Chinese partners who had signed those contracts, and nothing seemed to be happening. Finally, my assistant told me, “Just because he signed a six-year contract two years ago with your former boss – a person who is not you – does not necessarily imply that he will respect the contract.” That was a big shock to me since the contract was notarized and everything. But we started to re-negotiate, article by article. Five years later, during the Asian crisis, I invited this same partner to my office and said, “Just because I signed a contract with you does not mean I will respect it. We are in a crisis.” He answered, “Fine” and we started to re-negotiate.

What can we learn from this experience? In short:

- Quid pro quo
- Reciprocity goes both ways
- Adapt to the system rather than resisting it
- See opportunities, instead of difficulties

Beware that legal contracts can mean less than a handshake to the Chinese. China is a low trust society, and the Chinese have historically had little faith even in their own government. Rather than relying on legal documents, they trust the person behind the contract, i.e. the relationship. Consider this other story on the same topic:

The difference in contract agreements is that our European and American suppliers always have long contract negotiations, where lawyers are involved and much emphasis is placed on the composition of the contracts. Only in China do we get the original back signed. They can actually take the bunch of contract, spread it out like a fan and then take one big red stamp over that, which leaves a small part of the stamp on every page.

Undoubtedly, Westerners and Chinese have different views on legal agreements. We also have different ways of expressing our respect and discontent. Misunderstandings are common. By being sensible and open minded, however, we can learn, adapt to and exploit these discrepancies to our advantage.

Indeed, understanding the silent language and identifying the hidden rules constitute huge advantages normally exclusive for insiders, but also available to sensible Westerners. As you commence to understand the underlying forces – the cultural values and the traditions – you will appreciate how to effectively interact with the Chinese.