By Ernie Tadla 由恩尼tadla

Nothing happens in China without guanxi (guan she), the foundation upon which everything is accomplished. 没有任何事情发生在中国，不关（关她） ，赖以存在的基础，一切都完成了。 Guanxi is a relationship of trust that includes patience, humility and reciprocity. 广西是一个相互信任的关系，其中包括耐心，谦卑和互惠。

A typical business deal in the West involves a meeting with the two parties and their lawyers and hammering out a contract quickly. 一个典型的商业交易，在西方涉及会见了两党和他们的律师和锤击出合约很快。 You sign it, and leave. 你登录，并马上离开。 Any problems? 什么问题呢？ See you in court! 看到你在法庭上！ I have a plane to catch. 我有一个平面，以迎头赶上。 Quick, efficient, to the point, let’s get on with the show. 快速，有效率，这一点，让我们可以继续处理这个展览。 Next! 明年！

The Chinese look at a business deal as a win-win, mutual benefit, and a long-term relationship. 中国人看看一个商业交易是一个双赢，互利互惠，长期合作关系。 This is possible only with trust, which takes time to build and establish. 这是可能的，只有与信任，这需要时间去建立和建立的。 Trust is a feeling you have about someone. 信任是一种感觉，你有一个人。 You don’t put a time date on trust. 你不把时间日期信任。 “I will trust you in four days, four weeks, four months.” "我会信任你，在4天内，四个星期内， 4个月内" 。

Trust is the operative word. 信任是关键字眼。 They know there will be problems, but if we trust each other and we are looking at the long term, we will work it out. 他们知道，肯定会出问题，但如果我们彼此互相信任，我们是从长远来看，我们将努力拿出来。 No need for lawyers. 不需要律师。 No need to “see you in court.” 没有必要"看到你在法庭上" 。

Building trust there is the same as here. 建立信任是一样的。 It takes time and repeated meetings. 这需要时间和多次会议。 Hence, many visits to China, many meetings, many banquets. 因此，多次访问中国，在很多的会议期间，许多宴会等。 Most Western business people are not open to such steps and unfortunately spend and waste much more in time, energy, frustration, money and lost opportunities in delays. 大多数西方商界人士，不开放给这些步骤和不幸的消费和浪费更多的时间，精力，沮丧，金钱和机会的丧失延误。
As mentioned earlier, US Treasury Secretary, Henry Paulson visited China over 70 times while chairman of Goldman Sachs. 如前所述，美国财政部部长亨利保尔森访华，有超过70倍，而董事长高盛。 He has excellent guanxi with the current Chinese leadership. 他具有良好的与广西目前的中国领导层。 An example of no results due to a lack of guanxi from the province of British Columbia. 的一个例子，没有结果，由于缺乏来自广西省的不列颠哥伦比亚省。 Excerpted from The Daily Courier in Kelowna, BC: 摘自每日信使在基隆那，公元前：

“Minister Visiting China to Improve Tourism Status. "内政部长对中国进行访问，以改善旅游业的地位。

(Vancouver CP) — Senior BC cabinet minister Colin Hansen says he’ll press Chinese officials to speed up the process to list Canada as an approved tourist destination. （温哥华处长 ） -高级公元前内阁部长科林汉森说，他会继续中方官员，以加快进程名单加拿大作为核准的旅游目的地。 Hansen says he doesn’t know why it’s taking so long to gain the coveted designation which many believe will unlock the gates to a tourist gold mine. 汉森说，他不知道为什么会采取这么久才能赢得梦寐以求的称号，其中许多人认为，将解锁盖茨以一个旅游金矿。 “I wish we could be making progress faster,” Hansen said. "我希望我们能够取得进展更快， "汉森说。

Canada began approved-destination talks with China in 1999, but the process has dragged on. 加拿大开始核准目的地会谈，中国在1999年，但这一进程已经一拖再拖。 The EU won approved-destination in 2004, less than a year after its negotiations began.” 欧盟获得批准的目的地， 2004年后不到一年，其谈判的开始" 。

First, don’t “press” Chinese officials.一，不" Press "的中国官员。 Pressing them makes them lose face, which will cause further delays and might mean you won’t get approval.他们迫切，使他们失去面子，这将造成进一步的延误和可能意味着你不会得到批准。 They don’t need you.他们不需要你。 Millions of Chinese tourists have the whole world to see.以百万计的中国游客，已使整个世界有目共睹的。 They don’t need to come to British Columbia!他们不需要来不列颠哥伦比亚！

Second, you can’t “speed up” guanxi and the building of trust. 其次，你不能说"加快"关系和建立信任。 I would guess this was Hansen’s first visit to China regarding this matter and he was going in typical Western mode to kick some Chinese ass. 我猜想这是汉森对中国的首次访问对于这件事，他会在典型的西方模式，开始对中国一些愚蠢的事物。

Third, Hansen doesn’t “understand why it’s taking so long” because he doesn’t understand guanxi. 第三，汉森并不"理解为什么它这么长时间" ，是因为他不明白关。

Fourth, make progress faster? 第四，要进度更快吗？ Hansen, not his assistant, must make four, five or six trips to build trust. 汉森，而不是他的助手，必须使四，五或六个班次，以建立信任。 The Chinese establish trust with the individual not the organization. 中国建立信任与个人而不是组织。

The EU has guanxi. 欧盟已关。 The BC government does not. 卑诗政府却不能。 It is as simple as that. 它就是这么简单。 The BC government did not invest in guanxi for two reasons. 卑诗政府没有投资在广西的原因有两个。

1. 1 。 It didn’t understand the Chinese business culture. 它不明白，中国的商业文化。
2. 2 。 It wasn’t prepared to invest the dollars and time to develop guanxi. 它不准备投资于美元和时间来发展广西。 Now what money and time did they save? 现在什么金钱和时间没有救得了吗？ Or look at the millions of lost tourism dollars for BC that could have started six years ago, one year after they began negotiating, like the EU did. 还是看看以百万计的损失旅游收入为公元前可能已经开始，六年前，一年后，他们开始了谈判，如欧盟没有。

One important fact. 其中一个重要的事实。 Any company wanting to do mega, long-term business in China must send its top man over to develop guanxi. 任何公司想要做的巨型，长期在中国的业务必须派其顶部名男子移交给广西的发展。 This has to occur not only with the top man in the Chinese company, but also with the proper governmental person. 这已经出现，不仅与顶男子在这家中国公司，而且还与适当的政府的人。 This shows face and is an indication of your respect and seriousness and how your company views the China business relationship. 这表明，面对和正显示你的尊重和严肃性和您的企业如何看待中国的业务关系。

Guanxi is not a stand-alone concept. 广西是不是一个单独的概念。 It is a powerful and effective tactic only with the proper identification of who to begin developing guanxi with. 它是一个强大而有效的策略，只有具有适当的鉴定人开始研制关。 I have witnessed much frustration, wasted time, and delays with financial anguish because the concept was right, but with the wrong person. 我目睹了很多挫折，浪费了时间，而拖延与金融痛苦，因为这个概念是正确的，但随着错人。

For a nation of 1.3 billion people, it is amazing how interwoven and connected everyone is. 一个13亿人口的国家，这是了不起的是如何交织在一起，并连接大家。 The Chinese are the originators of business networking, which develops with guanxi. 中国人的原创商业网络，它的发展与关。

The key strategy is to find and work with a consultant who has already established guanxi with a broad spectrum of business contacts and networks. 最重要的策略，就是要寻找与顾问，他们已经确立了广西有着广谱的业务联系和网络。 He can easily and quickly locate the right Chinese person who knows where to go, who to ask and what to ask. 他可以很容易和快速地找到正确的中国人，谁知道去哪里玩，他们要问什么问。 They will more easily accept you if you come highly recommended from one of their own race, which they trust and respect. 他们会更容易接纳你，如果你来推荐，由他们自己的种族，他们的信任和尊重。 Initially, they do not trust “foreign devils.” 起初，他们不相信"洋鬼子" 。

Remember that the Chinese respect long-term relationships. 记住的是，中国方面的长期交往关系。 That is why their school classmate networks are so powerful and pervasive. 这就是为什么他们学校的同学网络是如此强大和无孔不入。 Friendships and relationships that were formed in school will continue to hold and bind through the years. 结下了深厚的友谊和关系，形成在校将继续举办，并结合经过多年的。 They all started in the same class and course, but upon graduation, they spread out throughout different industries and areas of government and after years are now at various levels of power and authority. 他们都开始在同一个班级与课程，但毕业后，他们分散在全国各地，不同行业和地区的政府和经过多年，现在在各个层次的权力和权威。 These bonds of respect are still maintained and are indeed very strong. 这些债券的尊重，仍然保持着和确实是非常强劲。

Here is an example of how guanxi really works: 这里是一个例子，说明广西真的作品：

First, the players. 首先，球员们。
• First Automotive Works (FAW), the largest automotive manufacturer in China, is government owned and based in the city of Changchun in Northeastern China. •第一汽车（一汽，二汽） ，其中最大的汽车制造商在中国，是由政府拥有及总部设在长春市，在中国东北地区。 It has twenty-five wholly owned subsidiaries and controlling interest in twenty partially owned subsidiaries — including with Volkswagen and Toyota — with over 132,400 employees. 据2005年的全资子公司和控股权益第二十二部分资子公司-包括与大众汽车公司和丰田-超过13 .24万雇员。
• Volkswagen AG entered into a joint-venture partnership with FAW in 1991. •大众汽车股份公司签订了合资伙伴关系，与一汽，二汽在1991年。 China is the only place in the globe where VW does not own 100 per cent of its facilities. 中国是唯一一个地方，在那里，全球大众并不拥有百分之一百的，其设施。 When I arrived in China in 1999, VW had 52 per cent of the automotive market through its two joint-venture partners. 当我来到中国，在1999年，大众汽车有52 ％的汽车市场通过其两个合资伙伴。 FAW also had a joint venture with GM. 一汽也进行了合资与通用汽车。 You can do that because FAW is government owned. FAW/VW is the joint-venture company with FAW owning 60 per cent, VW owning 30 per cent, and Audi (owned by VW) owning 10 per cent. 你可以这样做，因为一汽是由政府拥有。一汽/大众是合资公司与一汽拥有百分之六十，大众汽车拥有百分之三十，奥迪（国有，由大众汽车） ，拥有百分之十。
• Ogilvy & Mather (O & M), Saatchi & Saatchi, and Grey Worldwide are 4A advertising agencies. •奥美（海外＆ M ）的， Saatchi ） ＆ Saatchi ） ，及灰色全世界第4 A广告代理商。 4A agencies are global and handle global accounts and are owned by three or four large advertising global giants. 第4 A机构，是全球性和处理全球性帐户，并拥有3个或4个大型广告牌全球巨人的肩膀上。 Grey was VW’s global agency. 灰色是大众汽车的全球性机构。
• Dynamic Marketing Group (DMG) is an independent American entrepreneur owned agency specializing in the China market. •动态营销集团（ DMG的）是一个独立的美国企业家，国有机构，专门从事中国市场。

Peter Xiao, one of the Chinese partners of DMG, was from Changchun. 彼得肖之一，中国合营者的DMG的，是来自长春。 His family was well connected and respected in high places. 他的家人联系，并尊重在高的地方。 His father was a high-ranking Army official and some of his school classmates were FAW senior managers. 他的父亲是军队高中级官员和他的一些中学同学一汽高级经理。

In the mid-90s, Dan Mintz had started his film production company, Pacesetter Pictures International (PPI) on his living room table in Beijing and was producing TV commercials for 4A advertising agencies. 在90年代中期，丹明茨已开始他的电影制作公司，标兵拍照国际（生产者价格指数） 对他的起居室表在北京，并制作电视广告为第4 A广告代理商。 The 4A agency DDB was doing the advertising for FAW/VW and PPI was doing the TV commercials. 该机构的第4 A分布式数据库是做广告宣传，为一汽，二汽/大众和PPI是做电视广告。

The other partner in DMG was Wu Bing, a very efficient Chinese lady who got things done right and had earned the total respect FAW. 其他合伙人的DMG是吴兵，这是一个很有效的华人女子，他们得到的东西，做正确的，并已赢得了尊重一汽。

There was guanxi with FAW, Peter, Wu Bing, and Dan that went back to 1993. 有关，与一汽，二汽，黄匡源，吴冰，王丹表示，回到1993年。

Now, fast forward to 2000. 现在，快速前进到2000年。 PPI has morphed into DMG, a full-fledged advertising agency with the same principals, Dan, Wu Bing and Peter. 生产者价格指数已演变为DMG的，一个成熟的广告代理与上年校长，丹，吴兵和彼得。

A solid, trusting relationship had developed over the years stretching back to Peter’s Changchun days, and first-class television commercials that PPI had produced some years earlier. 是实心的，互相信任的关系已经经过多年的演变拉回到彼得的长春天，并创一流的电视广告说，五月份PPI产生了一些几年前。 The relationship was maintained by many flights to Changchun, dinners, banquets, meetings, entertaining, favors, and gifts. 这种关系保持了很多航班，长春，聚餐，宴会，会议，娱乐，人情案，并派发礼物。

The 4A agencies don’t have guanxi with the Chinese clients. 在第4 A机构没有广西与中国客户。 Every two years, they import a new foreign general manager. 每隔两年，他们引进新的外国公司总经理。 Guanxi takes longer to mature and is done on a personal level, not a corporate level. 关需要较长时间才能成熟，并做个人层面，而不是企业层面。

FAW/VW, which manufactured the highly successful Jetta, was going to introduce the Bora, its first new model in 10 years and was looking for an advertising agency to do the national launch. 一汽/大众，制造了非常成功的捷达车，去引进宝来，其第一个新的模式，在10年后，并在寻找一家广告公司做全国推出。

Four agencies were invited to pitch for the contract: O&M, Saatchi & Saatchi, Grey and DMG.四个机构的邀请，以沥青为合同：噢，机电， Saatchi ） ＆ Saatchi ） ，灰色和DMG的。

The German side favored Grey Worldwide, because it was their global agency. 德方最惠国待遇，灰色全世界，因为这是他们的全球机构。 The Chinese favored DMG because they had previously been burned by a couple of 4A agencies, but had nine years of guanxi with the DMG principals. 中国的最惠国待遇， DMG的，因为他们以前被烧毁，由一对夫妇，用4 A机构，但在9年的广西与DMG的校长。 The other two 4As were cannon fodder. 其他两个4as被当炮灰。

The night before the pitch, our DMG team flew up to Changchun and had dinner with some FAW people including several that were on the selection committee. 前一天晚上在球场上，我们的DMG团队飞到了以长春，并共进晚餐一汽一些人，包括几个都是关于推选委员会。 After dinner, we returned to our hotel room and made a practice pitch presentation to a member of the FAW selection committee. 吃过晚饭后，我们回到我们的酒店房间，并提出了实践足球场向成员之一，一汽推选委员会。 He told us what to take out and what to put in. 他告诉我们要怎么拿出什么一分耕耘，一分收获

Our staff worked throughout the night putting together the new presentation, complete with charts, data, visuals, etc. Next morning, all four companies presented their pitches. 我们的工作人员整个晚上草拟新的格式，完整与图表，数据，图像等，第二天早上，所有四家公司提出了自己的球场。

DMG won the contract. DMG的赢得了该合同。

The concept of guanxi is you want to work with people you know and trust. 观念关，是你想要的工作，与人，你知道和信任。 You want a long-term, win-win relationship with a proven commitment to work together to overcome differences and difficulties. 你希望有一个长远的，双赢的关系，我们承诺提供的工作，同心协力，克服分歧和困难。

Since FAW and DMG had a strong, trusting relationship, they wanted to continue working together. 由于一汽和DMG的一个强烈的，相互信任的关系，他们还希望能继续合作。 So, we showed them what we had and they told us what they wanted. 所以，我们让他们看什么，我们已和他们告诉我们他们想要的东西。 We gave them what they wanted. 我们给他们他们想要的东西。 Western ethics dictates equality to all the suppliers. 西方伦理学发号施令平等的所有供应商。 Chinese ethics are based on the customer. 中国伦理学基础上的顾客。 It is the client’s money, their product, and they want what they want. 这是客户的金钱，他们的产品，而且他们想他们所想的。

That’s how guanxi works! 这就是如何关工程！

Business meetings fulfill a different function in China than in the left-brain West. 商务会议，履行不同的功能，在中国比在左脑西。 The full bore of face and guanxi takes place before the meeting, where the parties, based on trust and respect for each other, decide what is needed to make a win/win situation. 全部孔面及广西地方开会之前，如果双方当事人，基于信任和尊重对方，然后决定什么是需要作出一个双赢/双赢的局面。 No surprises, no losing face. 毫无新意，并没有丢了面子。 The actual meeting is more for confirmation, for announcement. 实际的会议更是为确认书，作公布。 We never went into a meeting where we didn’t know what the result would be. 我们从来没有走进了一次会议，我们不知道会得到什么结果。

Ernie Tadla, 恩尼tadla ， www.odysseychina.net www.odysseychina.net

Next week: Lesson Six. 下周：教训六。 It is all about time! 它是一切的时候了！