By Ron Cune由Ron cune

One of the most widely discussed subjects about doing business with Chinese people is the concept ‘Guanxi’. 其中一个最广泛讨论的科目约做生意的中国人的概念是'关' 。 Literally ‘Guanxi ’ means “being closed into a system”. 从字面上'关'是指“正在成为一个封闭的系统” 。

Not without reason, the term Guanxi often isn’t translated into English.并非没有道理，任期关，往往是没有翻译成英文。 In some occasions Guanxi is translated as ‘networking’, but that doesn’t really get to the deeper meaning of the word.在一些场合，广西是翻译为'网络' ，但这并不真正到了更深的一词的含义。 While networking is based on knowing which person does what, Guanxi is based on the right to ask for a favour.而网络是基于知道哪一个人做什么，是广西的基础上，有权要求一种恩惠。 Furthermore, Guanxi relates to someone’s background, work relations, family matters and relations that have nothing to do with friendship.此外，广西涉及到某人的背景下，工作关系，家庭事务和关系已完全没有与友谊。 Being aware a favour from the other party can be asked for, is the essence of Guanxi.意识到一种恩惠，从另一方当事人可以要求，本质是广西。

The foundation of Guanxi is the faith that one favour will be exchanged for another some day by each party involved.的基础，广西是信仰之一，赞成将交换为另一个有一天，每一个当事人。 Therefore Guanxi is almost only used when favours need to be exchanged.因此，广西是几乎只用时，赞成需要交换。

Friendship is just one out of many possibilities that allows one to ask favours.友谊只是其中一个出了许多的可能性，允许一问恩惠。 The criteria that defines a good friendship, is the possibility to trust and rely on each other.标准定义了一个良好的友谊，是有可能的信任和互相依赖。 The friendship created by ‘Guanxi’ is not in the least comparable to ‘networking’ as we know that in the West.友谊所创造的'关'是不是在最不发达国家相比， '网络' ，因为我们知道，在西方国家。 Guanxi based solely on friendship, will take years to establish.广西纯粹基于友谊，将采取年建立。 Businessmen who expect to create Guanxi by having dinners or spending time in Karaoke bars might create goodwill, but not Guanxi.商人谁期望创造广西因晚餐，或花时间在卡拉OK酒吧可能造成的善意，但不关。

Guanxi can develop when you help a Chinese acquaintance to get a visa in your country or when you provide a job to the child of a business relation.广西可以发展当您的帮助，中国的熟人获得签证在贵国，或者当您提供一份工作给儿童一个的业务关系。 These examples create ‘light’ Guanxi.这些例子创建'轻'关。 The level of effort and difficulty determines the level of Guanxi.该努力的程度和难度决定的水平关。

Needless to say, Western companies do not have a wide range of access possibilities for Guanxi at the first stages of doing business in China.不用说，西方公司不具有广泛的访问的可能性，关在第一阶段，在中国做生意。 Also many companies are not familiar with the requests of those ‘favours’ that often don’t match the social accepted values of doing business in Europe.也有许多公司不熟悉的要求，那些'赞成' ，往往不符合社会公认的价值观经商在欧洲。 Recruiting employees with the right Guanxi is the fastest way of establishing a Guanxi network.招聘员工的权利与关是最快的方法建立一个关网络。 That is why certain persons from a social network with a specific family background are highly wanted regardless their capabilities and qualifications.这就是为什么某些人从社会网络与特定的家庭背景，具有很强通缉，不论他们的能力和资格。

Best is to leave Guanxi up to your Chinese partners and employees.最好是离开广西到您的中国合作伙伴和员工。 They know the game and the right approach.他们知道游戏和正确的做法。

For most foreign business people, being involved in general networking activities and relationship maintaining is more than enough.对于大多数的外国商界人士，被卷入在一般的网络活动和关系是维持足够多的。

Ron Cune,罗恩cune ， DragonDancers dragondancers