By Ron Cune由Ron cune

One of the most widely discussed subjects about doing business with Chinese people is the concept ‘Guanxi’. 其中一個最廣泛討論的科目約做生意的中國人的概念是'關' 。 Literally ‘Guanxi ’ means “being closed into a system”. 從字面上'關'是指“正在成為一個封閉的系統” 。

Not without reason, the term Guanxi often isn’t translated into English.並非沒有道理，任期關，往往是沒有翻譯成英文。 In some occasions Guanxi is translated as ‘networking’, but that doesn’t really get to the deeper meaning of the word.在一些場合，廣西是翻譯為'網絡' ，但這並不真正到了更深的一詞的含義。 While networking is based on knowing which person does what, Guanxi is based on the right to ask for a favour.而網絡是基於知道哪一個人做什麼，是廣西的基礎上，有權要求一種恩惠。 Furthermore, Guanxi relates to someone’s background, work relations, family matters and relations that have nothing to do with friendship.此外，廣西涉及到某人的背景下，工作關係，家庭事務和關係已完全沒有與友誼。 Being aware a favour from the other party can be asked for, is the essence of Guanxi.意識到一種恩惠，從另一方當事人可以要求，本質是廣西。

The foundation of Guanxi is the faith that one favour will be exchanged for another some day by each party involved.的基礎，廣西是信仰之一，贊成將交換為另一個有一天，每一個當事人。 Therefore Guanxi is almost only used when favours need to be exchanged.因此，廣西是幾乎只用時，贊成需要交換。

Friendship is just one out of many possibilities that allows one to ask favours.友誼只是其中一個出了許多的可能性，允許一問恩惠。 The criteria that defines a good friendship, is the possibility to trust and rely on each other.標準定義了一個良好的友誼，是有可能的信任和互相依賴。 The friendship created by ‘Guanxi’ is not in the least comparable to ‘networking’ as we know that in the West.友誼所創造的'關'是不是在最不發達國家相比， '網絡' ，因為我們知道，在西方國家。 Guanxi based solely on friendship, will take years to establish.廣西純粹基於友誼，將採取年建立。 Businessmen who expect to create Guanxi by having dinners or spending time in Karaoke bars might create goodwill, but not Guanxi.商人誰期望創造廣西因晚餐，或花時間在卡拉OK酒吧可能造成的善意，但不關。

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.廣西可以發展當您的幫助，中國的熟人獲得簽證在貴國，或者當您提供一份工作給兒童一個的業務關係。 These examples create ‘light’ Guanxi.這些例子創建'輕'關。 The level of effort and difficulty determines the level of Guanxi.該努力的程度和難度決定的水平關。

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.不用說，西方公司不具有廣泛的訪問的可能性，關在第一階段，在中國做生意。 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.也有許多公司不熟悉的要求，那些'贊成' ，往往不符合社會公認的價值觀經商在歐洲。 Recruiting employees with the right Guanxi is the fastest way of establishing a Guanxi network.招聘員工的權利與關是最快的方法建立一個關網絡。 That is why certain persons from a social network with a specific family background are highly wanted regardless their capabilities and qualifications.這就是為什麼某些人從社會網絡與特定的家庭背景，具有很強通緝，不論他們的能力和資格。

Best is to leave Guanxi up to your Chinese partners and employees.最好是離開廣西到您的中國合作夥伴和員工。 They know the game and the right approach.他們知道遊戲和正確的做法。

For most foreign business people, being involved in general networking activities and relationship maintaining is more than enough.對於大多數的外國商界人士，被捲入在一般的網絡活動和關係是維持足夠多的。

Ron Cune,羅恩cune ， DragonDancers dragondancers