High context in chinese business

Unlike business relationships in the west, Chinese guanxi is much more than your typical networking connections. It takes a lot of time to build guanxi. This often assumes attending formal and informal events, both business and personal, staying in touch on a regular basis, knowing families of your business partners and paying attention. There is a contradiction. China develops at the highest speed yet relationships are built very slowly. Often starting a relationship like that involves introduction by someone who knows both parties well.

 

So here it comes. If you are in the business with enough resources to support a regular travel to China and building guanxi personally, you should certainly do that. If not, it will be a wise choice to use sourcing agent or local representative who you completely trust to represent you.

 

In any case these are some tips you can use in your relationships with the Chinese.

 

• Stay connected. There are many ways to stay in touch these days. From social networks such as Facebook to business connection sites such as LinkedIn you can stay in touch on a regular basis.

• Send gifts. Small gifts go a long way.

• Be available to respond to small favors and expect the same in return.

• Remember the holidays. As we know holidays are different in different countries. Timely congratulations are a good way to stay in touch.

 

You can learn more about the Chinese culture, business climate and get good advice in “42 Rules for sourcing and manufacturing in China” by Rosemary Coates.

Comments: 0; Published: April 06, 2010; Permalink

Tags: business in china,china