What is guanxi?
Relationships are everything in China. While you are building and nurturing your business relationships, you may be asked to lớn tóm tắt stories và information of a surprisingly personal nature. Don’t be concerned when a Chinese person you are meeting for the first time asks, for example, "how much money bởi vì you make?", "what is your partner’s Eastern astrology symbol?" or "what are your religious beliefs" – it is all about building a relationship, an essential part of doing business in China.
Bạn đang xem: Guanxi, trust, and long, when good guanxi turns bad
The Chinese điện thoại tư vấn this guanxi (关系). Guanxi refers to lớn having personal trust và a svào relationship with someone, & can involve moral obligations và exchanging favours. Sometimes incorrectly perceived in Western business as bordering on unethical behaviour associated with corruption (i.e. awarding projects to lớn a friend’s chrissiemanby.company rather than the most qualified firm), it is a core part of doing business in Đài Loan Trung Quốc.
“We open our Suzhou doors whenever an Australian official visits, which helps demonstrate khổng lồ Chinese government officials that we are well connected and respected at home page. The guanxi we display from nước Australia is often as important as our local guanxi.” – Peter Michell, Executive Director, Michell Wool
Guanxi is often translated as “connections”, “relationships” or “networks”. However, none of these terms vì justice lớn the fundamental & chrissiemanby.complex concept of guanxi và its central role in Chinese culture. Guanxi can also be used khổng lồ describe a network of contacts, which an individual can Hotline upon when something needs to lớn be done, và through which they can exert influence on behalf of another. These networks can have sầu a direct impact on conducting business in China, including market expansion & sales growth. Maintaining open 'bureaucratic relationships' can also help businesses mix up with minimum delays. But it can also bring challenges. Australian businesses might understandably struggle khổng lồ integrate guanxi inkhổng lồ their business practices. The key is to lớn remain diligent và be aware that the reciprocal nature of guanxi also dictates an informal obligation lớn 'return the favour'.
How khổng lồ build guanxi
Building guanxi involves a long-term approach. It can be done in several ways:
General knowledge of China- Relationships can be aided & built by some general knowledge of China & its culture. This can assist lớn establish an immediate connection khổng lồ a new Chinese liên hệ.
Formal introduction- Because Chinese people prefer khổng lồ bởi vì business with people they have sầu a personal connection with, it can help if you are introduced to lớn a prospective sầu business associate through an intermediary. The higher the social status that your connection has, the more successful you are likely to lớn be at being introduced khổng lồ the right people and key decision-makers.
Conscious effort- Relationships in Trung Quốc are more trust-oriented và personal than relationships elsewhere, therefore a conscious và continued effort is required to lớn develop and maintain them. It will require frequent visits, almost daily chrissiemanby.communication (preferably CEO/chrissiemanby.company director to CEO) và plenty of socialising.
Gifts- Giving gifts is an important aspect of doing business and building relationships in Trung Quốc. Australians should provide at least some overly ‘Australian’ gifts, such as toy koalas. Gifts that have your chrissiemanby.company emblem will also be well received.
Dining và entertainment -Once you have sầu established relationships in Đài Loan Trung Quốc, you are likely to lớn be invited to dinners and other forms of entertainment including golf, nightclubbing or karaoke. If you are invited for dinner at a business contact’s house (which is generally a reserved honour) – arrive sầu on time, remove shoes before entering và take a gift. Dining is chrissiemanby.commonly used lớn gently probe positions without any formal chrissiemanby.commitment.
“The Chinese business Mã Sản Phẩm tends khổng lồ be less contractual & more based on trust & the guanxi so there can be a sense of frustration. It’s slower khổng lồ build relationships, but having said that, once trust has been established the Chinese partners và entities normally want to lớn move very quickly,” John Russell, Director, North Head
Want to learn more? Explore our other China information categories or download the China Country Starter Pack.
Join our mailing danh mục for up-to-date news from the region & information on our events, trainings programs, resources & more.