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China: Make friendships first, then profits

Read this article from Entrepreneur Magazine:

The Chinese want to do business with individuals–not companies–so cultivating friendships is crucial.

Rather than cutting to the chase, the Chinese prefer a courtship filled with get-to-know-you banter and big banquets full of mysterious delicacies.

Mike Saxon, author of An American’s Guide to Doing Business in China, warns that a seemingly solid rapport can still be trumped by yuan. “People who go over to China think it’s the China of centuries ago: Confucius, everybody’s honorable and whatever–and it’s not! It’s a different culture today,” explains Saxon, who adds that the 36 Stratagems, a collection of Chinese proverbs, is part of the basic Chinese gestalt.

Taking time to forge friendships with Chinese business partner is crucial, says Silas Deane.

Reference Links

Entrepreneur Magazine

An American’s Guide to Doing Business in China

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