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Guanxi is central to Chinese business and is the foundation of all successful negotiations in China. In the West, we start business with a TRANSACTION, and if it is successful we will continue to do business with the same counterparty. In China, the end result is the same, but the sequence is reversed. We begin by intentionally and strategically building a business RELATIONSHIP which will eventually yield transactions.
Always remember 2 things about guanxi and negotiating in China:
1) It is important to your Chinese counterparty - so it is important to your success in China.
2) While good guanxi may not necessarily turn every deal or relationship into gold, bungling the relationship-building process will guarantee that your China efforts will fail.
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|Section 1: Part 1: What is guanxi? Unit 1: Why Guanxi Matters|
|Lecture 1||5 pages|
|Chapter 1 Guanxi for the Professionals – Introduction Westerners doing business in China constantly grapple with issues of culture, language and tradition. Shortly after I first moved to Shanghai in 2002, I heard a Chinese professor from Australia tell an audience of Western executives that the best way to learn about doing business in the mainland was to spend a year living in a Beijing hutong, or traditional residential housing development. One of her main examples was the concept of “guanxi” - that mysterious, illusive, wealth-bringing force that Westerners could never quite fathom. I nodded along with the rest, admitting that the logic of her position was undeniable. After all, the cultural barriers between China and the US are formidable.|
|Lecture 2||9 pages|
|Download the slideshow used for the first unit lectures. 3 Take-aways Guanxi Myths Best Practices preview|
|Section 2: Unit 2: What is Guanxi? The Ledger Effect|
Discussion: Long term partners or short term opportunists? (RECOMMENDED)
|Lecture 4||16 pages|
|PDF slideshow from the presentation "Long Term Partners or Short Term Opportunists"|
|Lecture 5||4 pages|
|Is guanxi still a powerful force in Chinese business?|
|Lecture 6||1 page|
|Continue with your online networking and social media outreach to find a Chinese contact in your industry or supply chain. Start with Ushi.com and develop your network by joining relevant groups and connecting with individuals.|
|Section 3: Unit 3: Is Guanxi Unique to China?|
|Lecture 7||2 pages|
|Is Guanxi on the Way Out of Chinese Negotiation? Part 2 http://www.chinesenegotiation.com/2012/05/is-guanxi-on-the-way-out-of-chinese-negotiation-part-2-of-2/ Chinese negotiators see guanxi as a competitive advantage – and that’s not going to change. Is guanxi on the way out? No, but it will change – particularly as it relates to Western negotiators in China. In Part 1 we looked at the positive and negative aspects of guanxi from the perspective of Chinese negotiators. The take-away is that while local Chinese may have their problems with the restrictive, unfair, and corrupt aspects of guanxi, it is a practice that is deeply imprinted on the Chinese businessman’s DNA and is unlikely to go away any time soon. It matters to Chinese negotiators – so it matters to you.|
|Section 4: Unit 4: Guanxi as Due Diligence|
Guanxi as Due Diligence - Slideshow for the Lecture (OPTIONAL)
|Lecture 10||24 slides|
|You've watched the lecture and read about banquets and KTV halls -- now see for yourself. A photo slideshow of the actual food, beverages and settings from a genuine Chinese banquet.|
|Section 5: Section 6: Unit 6: Rules of the Guanxi Road|
|Lecture 11||1 page|
|Active Chinese internet users call themselves "Netizens" -- and they are the most adventurous, outspoken and engaged members of the Chinese public. Through their eyes you can get a glimpse of how the average Chinese person sees YOU, the US, and the rest of the West. This is how your negotiating counter-party sees you, so pay attention!|
|Section 6: Unit 7: Guanxi Caveats & Warnings|
Discussion: Working with FCPA: the Foreign Corrupt Practices Act
Hours of video content