Guanxi for Professionals: Learn to Negotiate in China

Learn to negotiate more successfully and effectively with mainland Chinese business people.
Instructed by Andrew Hupert
  • Lectures 12
  • Video 2 Hours
  • Skill level all level
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android

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Course Description

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.

What are the requirements?

  • Basic negotiating knowledge

What am I going to get from this course?

  • Over 12 lectures and 1.5 hours of content!
  • Train Western negotiators to be effective and successful when doing business with mainland Chinese counter-parties.
  • Set good goals for your China negotiation
  • Understand and master relationship-building techniques with Chinese partners, colleagues and counter-parties
  • Avoid, mitigate and manage business conflict with Chinese counter-parties

What is the target audience?

  • Professionals doing business with Chinese partners, suppliers or clients.
  • Professionals with direct China responsibility
  • Managers, supervisors and department heads responsible for overseeing staff active in China.
  • Support personnel, staff and administrators involved in China business
  • HR, finance, accounting, compliance, legal, and QC managers in companies active in China.

What you get with this course?

Not for you? No problem.
30 day money back guarantee

Forever yours.
Lifetime access

Learn on the go.
Desktop, iOS and Android

Get rewarded.
Certificate of completion


Section 1: Part 1: What is guanxi? Unit 1: Why Guanxi Matters
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.
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)
16 pages
PDF slideshow from the presentation "Long Term Partners or Short Term Opportunists"
4 pages
Is guanxi still a powerful force in Chinese business?
1 page
Continue with your online networking and social media outreach to find a Chinese contact in your industry or supply chain. Start with and develop your network by joining relevant groups and connecting with individuals.
Section 3: Unit 3: Is Guanxi Unique to China?
2 pages
Is Guanxi on the Way Out of Chinese Negotiation? Part 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)
15 pages
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
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

Instructor Biography

Andrew Hupert , Expert in Chinese Negotiation.

  • Andrew Hupert is Managing Director of ChinaSolved, a professional training organization dedicated to helping Westerners become more successful and effective when doing business in China - or with Chinese counter-parties at home.
  • Andrew spent over 10 years living in mainland China, and 3 years splitting his time between Taiwan and HK.  He taught business at the Shanghai branches of New York University and the University of Strathclyde.
  • Andrew is the author of Guanxi for the Busy American and The Fragile Bridge - Managing Conflict in Chinese NegotiationHe has also published articles in business journals such as Shanghai Business Review, the China Economic Review, and Business Forum - China.  
  • Companies around the world follow his discussions about negotiation tactics in China on  and
  • Andrew can be reached via email at

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