Chapter 15. Fostering Fruitful Friendships: The Art of Guan Xi

In This Chapter

  • Understanding the importance of relationships to the Chinese

  • Making connections with businesspeople and government officials

  • Noting why you can’t depend solely on guan xi

Many Westerners have heard that relationships are critical to doing business in China. In fact, in the West, a great deal of mystique surrounds the way business relationships work in this corner of Asia. Make no mistake about it — relationships are important to doing business in China; however, they’re not significantly more important than they are in the West. This chapter explains what these relationships are, what benefits they can bring, and how to effectively develop them.

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