How to make business connections in China

If you approach doing business in China as only an exercise in short-term profit-making, then you might as well stay home because you'll be disappointed.

Friday, January 23, 2009

In China, success is defined by more than just the economic impact of a deal. To be successful in business ventures with (and in) China, you need to invest time in building relationships, understanding cultural dynamics and gaining Guānxi - the personal connection and understanding between two people which helps to get things done.

Now, I don't purport to be an expert on China by any stretch of the imagination. But I have done business with Chinese partners for several years and I've learned a lot through experience (trial and error - you may say).

I also like to think of myself as fairly up to date on Chinese business trends. In late November, I gave the opening remarks to a business forum in ...

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