Doing Business in China

There are big differences between Chinese business and Western business.If you think Chinese do business the same way with you,you will be foredoomed to failure.In the United States,business is transaction-oriented.But in China,business is relationship-oriented.

When you meet someone for the first time in Chinese business activities,they seem to be more interested in who you are,and less focused on the details of what you sell or the specifics of your service or product.It's not because they don't care about that,it just comes at a later stage.Once business people here feel comfortable with you as a business partner,they will show very high interest in the details.

Chinese people like to talk about business while dining.With drink and eat,business parties build up business relationships.Chinese rather believe people than business.Before doing business with Chinese,the first is to become friends with them and get their respect.

Chinese only use the people they know,like,and respect.To them,a transaction is not really business.To them,shipping a container of widgets for a letter of credit is not a relationship,even if you've been doing it for 16 years.

Before Chinese do a transaction or project with you,they want to know who you are.They have to figure out whether they respect you and like you before starting the business and the transaction.

If you want to do business with China, you have to earn their respect. Do this by being open, flexible, realistic, having a sense of humor, and being a human being rather than a corporate functionary. Be someone they want to have a relationship with, not just the mercenary of a transaction.