The important of “face” in the Chinese business environment

The important of “face” in the Chinese business environment

The importance of “face” is extremely relevant in the Chinese business environment. Chinese business people often help each other save “face”. “Giving face” is a tool that is frequently used in creating new social connections.

A Chinese person’s reputation rests on how much “face” he/she gains. It defines a person’s place in their social networks. “Face”...

What do you do when Strategy Four – ‘Wait leisurely for an exhausted enemy’ is applied on you

What do you do when Strategy Four – ‘Wait leisurely for an exhausted enemy’ is applied on you

Strategy Four – ‘Wait leisurely for an exhausted enemy’ 以逸待劳 may be used on you when you visit China to conduct a negotiation. A likely scenario is where your Chinese contact picks you up from the airport and on the way to your hotel asks when you are flying out of China. The Western method...

Strategy Four – ‘Wait leisurely for an exhausted enemy’ means “to exercise patience and wear them down”

Strategy Four – ‘Wait leisurely for an exhausted enemy’ means “to exercise patience and wear them down”

To function successfully in China, and therefore maximise your business success it is crucial to have some understanding of the 36 Chinese Strategies (derived from Sun Tzu’s ‘The Art of War’). Most Chinese people know and unconsciously use these strategies to negotiate. They are widely understood and applied in the contemporary business world.

An example of...

Developing and Maintaining ‘Guanxi’ When Negotiating in the Greater China Region

Developing and Maintaining ‘Guanxi’ When Negotiating in the Greater China Region

In Chinese business culture the closest English translation for ‘guanxi’ is relationship. Building ‘guanxi’ is an important ingredient when doing business and negotiating with a Chinese people. In fact without some level of ‘guanxi’ it would be difficult to conduct business in the Greater China Region.

In the greater China Region the lines between friends, business,...

Deceive the Dragon: Negotiating to retain power

Deceive the Dragon: Negotiating to retain power

Deceive the Dragon: Negotiating to retain power is Book Two of the series – The Dao of Negotiation. Leonie shares her unique knowledge of the 36 Chinese Strategies, which are derived from Sun Tzu’s – The Art of War. She has helped hundreds of business owners and executives understand how to do business with Chinese people and to...

Tame the Tiger: Negotiating from a position of power

Tame the Tiger: Negotiating from a position of power

Tame the Tiger: Negotiating from a positon of power is Book One of the series – The Dao of Negotiation. Leonie shares her unique knowledge of the 36 Chinese Strategies, which are derived from Sun Tzu’s – The Art of War. She has helped hundreds of business owners and executives understand how to do business with Chinese people...
‘Guanxi’ and Negotiation

‘Guanxi’ and Negotiation

The development and maintenance of ‘guanxi’ is important when negotiating and communicating in the Greater China Region . A popular saying in Mandarin is ‘friends before businesses’. The closest English translation for ‘guanxi’ is relationship. Relationship in Chinese culture means a business relationship, and carries the same importance as a strong friendship, marriage or partnership....

Strategy Three – ‘Murder with a borrowed knife’ means “to conserve energy by using another person’s strength”

Strategy Three – ‘Murder with a borrowed knife’ means “to conserve energy by using another person’s strength”

To function successfully in the Greater China Region, and therefore maximise your business success it is crucial to know how to recognise and respond effectively to the 36 Chinese Strategies. Knowledge of the Chinese negotiating culture, which means how the 36 Chinese Strategies are used, is your greatest asset. One of the 36 Chinese Strategies...

The Importance of Understanding the 36 Chinese Strategies

The Importance of Understanding the 36 Chinese Strategies

As China is now the world’s economic powerhouse, Westerners are faced with the challenge of understanding how to conduct business in the; ‘Chinese way’. Cities like Beijing, Shanghai and Guangzhou are popular destinations to do business as these locations are central business hubs. To visit these cities can be a truly mind blowing...

Lure the Tiger: Negotiating in confronting circumstances

Lure the Tiger: Negotiating in confronting circumstances

Lure the Tiger: Negotiating in confronting circumstances is Book Three of the series – The Dao of Negotiation. Leonie shares her unique knowledge of the 36 Chinese Strategies, which are derived from Sun Tzu’s – The Art of War. She has helped hundreds of business owners and executives understand how to do business with Chinese people...

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