‘Guanxi’ and negotiation
- September 20, 2019
- Leonie McKeon
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.
Building ‘guanxi’ is a vital part of doing business with a Chinese person. A Chinese business person will rarely do business with a stranger. Solid ‘guanxi’ can be with you for the rest of your life, and like any relationship, it takes some effort to maintain. A common Chinese saying in Mandarin is ‘no relationship no business.’ The difference is that in a Western country the quality and price are the major issues, whereas in the Greater China Region there must be a strong relationship before there can be any discussion about quality and price.
Check out my Books
Inquire about my Workshops
Do Pronounce Mandarin – The Easy Way – Module One FREE