Posts for 36 Chinese Strategies Category
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 of business communication is to be precise, and this often means that your natural response is to tell your contact the day and time of your departure. If you answer in the Western way, you can guarantee that the...

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,...

‘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...

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