Learning Chinese is the Key to Lasting Business Relationships
The Importance of Language in Chinese Business Relations
In the competitive world of global commerce, China emerges as a significant industrial power. Many foreign businessmen and companies enter this market, often relying on translators. However, this approach doesn't always foster long-lasting relationships with Chinese entrepreneurs. Understanding the linguistic preferences of the Chinese business community is crucial, as many prefer interactions in their native tongue.
The Advantage of Learning Chinese
Fluency in both conversational and business Chinese offers a substantial advantage in negotiations. By mastering the language, individuals appear more credible and appealing as business partners. This section emphasizes the importance of language skills in building trust and respect in professional settings.
Cultural Differences in Business Practices
As you probably already know, Western and Eastern business practices can vastly differ from one another in several aspects. In the West, after a transaction between two companies pushes through, a relationship usually ensues. On the other hand, the East does things quite the opposite: a relationship is ideally established first, and then the actual commercial transaction pushes through.
Understanding Guanxi in Chinese Business Culture
The majority of successful transactions and enduring business relationships between the Chinese and foreigners are built around a relationship of trust. Moreover, learning Chinese business elements, such as “Guanxi” is an essential factor for the creation of a solid bond between two companies.
Literally, Guanxi means “relationship”, but in the business world of China, it means something more: the term refers to a network of relationships amongst a variety of parties. Each party within the network continuously cooperates and supports one another for the mutual benefit of everyone.If Guanxi is cultivated, a lasting business relationship with one or several Chinese companies can be established.
As this business element is further developed, the relationship will eventually become more valuable than any commercial transaction that’d take place in the future. Also, favors are actually expected to be constantly and voluntarily given amongst themselves.
However, it’s crucial you understand that the obligations of Guanxi are strictly enforced. In some instances with the wrong people, at the wrong place, these responsibilities can turn into an unfortunate trap for westerners.
Aside from learning Chinese business elements or becoming a fluent speaker of the native language, there are other factors that can help form a long-lasting business relationship within the country. The tips described above are simply the fundamental principles that a businessman should take into consideration before handling commercial transactions with the Chinese.
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