Nickname: Anchor Cranker

Review: Chinese business's regard the signing of any contract as the starting point of negotiations. You need to have strong, patient, dogged and even obstinate people on the ground who won't back down and will represent your interests. Only sign a contract that has verifiable stage payments and defer a sizeable chunk of the payment on final delivery. Guanxi - read FCPA rules in the US before going down that road!!!

Date reviewed: May 3, 2009 10:09 PM

Nickname: Corey

Review: I find it most profitable to just buy products from China, not enter into complicated partnerships. They change the terms too much and legally you don't have any recourse. If I ever get into complicated agreements I would want to hire some very high-level Chinese person to handle the work. I can speak good Chinese, but would say don't underestimate the cultural differences. However sometimes the Chinese use them as an excuse to not do things, they can be lazy too.

Date reviewed: Sep 18, 2007 7:14 AM

Nickname: Jack

Review: Enjoyed this article. Guanxi (or lack of it), though, is a much-exploited concept that has been used to explain so many other basic business failings. Also see ChineseTao.com for more on the book and related interviews with the authors.

Date reviewed: Jan 8, 2006 4:00 PM

Nickname: Tim from New York

Review: Very good story. I agree. "The Chinese Tao of Business" helped me to understand some problems and solutions for operating in China, and I'm glad to hear from the authors. One of the lessons (I'm paraphrasing)that I took to heart is to lower expectations and increase patience.

Date reviewed: Jan 7, 2006 3:45 PM

Nickname: ken

Review: Guanxi is very important in the Asian business world. I live in southeast Asia, and not just China is practicing guanxi but the rest of Asia. Personal approach is the best way to establish business relationships in Asia, especially China. So everybody prepare for guanxi!

Date reviewed: Jan 7, 2006 2:49 AM

Nickname: Becareful

Review: After 12-years experience of dealing with the Chinese, I had some success and some bad experiences. Here are my comments: Lots of opportunities, market and money there, Everyone sees it. You just can't get it if you are not Chinese. In the meantime, there are endless kinds of traps and out there in China. There is even a "poem" saying, "900 million out of 1 billion population are liars, the remaining 100 million Chinese are learning how to lie now." To make the story short, China is not a modern country. Nor do their laws work to protect your interest. You have to be very careful every step you make in China. Even so, you could end up in jail if the Chinese goverment decides to rob your business. The Chinese can come up any excuse beyond your imagination to arrest you. I have seen so many cases. Be careful and think twice before you go. You may say you are not a fool, no such bad luck, you won't be the victim. Never say never in China.

Date reviewed: Jan 7, 2006 2:42 AM

Nickname: molarband

Review: Doing business in China is not some big mystery as the media portrays it. Respect and trust are the key ingredients in China as it is in the rest of the world.

Date reviewed: Jan 6, 2006 10:14 AM

Nickname: BeijingMan

Review: Fully agree with your article. Guanxi is the key enabler in doing business in China. I live in Beijing, business development since 1998. China's WTO agreement will not change or eliminate guanxi. In China, your product is just 50%, the other 50% is guanxi. More about guanxi and business in Chinese way at my blog http://beijingman.blogspot.com

Date reviewed: Jan 6, 2006 8:07 AM