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So, Jim, what did you know about doing business in China before you made your first trip there? Very little, actually. These days there' s a lot of literature and advice out there. I had heard about the principle of Guanxi before I went to China, but I hadn' t really realised how important a part of business culture it was. What is Guanxi, exactly ? It refers to relationships or connections with people that are built on trust and have been developed over a long time. These relationships are based on shared experience, people operating in a similar field, and often also on the exchange of gifts or favours. But if you' re an outsider, that must make life very difficult. You don' t have a shared background as such. That' s right. You don' t have those networks and for that reason you' re gonna have to be patient, because it takes time to develop them. |
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suǒ yǐ, Jim, zài nǐ dì yī cì lái zhōng guó jīng shāng zhī qián, nǐ zhī dào zhōng guó shāng yè de qíng kuàng ma? shuō zhēn de, fēi cháng shǎo. zhèi xiē tiān, zài nà li yǒu hěn duō de xué shù wén xiàn hé jiàn yì. zài wǒ lái zhōng guó zhī qián, wǒ yǐ jīng tīng shuō" guān xì" de yuán zé, dàn shì wǒ méi yǒu yì shí dào tā shì shāng yè wén huà duō me zhòng yào de yí gè bù fèn. qí shí guān xì zhǔn què lái shuō shì shén me? tā zhǐ de shì jiàn lì zài xìn rèn jī chǔ shàng bìng jīng guò hěn zhǎng shí jiān de fā zhǎn ér xíng chéng de rén yú rén zhī jiān de guān xì huò lián xì. zhèi xiē guān xì jiàn lì zài rén men gòng yǒu de jīng lì, rén men zài xiāng sì de lǐng yù gōng zuò, hé jiāo huàn de lǐ wù hé xǐ hào. dàn rú guǒ nǐ shì jú wài rén, shēng huó huì hěn kǔ nàn. nǐ méi yǒu gòng tóng de bèi jǐng xiàng shì.... shì de, nǐ méi yǒu zhèi xiē guān xì, suǒ yǐ nǐ yào gèng jiā nài xīn qù jiàn lì zhèi xiē guān xì, tā xū yào shí jiān qù jīng yíng hé fā zhǎn. |