Guanxi in Jeopardy

Topics: Given name, Giving, Gift Pages: 3 (686 words) Published: September 1, 2010
Case Study

Motosuzhou & Electrowide
Guanxi in Jeopardy
Discussion forum
Main characteristics of Chinese culture.
How do these differences relate to the negotiation process…

Criteria that should be used in select­ing a joint venture partner.
Have those criteria been met in this situation?

Discussion forum Cont…..
Evaluation of the composition of Electrowide's team and of Motosuzhou's team and their choices for this negotiation….
Should Barb Morgan have been on the negotiating team.

What should Tom Sherman do?
Main characteristics of Chinese culture
Meet & Greet
Chinese generally shake hands when they greet guests
Do not touch anyone unless you know them very well. Do NOT embrace or slap Chinese on the back. Introduce your colleagues and allow guests to introduce themselves Business Card Etiquette
carry plenty of business cards; if possible get a translated, bi-lingual version

Use both hands when presenting and ensure that the writing on the card is facing the recipient

Cards should be received with both hands and placed on the table in front of you - to immediately put the card in your pocket or bag is considered rude

Spend a few seconds reading it. This not only helps you to remember name but also show a sign of respect for the other person

Do NOT write on someone else’s business card.
Form of address
in the West, where you may call someone by his or her first name shortly after meeting for the first time.

in China almost no one is called by the given name alone, except by close relatives or extremely intimate friends of long standing

Chinese: Surname comes first, not last

95% of all Chinese surnames are one syllable –e.g. Wang, Chen and Li

Given names are two syllables – e.g. Xiaolong, Mingsi and Liming Presenting Gifts
Presenting Gifts cont……
In order to avoid your gift being perceived as a bribe,
Present group gifts. This is seen as a "company presenting a gift to a company," and not as a bribe...
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