Networking in China

Networking in China: Beware of "Great Guanxi"

- Carson Block, China Primer

It always tickles me when I hear relative newcomers to China exclaim that they are using somebody who has “great guanxi” to help them with their business (“guanxi” means connections or relationships). The great guanxi person is frequently a joint venture partner, consultant, or even a supposed friend.

If you are a relative newcomer to business in China, the overwhelming odds are that you do not know anybody who has truly great guanxi. However, because you are new to the scene, it is easy for people (especially if they are Chinese) to create the misperception that they are able to work magic through relationships.

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