1. CROSS-CULTURAL ISSUES
FOR
WESTERN COMPANIES
in
CHINA

2. Guan Xi
•Definition
•Importance
•Cross-cultural values
•Disadvantages

3. Definition of Guan Xi
• Interpersonal relationships
• Solution of problems
• Protection, security & support

4. Advantages of Guan Xi
• Makes business smoother
• Saves time

5. Disadvantages of Guan Xi
Corruption
Unfair competition

6. Chinese Values
 Modesty
 Flexibility
 Face culture

7. Modesty
 Virtue
 Obedience to
Emperor
 Concealment of true
opinions

8. Flexibility
In Groups Individually
• Less flexible • Easy to deal with
• Not straightforward • More flexible
• Might bend rules

9. F
A
C
E
C
U
L
T
U • Ability • No honour
Capability • Not trustworthy
R •
• Fight back
E • Others’ trust

10. When? How?
What?
Who?
Where?
Why?
Tips…..

11. Tip 1
Try to learn as much as
possible about China

12. Tip 2
Try to develop relationships with
Chinese people

13. Tip 3
Never cause Chinese to lose face

14. Tip 4
Never say ‘no’ or ‘not’ in public
Try to solve conflicts in informal manner

15. Tip 5..& finally….
Try to stay confident &
optimistic