All posts tagged: mianzi

What is “Face”?

“Face” is a crucial concept for business practice and strategy in China. Putting the concept of face into practice will result in increased trustworthiness in business relationships. The information is presented in light of the popular Western emphasis on “authenticity” in relationships.

What is Guanxi?

Chinese and Western business practices are similar in the sense that “it’s not what you know, but who you know.” The extent of which this is true is even greater in China. But Chinese networking, known as Guanxi, is unique. This post explains guanxi and offers best practices for a beginner interested in developing guanxi.

Crash Course: Chinese “contract-less” Contracts vs. Western Contract Culture

This post examines the stark difference between Chinese business practices and Western business practices regarding contracts. This is not a superficial difference, nor a mere matter of outward custom. Rather, the presence of contracts in Western business – and minimal role of contracts in the Chinese context – reveals a deep divide in thinking about obligations, property rights, respect, social hierarchies, and relationships. There are two senses of the word “contract-less” in this blog: first, it refers to the lack of contracts and second, to the varying, sometimes minimal, importance of contracts.

Although contracts seem to provide the greatest security, there is also security in the alternative – IF you understand how to navigate relationships. This is s simple yet comprehensive, cross-cultural guide to contracts.