A Continuation from the Article “The Concept of “Face” in Chinese Culture”LEARN ABOUT “FACE” FIRSTThis is essentially part two of a two-part article. Before reading this article about guanxi, I strongly suggest you read the face article first by clicking here.”GUANXI” AND “FACE”Corollary to face is the inseparable concept of guanxi or “relations”.Face and guanxi work hand-in-hand. One without the other renders useless the dynamic these two concepts collectively work together. Where face is the substance – the fuel – that makes the Chinese business engine turn over, guanxi is the “personalized glue” that makes it all stick together
as a working dynamic.Arising from the concept of guanxi, concept: one may open guanxi (initiate relations), have guanxi (have clout), or pull guanxi (exercise some clout). I will discuss each of these later.To read a really interesting story on how guanxi kept me from going to prison in China, click here.Also, a very brief and more humorous piece on guanxi, click here.HOW IS CHINESE GUANXI DIFFERENT FROM WESTERN NETWORKING?Above I mention that guanxi is like a “personalized glue”. This is for good reason: because it is the very personal character of guanxi “relations” which sets it off from other more casual (less meaningful?) business relations that folks have in the West.As a contrast to Western business culture, I would specifically like to point out that any need for depth in relations in Western business has been somewhat obviated – made unnecessary. How?Contract law. Namely: enforceable contract law.While China does indeed does have specific laws pertaining to business contracts, the meaning and interpretation of these laws are not entirely clear. Likewise, enforcement of contract law is still somewhat spotty at best. In the end, it’s how strong your relations with the other person are – this is what matters.PERSONAL RELATIONS VS. LAWSUITS?
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