People who know a little bit about China will tell you that the most important component of a successful negotiation with the Chinese is guanxi, which is translated into English as “relationship.” In other words, we are told, in order to achieve one’s goals in China, it is necessary to spend time and make efforts to build a good relationship with one’s counterparts. Trust, sincere and reliable intentions, and goodwill are the foundation of any lasting deal in China, goes the conventional wisdom.
Is this true? If it were, then the Chinese should, according to the formula, be bending over backwards to accommodate the U.S. government’s requests to balance trade and protect intellectual property. Why?
Is this true? If it were, then the Chinese should, according to the formula, be bending over backwards to accommodate the U.S. government’s requests to balance trade and protect intellectual property. Why?
