Five ways to venture in China

1. Offer unique knowledge / products

2. Manage your Guanxi account

!  Determine who is who / hierarchy

!  Build personal relations and trust

!  Build credits by investing in time, favours and sharing contacts

!  Develop and maintain your network relations / introductions

3. Contact or contract?

4. Money Talks

!  Show your status but never brag about it

!  Be appreciative of others’ assets

(give many compliments)

!  Never decline in a direct way (don’t say

no but don’t say yes too quickly either)

!  Don’t be needy or greedy

!  Use your poker face

!  Show your commitment for the long term

!  Smile and nod your head, indicating you've heard the proposal

!  Thank your conversation partner for the proposal and say you will have another look at it

!  Say you have urgent matters to take care of

!  Refer the proposal to the next level (check with your boss/business partner/authorities etc.) !

!  Don't give any response afterwards

5 ways of saying no

5. Localize your marketing

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Esther Janssen MSc Managing Director ejanssen@culture-inc.com +31 6-25560818 +86 13520103215