March 2009


This post takes a quick look at how the downward global economy is accelerating a process that was already under way before the USA’s triggered the current economic recession. The process or realigning it’s trade partners is how China is shifting it’s focus from inter-dependency to North America and Europe to a new and different one in South America, Africa and Australia.

Chinese people embrace consumerism.

Chinese people embrace consumerism.

The topic of “China needs the USA” is a very hot topic these days both in North America as well as in China and while there are clearly politicized and nationalistic threads to it, there is also a cold reality in play. Even if China was to overreact and “close their doors” as they have done in the past, they will still need raw materials and food from other regions in the world due to the continued growth in population and large cash reserves. The demand for raw materials and some food grains will remain and grow, unless China’s tight controlling central government is willing to stop the momentum in growth of it’s middle class, which at this stage of the game will likely cause a national uprising or even a civil war. (more…)

It is true that at the large corporation levels (multinational), Chinese companies behave like most western companies, but this quickly changes as you move to dealing in government operated businesses or the smaller than $50 million USD companies. In this post I will focus on pointing out the differences that I have identified as the most notable in dealing out side of the global corporation environment.

Traditional Chinese business meeting - Tea set up.

Traditional Chinese business meeting - Tea set up.

  1. Relationship first! Chinese people as a whole value relationship much more than American people do. In business the initial effort is usually 80% – 90% focused on developing the relationship. In fact, the objective of a business meeting is to develop a relationship (in Chinese terminology; a “cooperation”). Opposite to the American approach of “closing” the deal. American business culture has common phrases like “business is business” and “we don’t have to be friends to do business”, implying the order of importance. Chinese practice the opposite, we have to be friends to do business. (more…)