The success in China consists of many factors. One of them, very significant is the knowledge about culture and lifestyle of the Chinese. To transact business deals is easier when you know the rules of Chinese social coexistence. The most important of them is called "guanxi" and refers practically to every sphere of life.

Guanxi means network of mutual relations and influence which is developed during a lifetime. Guanxi qualifies your status in society. It gives a “face”- reputation. It tells a lot about who you are, who your friends are and what are you able to achieve. When you want to be taken seriously it is important to have appropriate friends to start business, because in China you don’t introduce yourself-you are introduced to your new business partners by someone they already trust and recognize. In this way a picture of yourself is defined by others being in its background. Moreover, it helps to open so-called “houmen” (back door), which opens many useful informal possibilities.

It is important to remember that to gain position in social and business hierarchy, money is not enough. For such position one has to deserve being loyal and helpful. It works mutually of course. You have to prove you are reliable. Very often you have to spend a lot of time and effort to gain “face” in a circle of people you want to make business with. Once you get your guanxi it is not the end of your efforts. Guanxi is a continuous process and you need to care to maintain high quality of your relations with other members involvedled "guanxi" and reeculture and lifestyle of the Chinese.

To succeed in China is one thing and good guanxi is necessary, but to maintain this success you need to prepare for hard work for years. You must realise that signing the first contract with Chinese partners is just the beginning of the negotiations not the end. Negotiations enter into higher level where your partners become your family. Especially when you count on realisation of serious investments, you need to know that in Chinese culture the saying “time is money” has no application. They say: “time is time, money is money”. Everything has its right time in business too. Rush is wrong advisor and Chinese know it very well. They are masters in patience when it is necessary. When you demonstrate nervousness you’d be considered as weak and doubtful. And you have always to keep your word. It is easy to lose face and very hard to get it back.

To successfully cope with Chinese in business ralations you must remeber about a few imoprtant rules. First contact has a basic meaning. The way you shake hand for example. Chinese give longer and softer handshake. Don’t tap them on the back. It is considered as an insult. And never kiss Chinese women in a hand. It especially referes to Polish men.

When you give or receive business cards you have to hold them in two hands making at the same time a slight bow. It is good to translate into Chinese language your and company’s names in business cards, because it is difficult for Chinese to remember western names. And pay attention to what they mean after translation-it may be something you wouldn’t like. Remember that Chinese write their surnames first. And it is correct to call them by their surname. When you receive a business card, study it for a while before you put it in your pocket. It is good to write the contract in English version for both sides. It will be much easier to explain any ambiguities later.

Another important issue is dinner with business partners. Remember not to talk about money. It is time to get to know each other, talk about family, culture. Chinese are proud of their kitchen and it is good to admire the dishes aloud. Generally use dinners as an occasion to make friends. When you drink beer, wine or any alcohol you have to raise a glass to your partners. There is a custom to do it twice to each of them. It is good to have a healthy liver because to be resistant to alcohol is also a part of negotiations in Chinese style. Of course you eat with chopsticks. Even if your efforts in this matter are clumsy, it will be appreciated that you at least try. Taste every meal and don’t stop eatting suddenly in a middle of the dinner. Organize your time well and be prepared for dinners lasting even 4-5 hours. And of course when you where invited to dinner it is expected that you do the same in return.

One small mention here: when you seat, don’t show the soles of the shoes and don’t point your feet at your partner. It is an offence. Telling jokes about female-male relations especially with sexual context is unwelcome. Chinese have very serious approach to this matter.

Common dinners are good occasion to share presents. And there are rules too. It is important to give presents in the approximate value of that you have received. Before you give your present make sure that the other side has one for you too. Don’t put them in uncomfortable situation. The best way is to tell to some junior member of their delegation that you are going to give a present. It’ll give them the time for right reaction. Another small advise here: watch or clock is not good for a present because in Chinese language “to give a clock” sounds “song zhong” and it means “to visit dying parent”. Also don’t buy green hats for men because it has its symbolic and means “cuckold”.

There are of course many other differences you may read in business guides about them but those advises mentioned above are really basics. And please remember: signing the contract is just the beginning of a game and knowing its rules is essential to become really big on Chinese market.

Gabriel Damaszk