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Guinea Line & Logistics

22, May 2005
Cultural differences between occidental people and the Chinese are many and not insignificant.

The main difference lies in the perception of the trade contract. A contract is considered in Western terms as an objective and perceived by the Chinese as a beginning.

Chinese put a lot of emphasis on friendship and trust. They are looking for a relation where both parties come out winning.

Negotiations take time. For a Chinese man everything is negotiable. To give away something to a partner is generally considered the first step to building a friendly relationship.

The time factor in China is different. A slow paced unproductive period is followed by a fast-paced period of negotiations. Negotiations consist of listing terms on which both parties agree leaving out those on which they disagree.

Translated from the French magazine « Transports Internationaux et Logistiques »

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