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K@Net Communications - A Guinean web development firm

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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