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chinese business practice - I n t raditional Confucian...

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In traditional Confucian culture, harmony is paramount to a good relationship. Society needs to be characterized by order, in the form of hierarchical structure, to fulfill the Mandate of Heaven. Thus, proper behavior and a proper understanding of one’s standing in a relationship is crucial when dealing with Chinese. While the traditional model relationships, templates such as ruler-subject, husband-wife, and father-son, are undergoing dynamic transformation in modern Chinese society, their remnants exist and are pertinent to modern business negotiation. Duty, respect, and loyalty are shown by knowing one’s place in any negotiation. One must recognize authority. One should attempt to understand the pecking order when dealing with a client: try to establish this by asking about each employee’s relative role in the organization. It’s important to address questions and concerns to the most senior member of a company to show respect. Ideally, a senior member of a company’s staff should meet a senior member of another company’s staff. Sending simply a low-ranking employee to meet a manager is considered disrespectful in China.
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