Guanxi is basically the 10 points of negotiation particularly with the Chinese and it is sort of, most of the points are true throughout Asia but particularly in China. It is going to show you how we are very, very different in how we negotiate and communicate than they are, and how if you want to get the most out of your transactions in China, you are going to have to learn to adapt what you do to the way that they are used to doing it. And I have made huge mistakes over the
years they cost me I am sure, millions of dollars and tons of lost deals that just never came to be, because I did not understand how they wanted me to communicate and what they are actually looking for.
I want to share that with you and that is from a book called “China Now”, it is a big red, thick book that is just a fabulous book on negotiation and business in China and even though we are talking about importing from China, there is a huge emerging market of selling products back to China. They have billions of people. A lot of them are making considerable incomes now and the retail market there is insane, so you are going to want to learn about that as well, but, it is a great book. I would really suggest that you go buy this book. . It looks like a big book but it is a pretty quick to read.