Your Guanxi Account

In the Chinese culture they have something called Guanxi. You have to first build your Guanxi in every relationship involved in order to do business. In the western world we are willing to give credit and treat new relationships under a benefit of the doubt policy. Not so in China! I once saw a sign in a Chinese store in San Francisco that read; "In God we trust, all others pay cash." Focus on the relationship first and build up your Guanxi account. You never know when you need to make a withdrawal.