1. China Resource Guide By: Jason Vance Derek Goude Nick Treichler Ken Munch Brett Newman

2. Introduction Amount of business done with China increasing. Traditional values, but changing as well. Understanding characteristics of China is necessary in order to be successful there.

3. General Background Communist China Adapting –Privatization, joined WTO 2001 Level of Corruption –70 th of 163 nations, USA 20 th Human Development –85 th of 177 nations, USA in top 10 Women in the Workforce –Confucian, marriages used to be arranged, no divorce –Chinese constitution, equal right, 56 days maturnity. Confucianism –Numerology, Language, superstitions, balance in architecture.

4. Chinese Values Family –The family structure Collectivist vs. Individualist –China – Collectivist –U.S. - Individualist Confucianism, balance –Ethical traits

5. Ethical Traits of Confucianism Li: Includes ritual, propriety, etiquette. Yi: Righteousness Xin: Honesty and trustworthiness Jen: Benevolence, humaneness towards others; the highest Confucian virtue Chung: Loyalty to the state, et cetera Hsiao: Love within the family

6. Cultural Orientations Business Relationships –Development Respect –High Importance, adjusting Saving Face, Mian-zi –Concept, basic example

7. Business Practices Introductions –Emotions. –Conservative conversations, to start. Guanxi (gwhen-she) –McDonald’s. Negotiations. –Bargaining. –Panel/collaboration.

8. Conclusion Many characteristics of China Differ from those of America. –Strong family ties –Relationships, reciprocity Understanding the people of China is essential to one’s success. Be aware of ethnocentricity, exercise respect and it will be returned.