The Chinese people are that of an ancient culture. This ancient culture is full of philosophers whose philosophies are still widely practiced in every day life. One philosopher in particular I personally found to be interesting is Sun Tzu. Sun Tzu is the author of a book entitled “The Art of War.” This book, is literally a handbook for military strategies, but not the strategies we in the west would expect to find. Rather, Sun imparts wisdom to the reader on strategies to expose the weaknesses of your opponents then capitalize on those exposed weaknesses. For example, in the chapter entitled Laying Plans, Sun instructs the reader to “Hold out baits to entice the enemy. Feign disorder, and crush him.” This same strategy is echoed in the text of the assigned article when the authors guard against deceptive tactics utilized by the Chinese.

This article is an excellent tool for getting acquainted with the basic strategies used in the course of Chinese business. I would encourage any reader to use it solely as an outline and then encourage one to read Sun Tzu’s book and also study the military strategies of the Chinese over the centuries, because those same strategies used in victory on the battlefield against foreigners are the same ones being used on the new battlefield of today, called business.

The last technique from the article to be pointed out deals with honour. As with all eastern cultures, honour is an extremely important aspect of everyday life that must be maintained at all times. The most critical commodity to be respected in China is the dignity of your counterpart. If the eastern counterpart losses face, or is on the verge of losing face, the Chinese will cease negotiation and business will be stopped and not be resumed.

The second guideline is that a Western businessperson must have clear objectives before beginning a negotiation with the Chinese. Knowing their own objectives should not be confused with needing to dictate the course to be taken to obtain the objective. In fact, remaining flexible is an extremely important attribute that must be maintained at all times.

This article has the potential to impact and influence the manner in which a prospector would go about finding the mountain in question. It (the article) provides some very basic tools for conducting business in China. It not only reiterates the notion that as Americans

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