The Chinese culture, going back over 5000 years of history, is based on communities, strong morality, holistic thinking, and cynicism toward foreigners (5). Misunderstandings, loss of money, and loss of contracts can occur if cultural differences are not accepted. Business travelers must realize and accept cultural differences to develop strong working relationships. As manufacturing operations are relocated to China, it is becoming imperative that executives understand how to negotiate and develop contracts in China.
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