At western companies one may soon get the idea in similar situations: "we're ready, there are no more things left to be done now...". Subsequently, one assumes that loyalty in carrying out the agreement is guaranteed. Here, we are not even talking yet about differences in interpretation with regard to certain actions that need to be taken and corresponding time schedules.
However, an agreement once reached in this setting does not automatically lead to its full observance.
For the Chinese partner:
to one's family and all other relationships, such as among Chinese companies themselves on the one hand and between them and the authorities on the other, are in the existing order of precedence always of a higher priority than the relationship with a foreign partner!
It is absolutely necessary to cultivate loyalty. One has to make sure that the Chinese partner feels him or herself committed to the foreign partner on major issues. The benefit of the agreements made should be clear for all those involved on the Chinese side.
Yujie Services comes each month with a premise that focuses upon a certain aspect of the Chinese business culture where things may go wrong.
You want to comment on this subject?
Send your messages to Yujie Services: info@yujie.nl.
© 2026 Yujie Far East Intermediary Services ®