After the initial contacts the Chinese side will send a fax at most or just a bit of simple brochure material. Sometimes, they would rather like to send a mail with an invitation to come for a visit and have a look at the beautiful place where they live that has such a wonderful scenery, occasionally supplied with a lovely image.
As long as nobody turns up at the spot, there's nothing to be settled, however.
The Chinese side wants to know whom it is dealing with before doing any business at all. As long as no foreign face shows up and without a regular contact, someone already familiar to them, no relevant information will be parted with.
The information is supplied bit by bit as mutual trust increases and in addition the foreign partner is without exception being told that all the while there are more business prospects around.
In order to achieve something one indeed has to prepare oneself in Europe, but only to get down to brass tacks on the scene of action together with the negotiating partner!
Yujie Services comes each month with a premise that focuses upon a certain aspect of the Chinese business culture where things may go wrong.
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