People Skills, Partnerships, and Relationship Management Skills
Contrasting East–West Perspectives on Relationships
The building blocks of relationships in China are different to those in the West. Business relationships in the West, operating in what is essentially a process-driven business culture, are propelled by values such as performance, efficiency, shared profit targets, and the willingness to set, and abide by, contractual trading formats and legal partnership obligations.
The trust that we build is almost exclusively based on these performance values: efficiency, accountability, reliability, demonstrable results, and shared return on investment (ROI). Where these elements are not present in Western business relationships, ...
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