Guanxi
Sunday, November 30th, 2008
No, that’s not me sucking the marrow from the bones of my enemies. 
It’s an image of guanxi in action.
Guanxi (”relationships”) is the foundation of business in China: nothing happens without it. Most Americans understand the value of networking, but the Chinese take the importance of personal connections to a whole new level. The currency of guanxi is reciprocity, which has its roots in the Chinese notion of filial piety: paying tribute, honoring your hosts and guests, giving gifts, doing favors, sharing meals, picking up the tab (especially when it’s substantial). This notion has been extended in modern times to include relatives, friends, their friends, and business associates - both active and potential.
Your ability to exist harmoniously within the Chinese social network is paramount, and your prosperity is directly tied to this reality. So when you drink bone marrow from a straw, or consume powerful glasses of baijiu (120 proof Chinese firewater) in rounds of toasts to your companions, you’re not just checking off items on your “bucket list”… you’re doing business. 
If I needed any confirmation of this, I got it when I raised a glass to my host from the Ministry of Culture, and asked what his advice was for Americans aspiring to do business in China. “Exactly what you’re doing now”, he replied as we polished off our drinks.
In short: if you can say “hello” and “thank you” in Mandarin, use chopsticks, eat anything that’s put in front of you, hold your liquor and smile the whole way through - you can get things done in China.
