The Business Culture of Asia and Africa

Question 1

— means “networks” or “connections” that open doors for new business and facilitate deals

— a person who has a lot of Guanxi will be in a better position to generate business than someone who lacks it

—generally an acknowledged fact, it is particularly true in China that the wheels of business are lubricated with Guanxi

— best understood by the old axiom, “it’s now what you know, but who you know that’s important”

— Guanxi in the West comes in many forms
→ alumni networks
→ fraternity or sorority houses
→ past and present places of employment
→ clubs
→ churches
→ families and friends

Answer 1

The Chinese Guanxi

Question 2

— _______ is a Japanese cultural concept usually translated into English as “harmony”

— implies a peaceful unity and conformity within a social group, in which members prefer the continuation of a harmonious community over their personal interests

— the kanji character _____ (和) is also a name for “Japan; Japanese”, replacing the original graphic prerogative transcription _____ “dwarf/submissive people”

— considered integral to Japanese society, and derives from traditional Japanese family values

— individuals who break the ideal of _____ to further their own purposes are brought in line either overtly or covertly, by reprimands from a superior or by their family or colleagues’ tacit disapproval

— hierarchical structures exist in Japanese society primarily to ensure the continuation of ____

— public disagreement with the party line is generally suppressed in the interests of preserving the harmony

— translated variously as “harmony,” “peace,” “reconciliation,” and “unity,” and is generally seen by Japanese as the most essential attribute of a successful personal or business relationship
— what this means for contract negotiations, for example, is that the Japanese are usually asking themselves not: “Can we get the other side to agree to this?” but rather: “What will the other side think of us if we make this proposal?”

— proposals received by a Japanese company are evaluated more on what they show of the prospective attitude and sincerity than how they will affect the business

— maintaining one’s proper place in a relationship is important to the preservation of ____

— business cards are exchanged in large part so that each individual will immediately know the status of the other person

— once that status is ascertained, the junior person will bow, not with his face to the ground but with his head up and looking at the other person so that he will be certain to bow deeper longer

— seating around a conference table is also according to status, with the senior person in the middle of the table facing the door

— Japanese businesses encourage wa in the workplace, with employees typically given a career for life in order to foster a strong association with their colleagues and firm

— rewards and bonuses are usually given to groups than individuals, further enforcing the concept of unity

Answer 2

The Japanese Wa

Question 3

→ a large industrial conglomerate that is run and controlled by an owner or family in South Korea

→ often consists of many diversified affiliates, controlled by an owner whose power over the group often exceeds legal authority
— dozens of large South Korean family-controlled corporate groups fall under this definition

— example: Samsung, Hyundai, SK Group, and LG Group are among the biggest and most prominent chaebols

Answer 3

South Korea’s Chaebol