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Doing Business in China

The art of networking and sustained business success

In China, with a cultural tradition that emphasizes human connections dating back thousands of years, effective networking is crucial for long-term business success. While seemingly perplexing for many foreign business people, the Chinese art of networking can be mastered if its underlying principles are understood.

In this session, Nailin Bu, Associate Professor of International Business, will illustrate the core principles of Chinese interpersonal relationships, discuss the need for foreign business people to reorient themselves to a profoundly different world view when doing business in China, and explore the specific approaches to engage Chinese business partners.

Topics covered will include:

  • How do interpersonal relationships in China differ from those in North America?
  • How to introduce yourself to break the ice and make an impression?
  • How to bond with business partners through positive interactions?
  • How to strengthen relationships through commitment and reciprocity?

Who should attend?

Executives interested in building rewarding and sustained relationships with Chinese business partners in China or globally.

Session Leader

Dr. Nailin Bu

Associate Professor

Nailin Bu is Associate Professor of International Business at Smith School of Business, Queen's University in Canada. She is a native of Shanghai, China and received her B.Sc and M.Sc training in China at Fudan University and Shanghai Jiaotong University. She completed her Ph.D. at the University of British Columbia in Canada, and taught at the University of Victoria in Canada prior to her current appointment.

Dr. Bu specializes in international business, cross-cultural management, management in China and the Asia-Pacific regions, and international human resource management. She has received research funding from the Social Sciences and Humanities Research Council (SSHRC) of Canada, CGA-Canada and other agencies. Her research has appeared in many scholarly publications, including International Journal of Human Resource Management, Asia Pacific Journal of Management and International Journal of Cross-Cultural Management. Her current projects include several studies exploring the networking practices of senior and middle-level managers in China, the determinants of voluntary turnover among managers and professionals in China, and Chinese consumers' retail store choice behaviours.

Dr. Bu has extensive collaborations with colleagues in China and Taiwan and travels frequently to these locations. Her experience in East Asia informs her teaching in various subjects of international business, including doing business in Asia, cross-cultural management, international business strategy and country analysis.