CONTENTS Preface Introduction The Case Study China and Chile open up to the rest of the world Chile: Economic reforms and opening-up to the outside world The diplomatic framework of the bilateral relationship: first contacts Setting up diplomatic relations between Chile and the People's Republic of China Diplomatic relations during Pinochet's regime Bilateral relations at the end of the 20th century The free trade agreement (FTA) Features of Sino-Chilean relations The rhetoric of firsts Other features of the commercial relationship Box 1.1 Culture and economic interaction Rationalism versus Culturalism The Influence of Confucianism,Taoism and Buddhism on Chinese business culture Confucianism Taoism Buddhism Box 2.1 Box 2.2 Decoding the Chinese code: intercultural culture and communication The importance of culture for the Chinese and Chileans Cultural representations The conceptualization and role of culture Cultural adaptation Tell me who you know and I will tell you who you are ... guanxi Guanxi as a sociocultural mechanism The importance of guanxi in business The Chilean experience of guanxi Features and aspects of guanxi Sources which generate guanxi Mechanisms for building guanxi Box 4.1 Box 4.2 Xinyong: Trust in business Familiarity: interaction and understanding as sources of trust Shared identity as a source of trust Contracts and trust Box 5.1 Conclusion References Appendix 1 List of interviewees
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