UNIT 3

BUILDING
RELATIONSHIPS

Reading Module III

 READING
BUSINESS NETWORKS
IN CHINA
 ACTIVITY 2: 2:
ACTIVITY
Useful vocabulary
 Useful vocabulary

notion

(noun)

belief or idea

Eg: The programme makers reject the notion that

seeing violence on television has a harmful effect on
children.
 Useful vocabulary

plain

(adj)

obvious and clear to understand

Eg: It 's quite plain that they don't want to speak to

us.
The reason is perfectly plain.
 Useful vocabulary

nouveau riche

(adj) ,(noun: the nouveau riche)

describes people from a low social class who have

recently become very rich and like to show this
publicly by spending a lot of money

Eg: The restaurant is popular with the city's nouveau

riche.
 Useful vocabulary

astute

(adj)

clever and quick to see how to take advantage of a

situation

Eg: an astute investor/businesswoman

his astute handling of the situation
 Useful vocabulary

inperative

(adj)

extremely important or urgent; needing to be

done or given attention immediately

Eg: It's imperative to act now before the problem gets

really serious.
 Useful vocabulary

wannabe

(noun)

a person who is trying to achieve success or fame,

usually unsuccessfully

Eg: The bar is frequented by wannabe actresses and

film directors.
 Useful vocabulary

alumnus

(noun)

someone who has left a school, college or

university after finishing their studies there

Eg: the alumni of St MacNissi's College

Several famous alumni have agreed to help raise
money for the school's restoration fund.
 Useful vocabulary

invariably

(adv)

always

Eg: The train is invariably late.

 Useful vocabulary

savvy

(noun)

practical knowledge and ability

Eg: She hasn't got much savvy.

business savvy
 ACTIVITY 3:
Read the article quickly and say who these people are.
1. Li Ka- A Hong Kong businessman who has used his guanxi
shing astutely to win licences and building permission

2. Gary An ex-INSEAD student who has used his connections

Wang from there to build his company, Tudou

3. Helen An INSEAD graduate and partner at Granite Global

Wong Ventures who helped Gary Wang to raise $8.6m
A businessman who runs the Chinese operations of a South
4. Zhou
Korean systems company and who did an Executive MBA at
Junjun
the Cheung Kong Graduate School of Business in Beijing
5. Andrew Person in charge of McKinsey’s China practice in
Grant
Shanghai
 ACTIVITY 4:
Read the article again. Which paragraph:
1. begins by talking about the origins of guanxi?
2. gives examples of what can be achieved if you have 1. paragraph 3
connections?
2. paragraph 1
3. talks about how guanxi is changing?
4. talks about top connections made at M BA 3. paragraph 2
programmes within China?
4. paragraph 5
5. talks about how a business started through
connections made at a European business school? 5. paragraph 4
6. talks about networking through multinational
companies? 6. paragraph 6
7. talks about Chinese businesspeople wanting 7. paragraph 8
something in return for connections?
8. suggests that making connections might take time 8. paragraph 7
and effort?
 ACTIVITY 5: Answer these questions.
1. What is guanxi?
Guanxi means “connection” and is key to getting things done in China.
2. What examples are given of things you can achieve if you have good guanxi?
You can secure a business licence, land a distribution deal, find a
colonial villa in Shanghai and make a fortune.
3. What can Western companies do if they are involved in informal groups?
They can improve their understanding of the marketplace, hire the
best talent and find potential business partners.
4. How is guanxi changing?
Networking that once happened in private is taking place at more
public, informal events.
5. Why does Ogilvy Public Relations Worldwide hold annual parties for
previous employees?

To keep in touch with previous employees who now work for the
company’s clients and provide a valuable network.
 ACTIVITY 6:
Find words or phrases in the article which mean
the following.
1. using or taking what you need from a supply of
1. tapping into
something (paragraph 2)
2. when someone always supports someone or
2. loyalty
something (paragraph 3)
3. being responsible for what you do and willing to 3. accountability
explain it or accept criticism (paragraph 3)
4. a moral or legal duty to do something (paragraph 3) 4. obligation
5. people you know who can help you, especially
because they are in positions of power (paragraph 4) 5. connections
6. talking to other people who do similar work in order
to help each other (paragraph 6) 6. networking
7. determination to keep trying to do something
difficult (paragraph 7) 7. perseverance