| Western business revolves around contracts. Once signed the contract determines the future reality: what should get done, when, by whom, quality and quantity. A contract sets the penalties for non-conformance. A contract is a commitment. Does Chinese business revolve around contracts? Do Chinese think contracts are a commitment? No, and no. Chinese see contracts as a picture of what they hope happens, a place to start. Chinese gladly sign contracts for many reasons, two are that we insist and a contract signing is a great reason for a big meal at company expense. |
