Red Star China
1. Howard cultivated and developed a close relationship with Pan, from scratch. Using Guanxi, he progressed from the comfort level to the longevity relationship level with Pan. If you are an expatriate working for Red Star in China and have to buy relationship with an important Chinese client, which quanxi activities from Howard will you adopt and which will you reject or modify? Why
2. What could you recommend Howard to do now?
a. Continue to build quanxi with Pan, hoping he will return?
b. Build quanxi with Hans
c. Find another key person in NCC and start afresh with relationship building. You must win the account of NCC
3. For your selected approach in (2), what approaches Howard should take to implement your recommendation?
