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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
