DAVID SHIPLEY
Telegraph-Journal 

A Saint John firm is hoping to help other companies in the province understand the subtle rules of doing business in .

Mike Tilley , president and CEO of CanLink Global, says an increasing number of New Brunswick companies are becoming interested in doing business in the world’s fastest-growing economy.

"We’re waking up here in this part of the world to dealing with that market," he said. But to succeed in , New Brunswick firms need to learn about Chinese business culture. Going into without understanding the rules can be disastrous, he said. "I’ve seen a lot of Chinese roadkill," said Tilley

Tilley’s company has more than six years experience working in . It’s helped land major deals, including a $10-million flight training agreement between the Moncton Flight College and the Beijing University of Aeronautics and Astronautics.

One of the most important aspects of Chinese business culture is strong relationships, which are known in as "guangxi", said Tilley.

"You can’t do anything over there without having a relationship that you nurture and build," said Tilley. "[In ] if you and I wanted to do business and you had a product and I wanted to buy it, we’d do business."

But in it takes a bit longer to get a deal. Before a deal is inked, Chinese business people want to get to know exactly who their dealing with and the benefits of a transaction, said Tilley. "Even when you’re trying to buy something, you can’t even get pricing until you go through the whole relationship stage."

To help companies get prepared for doing business in , CanLink Global is hosting seminars called "The China Effect." The idea for the China Effect course came from CanLink’s early experiences in , where executives had regretted not knowing about different aspects of Chinese culture in advance, Tilley said.

The seminar offers participants an exploration into the key cultural differences between doing business in North America and doing so in.  In addition to educating participants about Chinese culture, the sessions will also help them decide if they’re ready to do business in , said Tilley.

During the training seminar participants will take part in a formal Chinese business meeting, learn the art of Chinese negotiation, and gain knowledge of proper dining etiquette while enjoying an authentic Chinese meal.

The next China Effect seminar is scheduled for Feb. 27 at Wu Conference Centre at the University of New Brunswick ’s Fredericton campus.

Seats are still available for the course, said Tilley.