William: What can you tell me about the distribution of your product?
Emily: Our existing channel includes VAP.
William: This is like the best channel currently available as distribution in China is still fragmented.
Emily: We find this to be the best arrangement for us, as a fragmented channel would reduce our bottom line significantly.
William: My contracts in distribution are excellent. I believe your company will benefit from them and give the product a shorter delivery cycle.
Emily: We are very interested in exploring this with you further.
White: Let me get right to the point. We really need to break into the Chinese market. Why do you think you are the man to do it for us?
Black: Mr. White, if you want to do business in China you have to have relationships. In Chinese we call it “guanxi”.
White: I don’t care what you call it as long as you have it. Do you have it , Mr. Black?
Black: I was born and raised here, Mr. White .My father is a leading government official so I have a lot of clout. We’ll need that. I have also been working in the computer industry for more than 20 years.
White: So far so good, Mr. Black. But you haven’t quite convinced me yet. Keep talking.
Black: Well, as you know, I am currently working for your biggest competitor Legend Computers. I have a sales network spread all over China. When I make the transition, I am sure many of them will soon come on board.
White: Do you consider that ethical?
Black: Do you want ethical or do you want results?
White: I want both. Mr. Black, I am afraid you do not match our corporate mold. Good day, Mr. Black!