Everyone heard about Guanxi, that mysterious web of relations running through Chinese society, that weird tribal archaism, which stands in the way of making business in China. Having often said that China resembles Italy, I would like to try and understand it from my own Mediterranean background.
The main point of Guanxi is that it’s not about how qualified you are. It’s about who you know, and who will pick up your phone calls.
It sounds bad, but let’s have a think. On a professional level, is not the capacity to rely on existing networks of support a key to success in projects? At a more personal level, can you really trust a person with no friends? And at a more metaphysical level, is not our social inclusion fully part of our identity, not just a late addition to the core nugget of our pure being?
Of course, Guanxi can feed existing inequalities. Because it builds with time, and so depends on the family you come from, and the school you’ve been to. Interestingly, I found Chinese people particularly faithful to their high-school pengyous, who stand somewhere in between the family member and the chosen friend, as people we didn’t really choose, and people we’ve known forever.
But there is a democratic element in Guanxi. Sure, some Guanxis are more powerful than others. But the world has many levels, and multiple hierarchies. Here is a story: one of my Chinese friends suddenly fell sick, and needed to go to hospital. Beds are hard to get, especially when you’re not in critical condition. He got a space in a double room rightaway, through his parents’ Guanxi. I mocked him – ‘your parents have a doctor friend, a lawyer friend, they know all the right pepole.’ He corrected me, ‘actually, one of my parents’ very good friends drives the car of this hospital’s director – and it’s much better Guanxi than knowing a doctor here’. So Guanxi-power does not align immediately with social status. A cook, a driver, a cleaning lady, may be more powerful than a company director in a given situation, because they have direct connection to the key person in that context. Because life is complex, and you need all sorts of people for all sorts of situations. Therefore, you should nurture all of your relations, not only the powerful ones. That is the very democratic wisdom of Guanxi.
Guanxi’s about a world with many layers and hierarchies, a complex world – not unlike the one we live in. Guanxi might even be the principal counter-power in China. But Guanxi’s also about what we may wish to call ‘right wing virtues’: being true to your family, respecting people you know you can trust, and relationships that have been cemented with time.
In the end, I think I don’t mind Guanxi.