CONTENTSPrefaceIntroductionThe Case StudyChina and Chile open up to the rest of the worldChile: Economic reforms and opening-up to the outside worldThe diplomatic framework of the bilateral relationship: first contactsSetting up diplomatic relations between Chile and the People's Republic of ChinaDiplomatic relations during Pinochet's regimeBilateral relations at the end of the 20th centuryThe free trade agreement (FTA)Features of Sino-Chilean relationsThe rhetoric of firstsOther features of the commercial relationshipBox 1.1Culture and economic interactionRationalism versus CulturalismThe Influence of Confucianism,Taoism and Buddhism on Chinese business cultureConfucianismTaoismBuddhismBox 2.1Box 2.2Decoding the Chinese code: intercultural culture and communicationThe importance of culture for the Chinese and ChileansCultural representationsThe conceptualization and role of cultureCultural adaptationTell me who you know and I will tell you who you are ... guanxiGuanxi as a sociocultural mechanismThe importance of guanxi in businessThe Chilean experience of guanxiFeatures and aspects of guanxiSources which generate guanxiMechanisms for building guanxiBox 4.1Box 4.2Xinyong: Trust in businessFamiliarity: interaction and understanding as sources of trustShared identity as a source of trustContracts and trustBox 5.1ConclusionReferencesAppendix 1 List of interviewees