Page 1

How to succeed in China - An introduction to Chinese business culture Alexandra Anastasia Kvan Edman, Alexandra Robitu & Marta Garcia-Urgeles

A workshop for Fluffy Orange PR


Business communication


Leadership - Open minded and willing to learn -


How to be a good leader • Know how to instruct effectively • The importance of the hierarchy


Leadership differences • The leadership position  The authority • Delegation can lead to scandal

• Decision making takes longer time


Customs Time

• Decision making • Apologizing • Punctuality

Meeting Policy

• Punctuality • Announce that you are leaving • Thank you for spending your time!

Business cards

• Formally exchanged • Respect – the card is the man

Long-term commitment

• Long term goals and objectives


CHINESE VALUES Modesty

Tolerance

Courtesy

Thrift

Patience

Respect for elderly

Sincerity

Loyalty

Family closeness

Tradition

Trustworthiness

Tenacity

Self sacrifice

Kindness

Moderation

Patriotism

Honor

Harmony

Resistance to corruption

Respect for hierarchy

Generosity

Sense of duty

Pride

love

Gratitude for favours


5 Basic relationships to ethical behaviour


Confucianism beliefs • • • • • • • •

Unequal relationships family = prototype People form a group “Face” must be maintained. Education and hard-work must be prized Be modest Avoid extremes Stay calmed and safe


Chinese Work Values


Collectivism • The group is more important than the individual • Values and goals are directed to the “greater good” (Biddle, 2012) • The chinese belong to four basic groups (Family, Work unit (danwei), School, community) • Lack of mobility


Other influencing factors:

Taoism

Buddhism

Ancestor worship

Feng shui

Herbal medicine and acupuncture

Animal years


Motivation

Jackson, 1998 pp288


INTERCULTURAL COMMUNICATION


• “Language is a tool of communication, delivering a message – but it is much more than that: it has strengths and weaknesses which project national character and even philosophy.” Lewis, R., 2010


Problems that may arise • Language barrier • Chinese people’s inability to say no • Body language interpretation • Take a long time to make a decision


Communication pattern • Courteous and considerate interlocutors • Known for their use of sayings and proverbs • More important is what is not said, rather than what is


CHINA- Reactive culture • Listen before they take a decision • Focus on what is being said/ don’t let their minds wander • Very rarely interrupt a presentation • Look for a way to communicate their disagreement with something in a nice way


Behaviour at meetings and negotiations • Formal meetings; comfortable dress • Great respect and attention towards the senior man • Meeting is principally for information gathering • The real decisions are made elsewhere


Manners and Taboos • Very welcoming people • Sit-down dinners are the usual ~ 2 hours • You have to try everything and leave all dishes empty • Meetings – 2 or 3 weeks in advance with officials - only a day with antrepreneurs • Punctuality is apreciated • Courtesy is very important • TABOOS: egotism, loudness, arrogance, lack of consideration for others and any form of boasting


Audience expectations during presentations US:

CHINA:

• • • • • • • •

• GOOD PRICE • USP • Synergy with corporate image • Harmony • Politeness • Respect for their company • Good name of your company • Quiet presentation

HUMOUR Joking Modernity Gimmicks Slogans Catch phrases Hard sell Attention span: 30 mins


Tips and Advices • • • • • •

Show humility and give face Respect values Observe Buddhist and Confucian behaviour Show compassion for Chinese difficulties Save face Be careful with the concept of truth


Tips and Advices • • • •

Know Chinese History Behave according to your “rank” Show reliability Combine affability with arm’s length politeness • Read between lines • Gift-giving • Buyer comes first


TIPS AND ADVICES • Cover the same ground twice • Remember that they will never give you a straight no • Match their patience • Importance of punctuality • Be generous

• Long commitment


Good luck!


References •

Annon. (2012). Chinese Management Style. Available: http://worldbusinessculture.com/ChineseManagement-Style.html. Last accessed 6th January 2013.

Biddle, C., 2012. Individualism vs. Collectivism: Our Future, Our Choice. Available: http://www.theobjectivestandard.com/issues/2012-spring/individualism-collectivism.asp. Last accessed 6th Jan 2013.

Fan, M., 2007. Confucius Making a Comeback In Money-Driven Modern China. Available: http://www.washingtonpost.com/wp-dyn/content/article/2007/07/23/AR2007072301859.html. Last accessed 7th Jan 2013.

Jackson, T., 1998. Foreign companies and Chinese workers: employee motivation in the People’s Republic of China. Available: http://www.google.es/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CDoQFjAA&url=http%3A%2F %2Fiweb.swufe.edu.cn%2Fjiarui%2FManagement_Resources%2F%25E4%25BC%2581%25E4%25B8%259A %25E7%25AE%25A1%25E7%2590. Last accessed 5th Jan 2013.

LEWIS, R., 2006. When cultures collide: Leading across cultures.3rd edition. London: Nicholas Brealey International.


China - Communication Workshop  

Workshop that will brief the management teams dealing with opening a new branch in China on the main barriers to intercultural communication...

Read more
Read more
Similar to
Popular now
Just for you