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
Leadership - Open minded and willing to learn -
How to be a good leader â€˘ Know how to instruct effectively â€˘ The importance of the hierarchy
Leadership differences • The leadership position The authority • Delegation can lead to scandal
• Decision making takes longer time
• Decision making • Apologizing • Punctuality
• Punctuality • Announce that you are leaving • Thank you for spending your time!
• Formally exchanged • Respect – the card is the man
• Long term goals and objectives
CHINESE VALUES Modesty
Respect for elderly
Resistance to corruption
Respect for hierarchy
Sense of duty
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:
Herbal medicine and acupuncture
Jackson, 1998 pp288
• “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:
• • • • • • • •
• 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
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.
Workshop that will brief the management teams dealing with opening a new branch in China on the main barriers to intercultural communication...