Fluffy Orange  PR   Workshop   Sophie  Corke   Marion  Vigot   Maria  Tsaneva   Tom  Carr   Dan  Li7on  

Why are  we  here?  

Cultural Differences   “Earliest  record  da=ng  back  to  a  ruler  called   Fu  Si”  (Anon,  2008,  Introduc=on).       “Today  the     popula=on  of  China  is   1.34  billion.”     (Lambert,  2010,  Conclusion).  

Cultural Differences   China  is  a  ‘High  Context’  Society    

High Context    -­‐  Unspoken  informa=on,  large   importance  on  rela=onships,  loyalty    and  less   emphasis  on  rules/structure.     Low  Context  -­‐    Informa=on  exchanged  through  the   message  itself,  less  vague,  short-­‐term  rela=onships,   follow  rules/structure  closely  and  are  task   orientated.      

Negotiation

Chinese Turf   Home advantage l 

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Connections

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Interpreter

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“Face”

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Contracts

Language

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High context

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Picturesque

Mental utilization l  Western contrast l 

Nego=a=on Style  

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Slow

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Flexibility

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“Everlasting”

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Compromise

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Western Activity

Non-­‐Verbal Communica=on   Eye  Contact  

Gestures     (Morris  2002)    

Not touch   orientated     (Argyle  1988)  

Posture

How will  this  be  implemented  in  the   Workshop   First  Role  Play  –  to  do  with  business   cards  of  gi7s  

Second role  play  –  learn  to   pick  up  Chinese  gestures  and   how  to  show  1  –  10    

Chinese culture  shows  that  they  stand  closer  in  business  so  a   role  play  incorpora=ng  standing  close  together  talking  will  be   incorporated  so  everybody  feels  comfortable.  

A_tudes towards  Values   v Trust/Mistrust   v Face,  Hierarchy  and  Power  Distance   v Reciprocity   v Time/Long  Term  Orienta=on   v Harmony  

Collec=vism vs.  Individualism  

INDIVIDUALISM

COLLECTIVISM

E=quebe “Face  is  lost  when  the  individual,  either   through  his  ac@on  or  that  people  closely   related  to  him,  fails  to  meet  essen@al   requirements  placed  upon  him  by  virtue  of   the  social  posi@on  he  occupies.”        

 (Hofstede,  1976,  page  867)  

Using Your  Ini=a=ve     §  Working  in  groups   §  Iden@fy  the  problem   §  Discuss  the  necessary  ac@ons     §  Implement  them  in  a  way  that  Eastern   culture  recommends   §  Present  your  ideas  to  the  group        

What are  the  AJtudes  towards  authori@es?     Hierarchy  in  Business:   •  Nega=ve  effect/Confucius  authority     •  Masculinity  VS  femininity     •  Employees  &  Managers     •  Senpai  and  kōhai  (mentor  &  protégé)  

What are  the  AJtudes  towards  authori@es?   Weak  Rule  of  Law:    

v Lack of  stable  legal  system-­‐>  no  legal  tradi=on/problem   of  implementa=on/unpredicted  managers              

v Pressure and  percep=on  of  law-­‐>  compe==veness/ ambi=on/image/ethics      

Thank You   For   Listening  

Reference Page   v  Anon,  2008.  History  Briefly  Stated  [Online]  [Viewed  08/12/2011].  Available  from:   hbp://sitara.com/china/history.html     v  T.  Lambert,  2010.  A  Short  History  of  China  [Online]  [Viewed  08/12/2011].  Available  from:   hbp://www.localhistories.org/china.html