Chinese Business Communication Culture and Etiquette Huihan Yang
Chinese Business Communication, Culture and Etiquette Huihan Yang Jykes 23. 02. 2010
Contents • • • China in a nutshell History West meets East Roots of Chinese culture National charicteristics Chinese logic Business culture Business Etiquette in China Chinese expectations towards foreigner
Chinese History IMPERIAL (221 B. C. E. – 1911) • 221 B. C. E. The first unified Chinese state --- Qin was established by Qin Shi Huang "First Emperor" • Followed by: Han Dynasty, Three kingdom, Jin Dynasty, Sui Dynasty, Tang Dynasty, Song Dynasty, Yuan Dynasty, Ming Dynasty, Qing Dynasty
Chinese History MODERN: 1912 • 1912 -1949 Republic of China – Sun Yat-sen, Nationalist Party • 1937 -1945 Sino-Japanese War • 1947 -1949 Civil War • 1 st Oct 1949 People’s republic of China was found • 1978 Economic Reforms carried out by Deng Xiaoping Mao Tsetung Deng Xiaoping
Expressing Opinions West meets Easts ------ Liu Yang
Human Relation West meets Easts ------ Liu Yang
Life Style West meets Easts ------ Liu Yang
Party West meets Easts ------ Liu Yang
In Restaurant West meets Easts ------ Liu Yang
Fashion West meets Easts ------ Liu Yang
Handling Problem West meets Easts ------ Liu Yang
Leader West meets Easts ------ Liu Yang
The Roots of Chinese Culture • Confucius (and Confucianism) • moral cultivation • importance of interpersonal relationships • family orientation • respect for seniority and hierarchy • pursuit of harmony and avoidance of conflict • and the concept of face • Lao Tzu (the Tao Te Ching --- Taoism) • Tao --- “the Way” --- the general law of nature • The balance of Yin and Yang --- middle ground or compromise
Chinese National Characteristics • • • patience sophisticate industry pacifism contentment
Chinese logic • "logic" versus “common sense” • Reasonableness“ ------ Qing li – Qing, or human nature, – li, or eternal reason • Reasoning VS Reasonableness
Chinese Business Culture • The Focus on Relationship – The time isn't as important as the terrain, but the terrain isn't as important as the support of people. ------The Art of War, chinese military strategist Sun Tsu • Respect for Hierarchy • Expectation of Reciprocity – Confucius said: “Do not do unto others what you do not want others to do unto you. ” – guanxi
Chinese Business Culture • Face-saving • Trust and Ethics • Patience and Tolerance – “A man who cannot tolerate small ills can never accomplish great things” • The Dominance of State-Owned Enterprises • Different motivations • Money or security? • Choose the right person!
Chinese Communication • One of the most sophisticated and complicated • Understand the true meaning or words • Indirectness
Chinese Rules of Communication • The goal of Western culture is to discover knowledge; the goal of Chinese culture is to have stable, harmonious relationships between people. – Western rules value clarity and efficiency – Chinese value harmony and politeness • Try not to disagree openly • Don’t ask people who is senior than you difficult questions • Communicate negatives in an indirect way • Don’t do anything disturb the harmony • Being polite rather than clear
Business Etiquette in China The initial approach – business relationship is based on another business associate recommendation – it is common today for cold calls and direct contacts – status match each other
Meeting Etiquette: – – – handshakes are the most common form the leader/ oldest is always greeted first business cards are exchanged after the initial introduction hold the card in both hands when offering it or receiving it examine a business card before putting it on the table next to you or in a business card case – Welcome speech Conversation with the interpreter before the meeting Bring your own interpreter
Dining Etiquette • Follow the seating arrangement, especially in northern China • Learn to use chopsticks, but don’t need to try hard • The host begins eating first • Pace yourself as dish will come to table one by one over a period • There are no strict rules about finishing all the food in your bowl. After Dinner Entertainment • karaoke or Sauna • bills will be picked up by host Drinking with Chinese • Chinese are big drinkers especially in Northern and Western China • Chinese liquor --- baijiu • Never, ever challenge a Chinese into a drinking contest.
Gift Giving Etiquette • Do not give scissors, knives or other cutting utensils. • Do not give clocks, they are associated with funerals and death. • Always present gifts with two hands. • Make sure the senior people get a better gift or at least gifts perceived to have a higher value than their junior staff • Expect to receive gifts from the Chinese, especially Chinese art products. It is polite not to refuse, especially if it is not of too high a monetary value.
Seniority • • • Seniority is very important to the Chinese Address chinese by his title with surname When giving out namecards or brochures, make sure you start with the most senior person Controversial Issues • Try to avoid political topics such as Taiwan issue, Mao Tse Tung, Japanese people • You’d better not praise Shanghai in front of natives of Beijing and vice versa
But I’m Not Chinese when do I give the gifts? where should I sit? I don’t like rice I can’t speak Chinese how do you use chopsticks? Do I have to drink tea? Chinese don’t expect you to be Chinese.
Chinese Expectations – Westerners are judged by a different standard – Respect and honest effort – Attitude is important!
Summary • • • Harmony with partner Relationship building Get used to the way of chinese communication Respect and honest effort Business is business, you don’t need to change so much!
Thank you very much! Huihan Yang Email: Huihan. yang@jykes. fi
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