Effective Communication with Chinese Businessmen

- business etiquettes and cultural differences BSEM- LECTURE 10 B

BBA2K9S

Delivered by: Lecturer Maria Qadri

1.Direct approach or indirect approach

The Chinese and Japanese dislike doing business with strangers; its helpful to be introduced properly by an intermediary known to both sides. But Americans like to adopt a direct approach.

1. Direct approach or Indirect approach

Alternatively, in any culture, if you make an independent initial approach, you should provide as much information as possible about your company or institution and what you hope to accomplish. For example, your web site and all your contact information.

2. Greetings and phone conversations

Chinese: Where are you going? Have you had a meal? Shake hands. Americans: Hi, whats up? How are you? Do not hang up the receiver until your customer/ superior has hung up.

3. Introduction and name cards

Institution (full name), department, rank or position and name By someone else: The young to the old Man to woman Low position to high position; Unmarried to married; Close relation to distant relation

3. Introduction and name cards

Name cards: Both simplified/traditional Chinese characters and English, with not more than two ranks or positions, different name cards on different occasions, no scratching; home phone number and mobile phone number if you are very close. Chinese address: country, province, city, street, complex, building, section, room number, name, rank or title

3. Introduction and name cards

How to get name cards? By offering your name card and saying; can I exchange my name card with you or how can I get in touch with you? Examine others name cards carefully to show respect. Offer your name cards with two hands to others. Any privacy in China? ones income, age, marital status, health/constitution, personal experience, religious belief and voting intention, etc.

4. Addressing people: hierarchy /equality

WANG Guo An (Andrew) :family name first Surname followed by administrative/ academic/ professional title: Wang Jiaoshou (Professor) Chen Jingli (Manager) Zhang Laoban (boss) Li Zhuren (Director) Wang, Chen, Zhang and Li are the most popular surnames in China.

4. Addressing people: hierarchy /equality

Affectionate and courteous address: Xiao Mei or to younger girls Dage/Dajie to males/females older than you Omit deputy or vice or associate before administrative or professional title Chinese seldom use given/first name, like Andrew/Andy, James/Jim, Robert/Rob in the West

5. Guanxi/Personal connection
Guanxi means personal connection or network. It is important in any culture, but it is more important in East Asia, especially in China in getting things accomplished. As China is changing from the rule by man into the rule by law and decision-making is getting more and more democratic and transparent, guanxi will play a less and less important role in dealing with Chinese and in

getting things accomplished as the Chinese legal system is improving and the market economic system is developing.

5. Guanxi/Personal connection
However, it is always important in any culture to meet the right people on the right occasion in the right manner in order to achieve your objectives. Chinese naturally turn to their relationship networks for help, so they work hard to cultivate friends in high or strategic places. If a Chinese finds him or herself without guanxi, the first order of business is to establish one.

5. Guanxi/Personal connection
One reason for the pervasiveness of the guanxi system on the Mainland China is the relative lack of a reliable legal system. But it is also important in areas outside China, where the legal system is more developed.

5. Guanxi/Personal connection
Guanxi/personal networks is reciprocal, contextual, personal and, intangible, utilitarian and long-term. Individually-embedded guanxi can be extended to the organizations connections. The Chinese dislike doing business with strangers and its helpful to be introduced properly by an intermediary through guanxi. It is through continuous, long-term associations and interactions that the guanxi relationship is being developed and strengthened. For example.

5. Guanxi/Personal connection
How to cultivate guanxi? Invite him/her to drink tea, coffee or beer, have dinner after your meeting, give gifts, send greetings and best wishes on some occasions, such as celebration of his or his parents birthdays, weddings, traditional holidays, his children going to top universities, and funerals.

5. Guanxi: gifts
Gift exchange is an important cultural tradition to show esteem or gratitude , as souvenirs, promotion of ones culture, enterprises image and national features, marking occasions. Friendship or bribe? A gift should not be too expensive. Wrap the gift. Give or receive gifts with both hands. Red color means the symbol of celebration, congratulations, happiness, prosperity, good luck and success.

4. Guanxi: gifts
Foreigners must learn how to differentiate guanxi and bribery as: Sadly, many foreign investors mistook bribery as guanxi where the truth is bribery corrupts guanxi (Luo 2000, 199-202). Therefore, one must be mindful of the appropriate approach when handling guanxi relations.

6. Table manners
For East Asians, business decisions are sometimes made by eating, drinking at the table or singing karaoke rather than at the desk in the office. Five Ms: money, menu, medium, music and manners Money: Who pays the bill? Go Dutch or your treat?

6. Table manners
Menu: What do you dislike to eat? Do you have any food restrictions? Religious taboos should be respected. Dog meat, paws of chickens and pigs, and internal organs of animals are unpopular food for Westerners. But we Chinese eat them. Pork is one of the popular meat for Chinese. If you do not eat it, please let your host know in advance.

6. Table manners
Medium: environment Music: guests national music, no rock or disco music Manners: Smoking or no smoking; We use chopsticks when we eat and like to offer food to your plate or urge you to drink more and more to show hospitality, kindness or consideration.

6. Table manners
Japanese do not pour wine for themselves. Chinese pour wine for themselves and guests. Westerners help themselves to food. Westerners eat with spoons, forks and knives. Some Islamic/Muslim people eat with hands. It is OK for Chinese and Japanese to make noise when eating noodles and drinking soup. Usually there are no tips for waiters or waitress in China.

7. Working with interpreters

Communicate with the interpreter before your meeting. A good interpreter can help you immeasurably in a foreign culture. When talking through an interpreter, pause frequently and avoid slang and colloquialisms. Always talk to the host, never directly to the interpreter. Nodding his head or en is not always equal to yes or I agree.

7. Working with interpreters

Chinese may not say No frankly to guests if he can not meet your request. Restate what was accomplished at the close of a meeting to guard against Any misunderstanding. The person with the highest rank or position makes decisions and commitments for the whole delegation. Ask for a contact person for further dealings before the meeting is concluded.

8. Appointment and Schedule

Westerners make appointments and schedules or agendas WELL in advance while Chinese like to do something with foreigners within a short notice, which Westerners are not used to.

10. Online Communication

Conspicuous/specific/personal title when sending an e-mail message Acknowledge the receipt of emails and reply promptly Clear, courteous, concise and personal Leaving all your contact information Check and proofread before sending Use your e-mail account at your institution or company or university

11. Collectivism/Individualism
The Chinese often view themselves as interdependent or collectivism-oriented, ie, emphasis on society rather than on individual. (Tian, 2007,56) Chinese addresses begin from bigger places to small places while western addresses are just the opposite. Family names come first.

12. Face
The Asian concept of face is similar to the Western concept of face, but it is far more important in most Asian countries. Face is associated with honour, dignity, and a deep sense of pride. Causing someone to lose face, even if the offence is unintentional, could cause serious damage to a relationship(Fox,2008)

12. Face
Give face: Praise staff before their bosses or above authorities. Save face: Talk diplomatically and tactfully, such as Have I said it clearly? instead of Do you understand? Lose face: Do not push someone into the corner and find an excuse for his mistakes if you value the business relations.