Chinese Business Culture

By Yimeng Wang March 22,2010

Thinking and Behaving Patterns

Thinking and Behaving Patterns

Communication

Thinking and Behaving Patterns

Self

Thinking and Behaving Patterns

Dignity in hierarchy &Face(MianZi)

Thinking and Behaving Patterns

Solve Conflicts

Thinking and Behaving Patterns

Party

Thinking and Behaving Patterns

Expression of honesty, No

Problem

Thinking and Behaving Patterns

Relationship(GuanXi)

GuanXi

GuanXi vs. Relationship

Foundation of Business Culture

Foundation of Culture

Knowledge Seeking vs. Rules Obeying

Confucianism
Complex system of moral, social, political, philosophical, and quasireligious thought.
Doctrine of the mean

Neither conservative nor aggressive

Hierarchy & Order

Interest of collectivity is higher than that of individual

Social Harmony

Every individual should know his / her place in the social order and play his / her part well.

Confucius Quotes
What you do not wish for yourself, do not do to others". A person who follows the way of heaven avoids extremes

and remains in harmony with others. A gentleman blames himself, while a common man blames others Repay kindness with kindness, but repay evil with justice A great person seeks to be slow of speech but quick of correct action. A wise person is one who knows and understands others. A good person is one who loves others. Fist put yourself in order, then be sure you act justify and sincerely toward others. Then you will find happiness. The superior person thinks of virtue, the small person thinks of comfort.

Taoism
3 Jewels: Compassion,

moderation, and humility

nature

Linkage between people and

Health and longevity

Wu Wei(non-action) Yin & Yang

--The old man lost his horse, but who knows if this is bad luck.

Taoism

Sun Tzu The Art of War

To win one hundred

victories in one hundred battles is not the acme of skill. To subdue the enemy without fighting is the acme of skill. Thus, what is of supreme importance in war is to attack the enemys strategy; Next best is to disrupt his alliances; The next best is to attack his army; The worst policy is to attack cities. Attack cities only when there is no alternative.

Sun Tzu The Art of War

The Thirty-Six Stratagems

Winning Stratagems
Deceive the heavens to cross the ocean Besiege Wi to rescue Zho Kill with a borrowed knife Leisurely await for the labored Loot a burning house Make a sound in the east, then strike in the west

Chaos Stratagems
Remove the firewood from under the pot Catch a fish while the water is disturbed Slough off the cicada's golden shell Shut the door to catch the thief Befriend a distant state while attacking a neighbor Obtain safe passage to conquer the State of Guo

Attacking Stratagems
Stomp the grass to scare the snake Borrow a corpse to resurrect the soul Entice the tiger to leave its mountain lair In order to capture, one must let loose Tossing out a brick to get a jade gem Defeat the enemy by capturing their chief

Enemy Dealing Stratagems

Create something from nothing Openly repair the gallery roads , but sneak through the passage of Chencang Watch the fires burning across the river Hide a knife behind a smile

Proximate Stratagems
Replace the beams with rotten timbers Point at the mulberry tree while cursing the locust tree Feign madness but keep your balance Remove the ladder when the enemy has ascended to the roof Deck the tree with false blossoms Make the host and the guest exchange roles

Defeat Stratagems
The beauty trap The empty fort strategy Let the enemy's own spy sow discord in the enemy camp Inflict injury on one's self to win the enemy's trust Chain stratagems If everything else fails, retreat

Sacrifice the plum tree to preserve the peach tree Take the opportunity to pilfer a goat

The Thirty-Six Stratagems

Systematic Overview

Chinese Business Etiquettes

Chinese Business Etiquettes

Handshake

Chinese Business Etiquettes

Business Card and Form of

Address

Chinese Business Etiquettes

Presenting Gifts

Chinese Business Etiquettes

Table manners

Chinese Business Etiquettes

Meeting Protocols Punctuality Conference room not office foreign delegation leaders enter room first Designated seats Start with company background PPT Good interpreter, simplify words Restate meeting accomplishment in the end Be patient at pauses Give face to your counterpart

Chinese Business Negotiation Style

Maoist Bureaucrats

in learning Sun Tzu-like Strategists Confucian Gentlemen

10 Golden Rules

Everything is possible. Nothing is easy. Patience is the essence of success. You dont understand our country means they disagree. Signing a contract means the beginning of the real negotiation Chinese are slow to decide, but stick to the decision once made See what they see, feel what they feel. When you are optimistic, think about Rule No 2. When you are discouraged, think about Rule No. 1. Getting things done is easy, dealing with people is hard.

Thank you !