Cultural Awareness - Working with Chinese People

ActionCOACH Executive Coaching Program

Management Style
In Confucian philosophy, all relationships are deemed to be unequal. Ethical
behaviour demands that these inequalities are respected. Thus, the older person
should automatically receive respect from the younger, the senior from the
subordinate. This Confucian approach should be seen as the cornerstone of all
management thinking and issues such as empowerment and open access to all
information are viewed by the Chinese as, at best, bizarre Western notions.
(It should be borne in mind that many people in China - as well as in many
other Asian countries - see the lack of observance of hierarchical values as the
root cause of the 'problems of the West.' These problems include the twin
Western diseases of moral degeneration and the anarchic idea that an individual
is more important than the group to which they belong.)
Thus, in China, management style tends towards the directive, with the senior
manager giving instructions to their direct reports who in turn pass on the
instructions down the line. It is not expected that subordinates will question the
decisions of superiors - that would be to show disrespect and be the direct cause
of loss of face (mianzi) for all concerned.
The manager should be seen as a type of father figure who expects and receives
loyalty and obedience from colleagues. In return, the manager is expected to
take an holistic interest in the well-being of those colleagues. It is a mutually
beneficial two-way relationship.
Senior managers will often have close relations to the Communist Party and
many business decisions are likely to be scrutinised by the party which is often
the unseen force behind many situations.
It is often said that China has a lack of good-quality, experienced managers -
this is typical of a rapidly growing and modernising economy - and that the
good managers who are available are very expensive (even by Western
standards.) This places enormous emphasis on any company's recruitment and
retention policies - you have to be able to recruit the best and then keep them.
Communication Styles:
Unless you speak Chinese, (Mandarin being the most common as well as the
official dialect), it can be difficult to do business in many parts of China without
the aid of a translator. English language levels are very patchy and although a
layer of fluent English speakers exists, the layer is quite thin and levels fall
away very quickly. Communicating in China can, therefore, be a slow,
laborious activity and fraught with constant dangers in terms of
misunderstanding and mistranslation. Don't assume comprehension. Cover the
same ground several times and constantly check for understanding.
One of the reasons that communication can be such a problem in China is that
along with many other Asians, the Chinese find it extremely difficult to say 'no'.
Saying 'no' causes both embarrassment and loss of face and it is therefore better
to agree with things in a less than direct manner. Thus anything other than an
unequivocal 'yes' probably means 'no'. Be very wary of phrases such as 'Yes but
it might be difficult' and 'Yes, probably'.
It is also difficult to deliver bad news and this is often done through the use of
an intermediary who can soften the blow and try to preserve as much goodwill
within the relationship as possible.
The Chinese have a reputation for 'impassiveness' and this is largely based on
Western misinterpretation of Chinese body language. As with the Japanese, the
Chinese use a very limited amount of visual body language and Westerners
interpret this rigidity as a lack of responsiveness and emotion. Lack of overt
body language does not mean that the Chinese do not show their reactions -
more that westerners are not skilled at reading it across the cultural divide.
Finally, don't always assume that just because somebody happens to speak
'good' English that they will automatically more competent than somebody who
doesn’t. Unless frequent interface into the West is tantamount, fluency in
English should be seen as an added extra.
Teamwork:
Despite being highly hierarchical in approach to structure and
organizations, the Chinese remain consensus-oriented and it goes without
saying that consensus players make good team members. The whole
cultural emphasis is on group orientation with individual needs and desires
being sublimated to the greater good of the whole. People belong to a
number of groups but the ones with the strongest pull would be the family,
the dan wei and the Party.
One of the downsides (from a Western perspective) of this strong group
orientation is a perceived lack of individual initiative. It would be unusual
for an individual to act unilaterally without involving other members of the
group. Standing out from the crowd can be viewed as very negative and
result in personal difficulties.
Always try to give detailed and complete instructions. In a culture where
the boss is the boss, people tend to do what they are asked to do, seeing
anything beyond that as possible insubordination. If things don't happen
that you wanted to happen, start by reviewing your own instructional style -
if your instructions were a bit vague, it is likely that there will be a degree
of confusion.

20 Cultural Tips
Tip 1
Guanxi, or personal relationships are of vital importance when doing business in
China. Do not underestimate the importance of the relationship building process.
Tip 2
People are comfortable building relationships with honourable people who show
respect to those to whom respect is due.
Tip 3
As all relationships are unequal it is important, if you wish to appear honourable, to
show respect to age, seniority and educational background.
Tip 4
Managers tend to be directive, which reflects basic Confucian concepts of the
hierarchical nature of society.
Tip 5
In return for loyalty, the boss is expected to show consideration and interest in all
aspects of a subordinates' life.
Tip 6
There are often close relationships between senior management of a company and
local party officials.
Tip 7
It is important that you do not make people 'lose face' in front of their group. Always
respect seniority and do not openly disagree with people.
Tip 8
Do as many favours for people as possible - debts must always be repaid.
Tip 9
Business cards should be formally exchanged at the beginning of meetings. Treat the
business card with great respect, as the card is the man.
Tip 10
Meetings are often long and seemingly without clear objectives. Very often the
meeting is an exercise in relationship-building and the aim of the meeting is to move
the relationship, rather than any specific business task, forward.
Tip 11
It can take several, very long meetings before any tangible progress is made.
Patience is essential if you wish to capitalise on the situation.
Tip 12
The Chinese are very interested in long-term commitment. Build long-term goals
and objectives into your proposals.
Tip 13
Do not be too direct. Strive for diplomacy, consensus and harmony. Remember that
this takes time to achieve.
Tip 14
Do not assume comprehension. It is often useful to go over the same point several
times from different angles in order to aid comprehension.
Tip 15
It is difficult for the Chinese to say 'no' directly. Anything other than a direct 'yes'
could mean 'no'. Be circumspect and reflect on seeming agreements reached. Has an
agreement actually been reached?
Tip 16
It is difficult to read body language as, by western standards, it is somewhat muted in
China. Be very alive to any changes of posture, animation etc.
Tip 17
Gift giving is an everyday part of Chinese business culture. Giving and receiving
gifts helps to cement relationships. Take gifts with you when visiting and put some
thought and effort into the gift selection process.
Tip 18
Always wrap gifts before giving them. Gifts are rarely opened in front of the giver.
Tip 19
The Chinese are an intensely patriotic race. Do not make disparaging remarks about
China, the political situation, human rights etc.
Tip 20
Entertaining is very important in the relationship building process. If entertaining, do
it well. If being entertained at a banquet, take you lead from your hosts - they will
enjoy taking you through the process.

¿Qué acciones tomarás en tu negocio y en tu vida, en este sentido?

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