chinese business culture

7/30/2019 Chinese Business Culture

1/31

By Yimeng Wang

March 22,2010

Chinese Business Culture


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Thinking and Behaving Patterns


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Communication


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Self


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Dignity in hierarchy &Face(MianZi)


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Solve Conflicts


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Party


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Expression of honesty, No

Problem


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Relationship(GuanXi)


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GuanXi


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GuanXi vs. Relationship


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Foundation of Business

Culture


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Foundation of Culture

Knowledge Seeking vs. Rules Obeying


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ConfucianismComplex system of moral, social,political, philosophical, and quasi-religious thought.

Doctrine of the meanNeither conservative nor

aggressive

Hierarchy & OrderInterest of collectivity is higher

than that of individual

Social HarmonyEvery individual should know his

/ her place in the social order andplay his / her part well.


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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 personthinks of comfort.


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Taoism

3 Jewels: Compassion,moderation, and humility

Linkage between people andnature

Health and longevity

Wu Wei(non-action)

Yin & Yang

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


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Taoism


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Sun Tzu The Art of War To win one hundred

victories in one hundredbattles is not the acme ofskill. To subdue theenemy without fightingis the acme of skill.

Thus, what is of supremeimportance in war is toattack the enemysstrategy; Next best is todisrupt his alliances; The

next best is to attack hisarmy; The worst policy isto attack cities. Attackcities only when there isno alternative.


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Sun Tzu The Art of War


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The Thirty-Six StratagemsWinning Stratagems Chaos Stratagems Attacking StratagemsDeceive the heavens to cross the ocean Remove the firewood from under the pot Stomp the grass to scare the snake

Besiege Wi to rescue Zho Catch a fish while the water is disturbed Borrow a corpse to resurrect the soul

Kill with a borrowed knife Slough off the cicada's golden shell Entice the tiger to leave its mountain lair

Leisurely await for the labored Shut the door to catch the thief In order to capture, one must let loose

Loot a burning house Befriend a distant state while attacking a

neighbor

Tossing out a brick to get a jade gem

Make a sound in the east, then strike in

the west

Obtain safe passage to conquer the State

of Guo

Defeat the enemy by capturing their chief

Enemy Dealing Stratagems Proximate Stratagems Defeat Stratagems

Create something from nothing Replace the beams with rotten timbers The beauty trap

Openly repair the gallery roads , but

sneak through the passage of Chencang

Point at the mulberry tree while cursing

the locust tree

The empty fort strategy

Watch the fires burning across the

river

Feign madness but keep your balance Let the enemy's own spy sow discord in

the enemy camp

Hide a knife behind a smile Remove the ladder when the enemy has

ascended to the roof

Inflict injury on one's self to win the

enemy's trust

Sacrifice the plum tree to preserve the

peach tree

Deck the tree with false blossoms Chain stratagems

Take the opportunity to pilfer a goat Make the host and the guest exchange

roles

If everything else fails, retreat


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The Thirty-Six Stratagems


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Systematic Overview


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Chinese Business Etiquettes


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Handshake


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Business Card and Form ofAddress


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Presenting Gifts


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Table manners


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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 theend Be patient at pauses Give face to your counterpart


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Chinese Business Negotiation

Style

Maoist Bureaucratsin learning

Sun Tzu-like

StrategistsConfucian

Gentlemen


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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.


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Thank you !

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