يتمّ عمل جميعا حول يتّصل. ويحدث الصين إلى لعبة ب ه خاصّة قواعد في هذا. سلطة على هذا موضوع مارك [فن] [در] [شجس]. في 1999 تحرّك هو إلى الصين ل [ديملر] كرايزلر والآن, ثمانية سنون فيما بعد, هو يمتلك اثنان ناجحة إنترنت شركات و[منج برتنر] من الصين نباح. السر إلى نجاحه? بناية علاقات: لا يرسل "[سل منجر] ك إلى الصين مع المهمة إلى `يعاود أسبوع تالية مع عقد'. ل يوقن سيكون هو إلى الخلف مع عقد, غير أنّ واحدة أيّ لن [ب] من كثير إستعمال."

"يجد واحدة من ال [مين رسن] [فورين كمبني] هو يصعب أن يؤسّسبنفسي هنا, الحقيقة أنّ هم يريدون نقطة معيّنة سريعة إلى كلّ شيء. هم يفكّرون بخصوص عقود: صفقات يضطرّ كنت أكملت, [أس قويكلي س بوسّيبل]. سيتبع الإستراحة, أو لذلك هم يفكّرون. غير أنّ في الصين لا يعمل هو مثل أنّ."

[غنإكسي]

"يفكّر رجل أعمال صينيّة [لونغ-ترم]. فقط عندما قد أسّس أنت علاقة شخصيّة يستطيع أنت يبدأ أن يفاوض عقود. وهذا عملية يستطيع أخذت شهور, غير أنّ عندما ينفّذ بنجاح, العمل علاقة كنت سيجعل إلى أخرى. [إفن يف] عرضك يظهر أن يكون أكثر غالية من منافستك على عرض لاحقة, سيبقى هم مخلصة. هنا يكذب فرق أساسيّة مع أوروبا مثلا, حيث المساهمة يكون غالبا الحزب مهمّة أكثر."

لباقة

عندما يحاول أن يؤسّس علاقة, هناك [ا نومبر وف] أشياء أن يأخذ داخل إعتبار, وفقا ل [فن] [در] [شجس]. “In dialogue with the Chinese, one must endeavour to be much less direct than in a business meeting with an American. An example? I never criticise my Chinese personnel in the presence of others. If there is an issue I wish to discuss, I invite them to my office. Only in privacy I explain my concerns. Never tick anybody off on the shop floor in front of their colleagues. That way you will lose him or her as an employee. You have to be much more subtle than we would normally be.”

Yes

Van der Chijs has more useful advice. “In business meetings it is better to ask open questions only. Never ask closed questions, as you will not understand from the reply if they really understood the question, as the answer will inevitably be ‘yes’. With a Western business partner the situation is different, you ask directly if something is or isn’t feasible and you will get a clear yes or no answer.”

Online communication

Do similar things apply to communication on the internet? Are social networks like Friendster, MySpace and LinkedIn for example, just as popular in China as they are in Europe and the USA? “There are many such websites, of which Tencent QQ (better known as QQ) is most popular. This is a large messenger service which also offers a social network. The market share of QQ in Asia is enormous, with more than 160 million subscribers in China alone. However, the Chinese appear to use this network mainly in leisure time. They are not so popular in business. The reason: mainly much younger people use the internet for amusement like online games, chat and watching videos. Even though the older (35+) group tend to use messengers increasingly. On a daily basis I have 10 to 12 msn conversations with business relations. The e-mail phenomenon appears to be on the retreat in China.”

Spending time

Even if you follow all the tips and advice, Van der Chijs would be the first to agree that it certainly is no gravy train trying to set up a company in this ‘up and coming world super power’. “You have to be prepared to work hard, invest eighty hours a week, like your Chinese counterparts do. And above all, invest in building long term relationships. Stay positive. Recognise communicating with the Chinese as a non-aggressive contact sport, in which maintaining a natural equilibrium is just as important as it is in the movement art of Tai Chi; then - eventually - you will see your messenger service flashing red!”

Printer friendly version of the interview “Tai Chi communication.”
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