China, Kommunikation und Guanxi
Eine zunehmende Anzahl von Fachleuten bieten Services für Firmen an, die ihren Verstand auf China einstellen lassen. Diese übersetzer, Interpreten, webmasters, Trainer, Rechtsanwälte und andere Berater verbinden häufig Kräfte in den Regenschirmnetzen und zielen darauf ab, Unternehmern weitreichende Unterstützung anzubieten. China Erfolg-Geschichten trafen Lianne Baaij, Stuhl solch eines Netzes (Guanxi.nu) zusammen um China, Kommunikation und über Guanxi zu sprechen.
Ms Baaij ist ein sinology Absolvent und, sowie Sein- Stuhl von Guanxi, besitzt die übersetzung und den Rateagentur China Zugang. Es ist hauptsächlich von dieser letzten Linie der Arbeit, der sie, vor allem den Wert der praktischen Erfahrung schätzt, insoweit die chinesische Sprache. „Ein klassisches Beispiel? Als ich gerade heraus begann, war mein Aussprache bestimmter Töne nicht sehr gut. Ich verwirrte direkt oben in meinem ersten Gespräch. Ich fragte einen Verkäufer, ob ich ihn küssen könnte (`wen' im dritten Ton ist Kuß und `wen' im vierten Ton ist bitten). Und dieses war zweifellos nicht mein nur Beleg der Zunge. Als gebeten, vierzehn Behälter des Aspirins zu bestellen, bestellte ich fast vierzig. Alle wegen einer scheinbar unwesentlichen Nuance im Aussprache.“
Englischsprechender Chinese
Vor „meine frühen Erfahrungen, Zwanzig Jahren, finden noch auf einer täglichen Grundlage in vielen Geschäft Diskussionen und in Geschäftsmissionen statt. Unternehmer sind scharf, mit englischsprechendem Chinesen direkt ohne einen Interpret oder sogar Wagnis in einige Wörter der Mandarine zu verständigen. Welches ziemlich häufig falsch geht. Ein Mitleid, weil viele Probleme leicht vermieden werden können, indem man in einem erfahrenen Interpreten benennt. Ein Interpret hilft, den positiven, schmeichelnden Ton des Gespräch Partners in die rechte Perspektive einzusetzen. He will point out that ‘yes’ is more often mere politeness rather than a commitment.” To those who want to see how far they can get without outside help, Baaij would advise certainly not to be too direct. “Directness can be misconstrued; try to get your message over subtly and tactfully.”
Local customs
Fortunately in China, you are not per se expected to act according to local customs. “Make sure that you treat business relations as you wish to be treated yourself. Anything extra, if you are sure it is a custom, will be appreciated. But it is better to just be yourself, rather than try to adapt unnaturally. For example in China they might burp at after a meal, but do this very discreetly. My advice? Definitely do not try to join in. A typical noisy Western belch will make for an embarrassment.”
Adjustment
“It is not too difficult to learn basic communication skills required to avoid awkward situations. Concentrate and make eye contact with your conversation partner, just as they will do. Don’t be put off if the delegation is twice the size of what you expected. Try to be flexible. Even if a meeting is suddenly postponed because there is an apparently more important person to be seen at that moment. Hide your displeasure or express it with the utmost care. And certainly never raise your voice. Always remain calm, collected and polite!”
Personal investment
Baaij’s message is clear. To adapt is desirable. But don’t overdo it. “The Chinese are fully aware that you are from another culture. Remember that they also seek to achieve mutual advantage. So even if you do present your business card with one hand, the deal will be closed as intended. Presenting a card with both hands is more polite, as well as being able to speak a few words of Chinese. After all, at the end of the day, it is all about making an investment. One of time and effort, to build a solid relationship. It is, in that respect, all about Guanxi.”
Guanxi
Guanxi can be translated as having and building networks, contacts and relations. A vital ingredient for success in any business mission. “For return on investment in China, the time invested in getting to know your partners is of great essence. Make sure you know who you are dealing with, if you want to get them on your side. Take them to dinner, do the business tour or be there for Friday drinks. The business conversation that you have planned is just a small part of the bigger picture. Furthermore the advantage of a good relation is that you will be able to fall back on the established goodwill. In China that is worth a lot more than a signed contract.”
| Lianne Baaij is owner of China Access, a translation and advice bureau. She is a sinology graduate and works as a interpreter/translator of Mandarin. In this capacity she is listed in the quality register for Interpreters and Translators.Throughout her career she has gained much experience in contact with the Chinese. In the capacity of area manager of an import/export company, consultant for a translating and advice bureau and as sales manager of a Chinese airline she has honed her skills on doing business with China from various angles. She visits China about three times a year to maintain her contacts, keep up her language skills and stay in touch with the country and its culture.Baaij is also chair of Guanxi.nu. Guanxi.nu is a network of more than fifty China professionals: consultants, translators, interpreters, trainers, media specialists, etc. They help keep each other be on top of their game, share information and monitor quality. |
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