Da Dalidat

Prima di privatizzazione in Cina, il commercio ha esistito soltanto sotto forma d'impresa di stato (SOE). Questi (ed ancora sia) sono stati fatti funzionare dalla gente con gli ambiti di provenienza forti ed i rapporti politici, collegati solitamente dai legami della famiglia a qualcuno nel governo. Questa specie della struttura organizzativa chiusa non ha dato occasione affinchè i relativi impiegati partecipi ad alcuni processi decisionali. Spesso la direzione basata per etica e principii forti dell'azienda era un fattore importante nella risoluzione e nella motivazione del personale, anche se il limite del contributo finanziario di governo disponibile ha significato che SOEs non ha avuto bisogno frequentemente di molto nel senso di conoscenza di affari o di capire del mercato. Il successo è stato basato piuttosto sulla buona costruzione di rapporto, che ha significato efficacemente ottenere a governo il contributo finanziario.

Con l'asta di impresa unita verso la fine di 80s e di 90s iniziale, gli investitori stranieri hanno cominciato trasmettere i loro propri responsabili per interagirsi con la coltura di affari di SOE. Sono stati dati i pacchetti grandi come motivi per compensare le circostanze di vita locali dure. Durante i 13 anni che sto vivendo in Cina, io hanno sentito le storia, troppo numerose per accennare, dei responsabili stranieri che assistono alle centinaia dei banquets e che ottengono bevuti con i funzionari di governo, mentre i traduttori hanno assunto la direzione delle scanalature di comunicazione. La maggior parte del tempo non avrebbero idea di che cosa stava andando, tranne quello che si sono pensati che bevessero le quantità ampie di alcool, su cui in qualche modo o altro colmasse la lacuna fra le due colture. I test di verifica principali affinchè gli stranieri riescano in questa arena di affari erano conoscenza di quanto segue:
- Come alla falsificazione del `' che beve
- Come riconoscere chi è un decisore
- How to impress Chinese counterparts by speaking a few Chinese phrases
- How to … use chopsticks and understand meal etiquette

How to ‘fake’ drinking (and not get drunk)
The easiest way is secretly to pour water into your cup, since you will be challenged to drink baijiu (white spirit). This lethal spirit has a strong taste and is 50%-70% alcohol. While nobody is watching fill your cup with water and make sure it is always full. Initiate constant refills of everybody’s drinks and you will soon gain the title of ‘Lao Han’ (honourable Chinese). An alternative is quickly to dispose of the contents of your cup over your shoulder as you bring it close to your mouth. Make sure there is nobody watching and that there is nobody standing behind you! Baiju is always drunk down in one go unless it is mentioned otherwise. It is a good idea to fake being slightly drunk too, in order to avoid arousing any suspicions.

How to recognise who is a decision maker
All banquets are served on round tables and there is no obvious distinguishing mark, to indicate where the main guest is seated. However there are a few give-aways. Look out for these clues:
- The guest of honour is most likely to be facing the door (so they can see when the new dishes are brought in).
- Fish is the sign of prosperity and a banquet is likely to include a fish dish. The head of the fish will be placed facing the person of highest status.
- The counterpart will be seated directly opposite.
- The people seated at the right and left hand of the person of highest status are the two next most important decision makers.

How to impress Chinese counterparts by speaking a few Chinese phrases
The Chinese language consists of phrases that are called ‘chengyu’, the nearest interpretation of which, would be ‘proverbs’. They usually have four characters and have a whole story behind them to support the meaning that you want to express. There are dictionaries with a selection of the most frequently used chengyu, an essential part of your library. Make sure you use a chengyu at the appropriate time and you will grab everybody’s attention and gain substantial respect.

How to use chopsticks and understand meal etiquette
This involves practice beforehand. Using chopsticks is the first step of eating etiquette and conveys the message to the Chinese that you are willing to learn and accept their way of living. There are two kinds of chopsticks: disposable (wooden) and those used at banquets (made of plastic, jade or polished wood). The latter are quite difficult to use to eat the peanuts and small bits, so common in Chinese cuisine, so make sure you practise with these.

When dishes are brought to the table, wait for your counterpart to start eating or at least invite you to help yourself. Fish is always taken by the highest ranking person seated at the table. They usually get the fish cheeks too, the best part of the fish.

When drinking toasts, your cup should be held at a lower level than your counterpart’s. That way you show respect. If they attempt to say cheers with their glasses held lower than yours, don’t fall for it, it is just a test.

Waitresses will keep refilling your glass while you are talking. While conversation continues, tap your index and middle finger twice on the table, which simply means ‘Thank you’. This custom is explained by the legend of an emperor, who decided to mingle with his people in disguise. He swapped clothes with his servant and watched as officials focussed all their attention on his servant, believing him to be the emperor. When the servant, dressed as emperor, was offered tea the true emperor in servant’s clothes had to serve him. To preserve the disguise, without compromising the respect due to his emperor, the servant, dressed as emperor, tapped two fingers on the table to denote bowing with respect to the real emperor.

And remember, enjoy the meal, be prepared to eat intestines, turtles, snakes and drink snake blood and bile without showing any disgust. These delicacies are believed to improve your manhood. If you are a woman, you are more likely to be forgiven the odd lapse and at least won’t be under so much pressure to drink heavily. In this case, you should make sure that you are accompanied by a Chinese person of higher position in your company, who is prepared to take over the drinking part of the evening, which is so crucial in establishing good business relationships.

Copyright 2006 Dalida Turkovic (Source)

About the Author
Dalida Turkovic - Master Coach and Master NLP Practitioner has lived and worked in China since 1990. Please visit her business coaching website Small Steps Coaching and her blog at Life Coaching First Steps.