キャシーWellings著

世界で人口稠密な国は主要で全体的な経済の1つとして、中華人民共和国今日現れている。 中国はエチケットおよび式の国として評判が悪く知られている。 中国人の独特な特性は古代史および文化で強い自尊心で造られる。 基本的な中国の文化を理解して、倫理的なおよびビジネスバリューは今日の急速に進歩の中国のビジネスを行ないたいと思ってあらゆる構成に優先するいる。

中国文化-キーコンセプトおよび価値

Guanxi 、中国文化のこの中央概念は-文字の言葉で… `関係」か`の関係」を意味する。 Guanxiは信頼および協同を支援する精巧な関係のネットワーク、何世紀にもわたって毎日の仕事を達成する主要な方法だった。 相互点に基づいて誠実な、支える関係を確立することは中国文化の基本的な面である。 ビジネスの世界では、右のguanxiを所有していることは頻繁に見つけられる欲求不満および難しさの極小化を保障するために重大である。

Mian-zi -中国人とのビジネス相互作用中考慮されるべきである重要な問題は`のmian-zi」または`の表面」の概念である。 表面は個人的な自尊心の印、個人の評判および社会状態の基礎を形作る。 中国ビジネス文化」セービング表面では」の、`の負けた表面」および表面」を与える`は巧妙なビジネスのために重大である。 誰かを構成内の個人への点の公共の屈辱か不適当な割振りによって表面を緩めるためにもたらすことは真剣にビジネス議論を損なうことができる。 On the other hand, praising someone in moderation before their colleagues is a form of ‘giving face’ and can earn respect, loyalty and aid negotiations.

Keqi - The notion of keqi is based on the amalgamation of two Chinese words, ‘ke’ meaning ‘guest’ and ‘qi’ signifying ‘behaviour’. Together, this cultural concept advocates thoughtful, courteous and refined behaviour. In business terms, it is important to demonstrate humility and modesty as exaggerated claims of ability are viewed with suspicion and are likely to be looked into.

Confucianism - The recognized ethical belief system of Confucianism is based on the teachings and writings of the 6 th century BCE philosopher Confucius. Emphasis is placed on the concept of relationships and the elements of responsibility and obligation. This Chinese philosophy remains a vital cultural factor in the development of Chinese society and is still effective in Chinese business culture today in the preservation of surface harmony and collective good.

China has witnessed a history that spans over approximately 5000 years and has experienced periods of communism and Maoism, civil war, invasion and even bankruptcy. Since China first opened its doors to foreign investment and trade in 1978, the country has undergone immense political and economical change. Today, following her 2001 entry into the World trade Organisation, China offers a huge potential market for investment and sales with her main industry generated from iron, steel, coal, textiles, and petroleum. Those organisations venturing into business with China, however, will also need to consider the aspects of Chinese business culture and etiquette in order to fully succeed.

China business culture Part 1 - Working in China (Pre-departure)

• Working practices in China
o When doing business in China, punctuality is considered extremely important. Your Chinese counterparts will not keep you waiting; being on time is essential.
o It is rare that the Chinese will deal with people they don’t know or trust. Establishing a proper introduction with your counterparts is vital before entering into business.

• Structure and hierarchy in Chinese companies
o The hierarchical structures of Chinese society and business organizations are based on a strict observation of rank where the individual is subordinate to the organisation.
o People will enter the meeting room in hierarchical order, as the Chinese are very status conscious. Senior members generally lead the negotiations and will direct the discussion.

• Working relationships in China
o Long-term relationships are considered more valuable then hurried transactions.
o In Chinese business culture, the warm, hospitable character of your counterpart does not necessarily equal a positive outcome. Trust, based on a beneficial relationship is more important.
o The collectivist way of thinking is still important in Chinese business today and will influence many negotiations.

China business culture Part 2 - Doing business in China

• Business practices in China
o The exchanging of business cards in customary in Chinese business culture. One side should be printed in English and one in Chinese. You should present your card with both hands and with the Chinese side facing up. When accepting your colleague’s card study it carefully before placing it on the table, never in the back pocket, as this is extremely disrespectful.
o During negotiations, humbleness and patience is the key to success. The Chinese sense of time means that they use it knowingly and there is always enough.
o In most cases, initial meetings may be more of a social opportunity as oppose to a negotiation discussion.
o An important element before commencing a business meeting in China is to engage in small talk. Be prepared, as this may include quite personal questions.

• Chinese business etiquette (Do’s and Don’ts)
o DO maintain eye contact with your interlocutor, avoiding eye contact is considered untrustworthy.
o DO address your Chinese counterparts with a title and their last name. If the person does not have a title, use ‘Mr’ or ‘Madam’.
o DO wait for your Chinese counterpart to initiate formal greetings. Handshakes are the most popular gesture.
o DON’T assume that a nod is a sign of agreement. More often than not, it signifies that the person is simply listening.
o DON’T show excessive emotion whilst conducting business, as it may seem unfriendly
o DON’T use direct negative replies, as they are considered impolite. Instead of saying ‘no’, answer ‘maybe’ or ‘I’ll think about it.’

© Communicaid Group Ltd. 2006/7

Chinese Culture Quiz - True or false
1. When a Chinese friend says to you “Have you eaten yet?” he wants to invite you out for dinner.
2. When eating a Chinese meal it is customary to place your chopsticks standing up in the rice before starting.
3. In China white is the colour associated with death.
4. The word for clock in Chinese sounds similar to the expression ‘the end of life’ and should never be given as a gift.
5. At the end of a meeting, you are expected to leave after your Chinese counterparts.

Answers
1. False. He is simply asking you how you are and enquiring after your health.
2. False. This is a symbol of death used at funerals and should never be done.
3. True.
4. True.
5. False. You are expected to leave before them.

Cathy Wellings, Culture and Communication Manager at Communicaid