Cathy Wellings의

세계에서 인구밀도가 높은 국가는 중요한 세계적인 경제의 한으로, 중화 인민 공화국 오늘 나오고 있다. 중국은 에티켓과 식의 국가로 수치스럽게 알려진다. 중국 사람의 유일한 특성은 그들의 고대사 및 문화에 있는 강한 긍지감에 건설된다. 기본적인 중국 문화를 이해해서, 윤리 적이고와 기업 가치는 오늘 급속하게 점진 중국에 있는 업무를 처리하고 싶은 어떤 조직든지에 최고 이다.

중국 문화 - 중요한 개념 및 가치

Guanxi , 중국 문화에 있는 이 중앙 개념은 - 문자 기간에서 - `관계' 또는 `연결'를 의미한다. Guanxi는 신망과 협력을 증진하는 정교한 관계의 네트워크이고 몇 세기에 걸쳐 매일 업무 달성의 주요 방법이었다. 상호적인 존경에 근거한 근실한, 지지가 되는 관계를 수립하는 것은 중국 문화의 기본적인 양상이다. 사업의 세계에서는, 맞은 guanxi를 소유하는 것은 수시로 부닥치는 격파와 어려움의 최소화를 지키기를 위해 결정적이다.

Mian-zi - 중국 사람과의 사업 상호 작용을 통하여 고려되어야 하는 중요한 문제점은 `mian-zi' `얼굴'의 개념이다. 얼굴은 개인 긍지의 표이고 개인의 명망과 사회적 신분의 기초를 형성한다. 중국 사업 문화' 저축 얼굴에서는', `지는 얼굴' 및 얼굴'를 주는 `는 성공적인 사업을 위해 생명 이다. 누구를 조직 내의 개인에게 존경의 공중 수치 또는 부적당한 배부를 통해 얼굴을 푸는 원인이 되는 것은 심각하게 사업 면담에 손상을 입힐 수 있다. 다른 한편으로는 그들의 동료가 얼굴을' 줄 `의 모양이고 존경, 충절 및 원조 교섭을 벌 수 있기 전에, 절도에서 누구 칭찬.

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