Cathy Wellings

Самая многолюдная страна в мире, Китайская Республика сегодня вытекает как одно из главных международных экономик. Китай infamously известен как страна etiquette и церемоний. Уникально характер китайца построен на сильном чувстве гордости в их стародедовских истории и культуре. Понимающ основное китайское культурное, стоимости бизнеса этичных и первостепенны к любой организации дирижировать дело в сегодняшнем быстро развивая Китае.

Китайская культура - ключевые принципиальные схемы и значения

Guanxi - В буквальные термины, эта центральная принципиальная схема в китайской культуре намеревается отношения `' или соединения `'. Guanxi будет сетью разработанных отношений повышая доверие и сотрудничеством и на столетия была главным образом дорога выполнения ежедневных задач. Устанавливать задушевное, supportive отношение основанное на взаимном уважении будет основным аспектом китайской культуры. В мире дела, обладать правым guanxi критический для обеспечивать минимизацию затруднений и фрустраций которые часто столкнуты.

Mian-zi - Существенный вопрос должно быть рассмотрено в течении взаимодействий дела с китайцем будет принципиальная схема mian-zi `' или стороны `'. Сторона будет меткой личной гордости и формирует основу репутации и социального состояния индивидуала. В китайской культуре' стороне дела сбережения', сторона `losing' и `давая сторону' существенн для успешно дела. Причинять кто-то освободить сторону через общественное humiliation или неуместное распределение уважения к индивидуалам в пределах организации может серьезно повредить обсуждения дела. 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