Da Elaine Winters

Siete responsabili del preparare la stampa, i materiali elettronici o visivi interattivi per una base del cliente che è vendita, vendente o d'istruzione ad altre parti del mondo?

Quelle domande e le risposte si applicano a tutto. In un'economia globale, queste sono sfide di uguale-occasione.

Sta diventando sempre più necessario per coloro che è responsabile della trasmissione e dell'interpretazione delle informazioni istruirsi circa che cosa è previsto nelle colture differenti.

Come già capite, istruirsi circa la gente significa molto più del sapendo ordinare il piatto adatto in un ristorante quando intrattiene i clienti dalla città.

Muovendosi intorno al mondo - virtualmente o fisicamente - è professionalmente un attrezzo personale meraviglioso di espansione; può diventare molto più produttivo una volta accoppiato con interesse traversa-culturale genuino. Come sempre, il diavolo è in dettaglio.

Se siete abbastanza fortunati lavorare nella a Il contesto cinese ed è culturalmente curioso, qui è alcune cose da pensare circa poichè andate circa il vostro commercio.

La Cina ha una storia che misura più di 5.000 anni ed in quanto il tempo ha avvertito i periodi del feudalism, del comunismo, della guerra civile, dell'invasione ed ora di un'economia di mercato del principiante.

Nei periodi moderni, la Cina ha aperto i relativi portelli all'investimento straniero ed al commercio di 1978. Da allora, il paese ha subito il cambiamento politico ed economico immenso. A seguito della relativa entrata nell'organizzazione di commercio mondiale in 2001, la Cina oggi offre un mercato potenziale enorme per l'investimento, le vendite e lo scambio culturale.

Le organizzazioni e gli individui che si avventurano nel commercio con la Cina inoltre dovranno considerare un allineamento della coltura cinese e del etiquette di affari se desiderano allineare riuscire.

Quattro valori chiave
There are four fundamental, key concepts/ values in Chinese culture. Not in any particular order of importance, they are mian-zi, guanxi, keqi and Confucianism.

Mian-zi. The Chinese and many other high-context cultures have the concept of mian-zi or “face.” Face is personal pride and is the basis of a person’s reputation and his or her social status in any given situation. In the Chinese business culture context, “saving face,” “losing face” and “giving face” are essential for successful business exchanges.

Causing someone to lose face through a public humiliation or the inappropriate allocation of respect can forever damage business negotiations. Conversely, praising someone (in moderation) in the presence of his or her professional or social group is a way to “give face” and earns respect and loyalty. This can go a long way toward facilitating negotiations.

Guanxi. Literally meaning “relationships” or “connections,” guanxi is the network of elaborate relationships promoting cooperation/trust and, for centuries, has been and continues to be the primary vehicle for accomplishing everyday tasks.

These are sincere, supportive relationships based on mutual respect. Guanxi is a fundamental aspect of Chinese culture. In the world of business, possessing the right guanxi is necessary for surviving the difficulties and frustrations that are often encountered in life, as well as in business.

Keqi. This is really two Chinese words: ke means guest and qi means behavior. Together they translate as “thoughtful, courteous and refined behavior.”

In business terms, this simply means that you must demonstrate humility and modesty. Overstated claims of your own abilities are very suspect and are quite likely to be investigated.

Confucianism. This is an ethical belief system based on the teachings and writings of the sixth century (BCE) philosopher, Confucius. In this system, emphasis is placed on the concept of relationships with total and complete respect for personal responsibility and obligation.

This philosophy has been the most vital cultural factor in the development of Chinese society, and it remains effective in Chinese business culture today. Confucianism is responsible for the preservation of surface harmony and the collective good.

Hierarchy. Confucianism lends itself to hierarchy. There is meticulous observation of rank; the individual is, clearly, subordinate to the organization.

People enter the meeting room in order of the chain of command. You will know who is in charge by who enters first. Senior members of the group generally lead all negotiations.

Daily routine. Keqi is the basis of courtesy. Punctuality is considered extremely important. Your Chinese counterparts will not keep you waiting; being on time is truly essential.

It is unusual for the Chinese to deal with people they don’t know or trust. Obtaining the proper introduction is necessary before entering into any business discussion.

Relationships. Guanxi means that longterm relationships are more valuable than hurried, brief transactions.

The warm, hospitable character of your counterpart does not necessarily equal a positive outcome. Trust, based on a beneficial relationship, is the more important consideration.

The collectivist way of thinking is important in Chinese business and influences all negotiations.

Business practices in China
The exchanging of business cards is customary. One side should be printed in English and the other in Chinese.Present your card with both hands and with the Chinese side facing up. Bow slightly. When accepting your colleague’s card, study it carefully before placing it on the table in front of you — never in the back pocket as this is extremely disrespectful.During actual negotiations, humbleness and patience are the keys to success. The Chinese sense of time means that they use it knowingly and there is always enough.

Initial meetings may be more of a social opportunity as opposed to a negotiation discussion. An important element before commencing a business meeting in China is to engage in small talk. Be prepared, as this is likely to include personal questions.

Culture Quiz — True or false
1. When presenting your host in China with a gift, you will notice it is opened immediately.
2. At the end of a meeting, you are expected to leave after your Chinese counterparts.

Answers:
1. False. It will be opened out of your sight so there is no danger of anyone losing face if the gift is not
appropriate, welcome or simply not appreciated.
2. False. You are expected to leave before them — a gesture of politeness.

Resources
Asia Times: http://atimes.com
Asia Pacific Management Forum: www.apmforum.com/news.htm
BBC Asia-Pacific: http://news.bbc.co.uk/2/hi/asia-pacific/default.stm
Channel NewsAsia: www.channelnewsasia.com
Far Eastern Economic Review: www.feer.com
South China Morning Post: www.scmp.com
Shanghai Daily: www.shanghaidaily.com
The Straits Times (Interactive): http://straitstimes.asiaone.com
TIME, Asia: www.time.com/time/asia

Elaine Winters, Multilingual Magazine