由Elaine · Winters

您是否是负责印刷品，交互式电子或视觉材料为是营销，卖或教对世界的其他地区的客户基地做准备？

那些问题和答复适用于大家。 在全球性经济，这些是相等机会挑战。

它变得越来越必要为负责对信息传输和解释受教育关于的那些人什么期望用不同的文化。

您已经了解，受教育关于其他人在餐馆比会意味much more命令适当的盘，当招待客户从在镇外面时。

移动世界专业地-实际上或完全-是一个美妙的个人扩展工具; 它可能变得更加有生产力，当加上真正比较文化的兴趣时。 一如既往，恶魔是在细节。

如果您是足够幸运的工作在a 因为您去您的事务，中国上下文和是文化上好奇的，这认为的几件事。

中国有跨过超过5,000年，并且的历史时间体验了封建制度、共产主义、内战、入侵和现在雏鸟市场经济的期间。

在现代， 1978年中国对国外投资和贸易打开了它的门。 从那以后，国家进行了巨大政治和经济变动。 从事它的词条到世界贸易组织里， 2001年中国今天提供一个巨大的潜在市场为投资、销售和文化交流。

Organizations and individuals venturing into business with China will also need to consider an array of Chinese business culture and etiquette if they wish to truly succeed.

Four key values
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