Elaine Winters著

顧客の基盤のために印刷物、相互電子か視覚材料を準備することを担当し世界の他の部分に販売するか、販売するか、または教えるか。

それらの質問および答えは皆に適用する。 全体的な経済では、これらは等し機会の挑戦である。

それは教育するために情報の伝達そして解釈に責任がある期待されるものがについての異なった文化で彼ら自身を人にますます必要になっている。

既に理解するようにレストランの適切な皿を顧客を町からからの心に抱くとき発注する方法を、他の人々についての私達自身を教育することは意味し知っているより大いに多くを。

世界を専門的に動かすことは-事実上または物理的に-すばらしく個人的な拡張用具である; それは本物の異文化の興味とつながれたときはるかに生産的になることができる。 常にとして、悪魔は細部にある。

十分に幸運aで働くにはなら 中国の文脈はあなたのビジネス歩き回るので文化的に好奇心が強く、ここにである約考えるいくつかの事。

中国に及ぶ歴史が5,000年以上あり、その時間にfeudalism、共産主義、内戦、侵入および今ひな鳥の市場経済の期間を経験した。

現代では、中国は1978年に海外投資そして貿易にドアを開けた。 それ以来、国は広大な政治および経済的な変更を経た。 2001年に世界貿易機関への記入項目に従がって、中国は今日投資、販売および文化交流のための巨大で潜在的な市場を提供する。

偽りなく成功したければ中国とのビジネスに賭ける組織および個人はまた中国ビジネス文化およびエチケットの配列を考慮する必要がある。

4つのキー値
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