Big in the little things
By Ron Cune
Coming from a country such as Holland, people are not used to others bragging about money or possessions. A good dose of self-confidence is considered healthy and it’s totally acceptable to talk about personal achievements as long as we avoid talking about materialistic success. Being proud of your expensive car in front of the door, talking about prices of a newly bought boat or mentioning the price of wine to your guest will more than likely bring you the opposite of respect.
In China it’s exactly the opposite; many Chinese hosts “show off” with their 2 or even 3 newly bought sports cars, the price of their golf membership or how much money his wife spends on shopping. Possessions reveal your position on the Chinese social ladder. The idea is that in order to own exclusive products one needs access to an exclusive network of people.
However, your Chinese companion will seldom put himself in the spotlight proving his status. On some occasions, another member of the Chinese team may emphasize the achievements and background of your host. He or she would never do that directly.
While bragging about material possessions is frowned upon by many European businessmen, Chinese parties consider someone who talkes about their own personal achievements pedantic or even insulting.
When preparing a company introduction to your Chinese counterparts you should emphasize those parts that you would be modest about in Europe. At the end the statistics, figures and facts and even management certificates will contribute more to the desired result than explaining the company’s philosophy and management style.
Ron Cune, DragonDancers
July 25th, 2008 at 1:45 pm
This is so true. I noticed it about five years ago when I observed my Chinese business partner consistently working into initial vendor meetings that I drove an Audi A8, that I won a drinking competition in college and that I was a hit with the ladies. I joked with him “Cool car, good at drinking and a hit with the ladies? I guess being successful in China is just like being successful in college!”
July 26th, 2008 at 3:06 am
Haha…That sounds very interesting. I am from south Canton of China. Most of you guys’ is right, but now so many rich Cantonese are different. They do not mind their behave and poor dressed and do not dare to brag or “show-off” their possessions, because they know always some unexpected robbery or even worse happens in their life. So we always can hear some news that a rich guy take a hemp dirty garbage bag in his hand and 100,000Rmb cash in it.