By Frank Gallo

One of the foremost world authorities on trust is Francis Fukuyama of the Rand Corporation. In his definition he refers to trust as “the expectation that arises within a community of regular, honest and co-operative behaviour.” When he discusses the Chinese in a management sense, he says that Chinese have a more difficult time than Westerners to become professional managers because of their inclination to deeply trust only people related to them or to whom they have a very close relationship. On the other hand, says Fukuyama, Chinese are likely to distrust people outside of their family or close inner group. In order to move quickly in business today, there is often not enough time to establish guanxi or to follow the habit of renqing. Based on all of the above, he identified China as a “low trust” society.

Before I write any more I want to say that I understand this is a sensitive subject and there may be subtle features of Chinese society that I still cannot comprehend. On the other hand, to dismiss these ideas quickly because I am a foreigner and therefore “does not understand China,” is naïve. Read the rest of “What Do We Mean by ‘Trust’ in China?” or post a comment

During presentations Western audiences ask questions, Chinese don’t. But you need audience feedback to ensure they understand your points. What can you do? Absent a weapon how can you get Chinese to ask questions?

An easy, if time consuming way is quite simple: don’t leave. Chinese will ask questions, even good questions showing exactly what they don’t know, they just won’t…

Read the rest of “Getting Feedback From Chinese Audiences” or post a comment >>

The Chinese are much less direct in their communication than Westerners. Indirect signals, avoiding confrontations; to Western entrepreneurs the experience is comparable continuously walking on eggshells.

Situations such as price negotiations, an evaluation talk or the discussion of a problem with a Chinese business partner seem like an impossible task. In the West we…

Read the rest of “Masks for losing face in China” or post a comment >>

By Alex Cureton-Griffiths

For most foreigners, networking with Chinese can be a little tough. Well, thanks to a question we posted on LinkedIn Answers, we’re hoping to make things a little clearer. In brief:

They’re not that different

People often get so caught up in the differences that they fail to see the similarities between Chinese and western cultures. Just be yourself and don’t worry about skipping across the cultural minefield. Just as most of us would go easy on any local who made a social faux pas without knowing, local Chinese aren’t going to bite your head off if you accidentally put your foot in it. Read the rest of “What the Chinese Want You to Know about Networking” or post a comment

By Elaine Winters

Are you responsible for preparing print, interactive electronic or visual materials for a client base that is marketing, selling or teaching to other parts of the world?

Those questions and the answers apply to everyone. In a global economy, these are equal-opportunity challenges.

It is becoming increasingly necessary for those who are responsible for the transmission and interpretation of information to educate themselves about what is expected in different cultures.

As you already understand, educating ourselves about other people means much more than knowing how to order the appropriate dish in a restaurant when entertaining clients from out of town.

Moving around the world professionally — virtually or physically — is a wonderful personal expansion tool; it can become far more productive when coupled with genuine cross-cultural interest. As always, the devil is in the detail.

If you are fortunate enough to be working in a Read the rest of “Headed for China? Cultural Considerations” or post a comment