Do the Chinese really lose face?

Do the Chinese Really Lose Face?

A speech about conflict management for the IHK Frankfurt/Germany

26. November 2009 China Partner / Daniela Fehring 2

Cross-cultural Differences


Cross-Cultural Facts

Task & contract most important

Long term

Structured

Planned

Human being & trust most important

Short term

Flexible

Trial & Error


Cross-Cultural Questions

When discussing and coming to agreements, it’s better to ask yourself:

1. Did we understand each other correctly? Did I make myself understood?

2. Are the perceptions of what we will do the same?

The Hierarchical System of the Chinese

THE FIVE RELATIONSHIPS

Emperor

Subject

Father

Son

Older Brother

Younger Brother

Husband

Wife

Friend Friend

Power/Role Model Loyalty/Obedience

26. November 2009 5 China Partner / Daniela Fehring


Every Society Has Different Rules

The most interesting question is not, what strengths and weaknesses a company, culture or society has, but how

they manage these strengths and weaknesses.

In China the hierarchical structure is accepted, but that doesn’t mean that every Chinese loves it

or behaves according to it.

If you want to „survive“ in China however – and be successful – you’d better learn how to deal with it

in order to achieve your targets. One way to manage hierarchy is to establish „guanxi”.


Guanxi or the Chinese Way of Networking

Real guanxi need time to grow. They consist of reciprocity, concrete support and good emotions.

The services you get are free of charge.

Business Guanxi in contrast exist just for the reason of a deal (or several). They don’t involve true positive feelings, which means that you might have to pay a “certain fee” for it.

The rules of collaboration have to be negotiated between both parties.


What is a Real Conflict?

Fact level ≠ Conflict



„confligere“ =

„to collide with someone“, „to clash“.




Glasl‘s Definition of Conflict

An interaction between two or more people is only then a conflict, if

the parties involved are dependent from each other

an incongruity occurs, which at least one party perceives as emotional infringement,

a request, a need or expectations were not fulfilled, a commitment or values were breached or the self-esteem was undermined.

In China, an Additional Aspect Comes into Place: the Face

plays a role when at least 3 persons are involved

is depending on the hierarchical position

comes from the question „How am I seen by the others if I say / do the following?“

In Switzerland, we have bank accounts, in China, they have face accounts


26. November 2009 13

Worldwide Conflict Pattern in Comparison

CONFORMITY = Conflict Avoidance

Laws/Rights/Rules

Breach of rules

Authority / Institution imposes sanctions

HARMONY = Conflict Tolerance

Balancing of different interests

Imbalance

Compensation through intermediary, who has good relations with all

parties involved

PLURALISM = Conflict Competence

Clarification + Compensation /

Solution

One party inapt / unwilling

Compromise through neutral mediator

China Partner / Daniela Fehring


Handling of Small Conflicts

GERMANS

Name the conflict

Justify their actions, dramatize, show consequences,

or apologize

Insist on clarification

„it’s a matter of principle“

CHINESE

Ignore

Minimize, adapt, emphasize the

common ground

Stress the positive aspects

„more and more positive“



Escalation in Comparison

GERMANS

Verbal refusal, rejection

To ridicule the other person

Use of irony and cynicism

Attack, use of lawyer or going to court– return to discussion

difficult, but possible

CHINESE

Withdrawal, pull-out

Neutralize, to sideline someone

(Rescue still possible through intermediary)

Open aggression, collective „war“

without possibility of return!



What Can you Do in China?

If you are losing your temper, think twice: are you in the right position to take someone’s face? As a customer/boss, you can blame others,

but NOT as a supplier or employee

First of all: Think of giving face!

Other measures that help...

If you have taken someone‘s face,

there are many strategies to establish the relationship again!

If you tell me your story, I’ll give you advice.

If a conflict evolves, think about a step by step approach =

- not too many topics at the same time + time for listening

- if there is too much tension, „slacken the reigns“,

- or change the platform

- or postpone the discussion.



Do the Chinese Really Lose Face?

If you want additional information / advice

contact me at

www.china-partner.de

[email protected]