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Business communication in Chinese culture When talking, maintain good posture and a quiet voice. Some Chinese will look others in the eyes, while some will not. Lowering the eyes is considered a sign of respect; direct eye contact may be considered too personal or even rude. The Chinese generally do not like being touched by strangers. Chinese are typically modest; in China one should always exhibit a humble spirit and never boast or exaggerate one’s abilities. The Chinese believe humility to be a virtue; they will also investigate one’s claims. Excessive hand gestures and facial expressions while communicating are not common.• Chinese business negotiations nevertheless continue to be heavily influenced by the peoplecentric • philosophies of Confucius and Lao Tzu, and their core values of collectivism, honor, respect, • obedience, and harmonious relationships. China’s unique guo qing adds another layer of complexity • to negotiating behavior by shaping the decision-making process politically and setting the tone for • doing business with foreigners. The western business practices admitted through China’s open doorhave paved the way for smoother communication during business negotiations, albeit sometimes constrained by conflicting concepts or values.
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MINISTRY OF EDUCATION OF UKRAINETERNOPIL NATIONAL ECONOMIC UNIVERSITY
UKRAINIAN-DUTCH FACULTY OF ECONOMICS AND MANAGEMENT
Business Communication and Organizational Behavior Department
Business CommunicationIndividual Task
International aspects of negotiations in China
Group:MAUN-41Student’s Name:
Roksolana ZelinskaTernopil – 2014
Chinese negotiators are more concerned with the means than the end, with the process
more than the goal
Roksolana Zelinska
AGENDA• Communication style• The initial approach• Office Protocol• Negotiation Styles• Business relationship in China• Women in the workplace• Controversial Issues in China• Gifts and presents• Corporate Hierarchy• Survival Tips• Always keep in mind• Summary
Roksolana Zelinska
Communication style
o Chinese are typically modesto In China one should always exhibit a humble spirit and never
boast or exaggerate one’s abilitieso The Chinese believe humility to be a virtueo they will also investigate one’s claimso Excessive hand gestures and facial expressions while
communicating are not common
Roksolana Zelinska
The initial approach
• Chinese business contacts are mostly referrals
• Address a person using his or her family name only
• Business interactions between men and women are reserved
Roksolana Zelinska
Office protocol
• Conservative suits for men with subtle colors are the norm
• Women should avoid high heels and short sleeved blouses. The Chinese frown on women who display too much
• Subtle, neutral colors should be worn by both men and women Casual dress should be conservative as well
• Men and women can wear jeans. However, jeans are not acceptable for business meetings
Roksolana Zelinska
Office protocol
Roksolana Zelinska
Negotiation style
In China, personal relationships are greatly valued and foreignbusinesspersons should expect the purpose of the initial meetingsto be merely for potential business partners to becomeacquainted and foster a relationship. The first meeting is usuallyvery formal, with the Chinese sizing up the other party andorganization. No decisions will be made at the table, but copiousamounts of information must be provided
Roksolana Zelinska
Negotiation style
With regard to negotiating the best deal possible, it is in theforeign businessperson’s best interest to pursue multiple partnersand to let the companies know there are others in competition forthe business. This practice is common in China; not following it willgive the Chinese the impression the individual is not a savvybusinessperson
Roksolana Zelinska
Business Relationship in China
• Chinese business relationship inevitably becomes a social relationship after a while.
• The more you share your personal life, including family, hobbies, political views, aspirations, the closer you are in your business relationship.
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Women in the Workplace
Mao Zedong once said “women can hold up half the sky,” and this has had a great influence on Chinese society. Officially, women have the same rights as men in the workplace, and the Communist Party has promoted the message that gender makes no difference in business.
Roksolana Zelinska
Controversial Issues in China
1. You must not mention that Taiwan is an independent state or a country.
2. You must NEVER praise the Japanese or be seen to be good buddies with them
3. You can condemn Mao Tse Tung but avoid criticizing Deng Hsiao Ping
4. You must not praise Shanghai in front of natives of Beijing and similarly vice versa
Roksolana Zelinska
Gifts and Presents
Unlike earlier days when China was very poor, gifts, especially of Western origin was especially appreciated. Today, China produces and imports almost anything imaginable and gifts
are no longer a novelty
Roksolana Zelinska
Corporate Hierarchy / Boss and Subordinate Relations
The decision-making system usually works from the top down, with key decisions often coming from individuals in high positions of power. There are formal and informal networking opportunities, but generally, access to power is what determines action. This is important to note when attending any kind of company meeting. People will enter meeting rooms and other functions in hierarchical order. Often, in the Chinese workplace, employees will not voice an opinion until the opinion of the superior is known. A good subordinate follows his boss’s lead, for better or worse, and contradicting the boss in any circumstance must be done with great diplomacy and tact
Roksolana Zelinska
Seniority is important in China
Seniority is very important to the Chinese especially if you are dealing with a State owned or government body. Instead of addressing the other party as Mr or Mrs, it is always appropriate to address the other party by his designation eg. Chairman , Director or Manager.
When giving out name cards or brochures, make sure you start with the most senior person before moving down the line. When giving out a name card or receiving one, ensure that you are stretching out with both hands with the card. Remember to face the card you are giving out in a manner such that the recieving party gets it facing him correctly.
Tips: In China, it is assumed that the first person that enters the room is the head of the group
Roksolana Zelinska
Survival Tips
• Bring a large supply of business cards
• Compliment someone in front of their boss and colleagues is an easy way to win points
• Do not try too hard to "go Chinese"
Roksolana Zelinska
Learn a few words of Chinese
• Hello Thank you
ni hao xie xie
• Hello (honorific) Cheers (toast)
nin hao ganbei
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Always keep in mind
• Smile
• Be Professional
• Giving Face
• Keep learning beyond the “classroom”
• Make friends
(you can make friends via SNS online platforms: renren, QQ, sina
twitter etc.)
Roksolana Zelinska
Summary
• Chinese business negotiations nevertheless continue to be heavily influenced by the peoplecentric
• philosophies of Confucius and Lao Tzu, and their core values of collectivism, honor, respect,
• obedience, and harmonious relationships. China’s unique guo qing adds another layer of complexity
• to negotiating behavior by shaping the decision-making process politically and setting the tone for
• doing business with foreigners. The western business practices admitted through China’s open door
• have paved the way for smoother communication during business negotiations, albeit sometimes
• constrained by conflicting concepts or values
Roksolana Zelinska
Useful Recourses
• Magazines: TimeOut Beijing, Timeout Shanghai- lifestyle, cuisine, Cultural events
• Newspaper: Modern Weekly- News, Fortune, Cultural, City Life, Fashion
• TV CCTV9-International News, classic Chinese cultureICS ( International Channel Shanghai)
- local news, lifestyle
• http://www.goinglobal.com/
• http://ices.dhu.edu.cn/Category_57/Index.aspx?gclid=CjwKEAiAqMajBRCdjejki6yjuDwSJACQeVukrQCdm46rzW1CUMcR69YYlwy8IZSTj4ZZo8DWKoJhsRoCnIbw_wcB
• http://ices.dhu.edu.cn/Category_57/Index.aspx?gclid=CjwKEAiAqMajBRCdjejki6yjuDwSJACQeVukrQCdm46rznfdjskn6jknks99999999nvklsdmlv0mvli
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• http://www.chinabusinessreview.com/negotiations-chinese-style
• https://hbr.org/2003/10/the-chinese-negotiation
• http://www.globalnegotiationbook.com/John-Graham-research/negotiation-v1.pdf
• http://chinasolved.com/
• http://www.chinalawblog.com/2012/10/how-to-handle-chinese-negotiating-tactics-part-four.html
• http://www.chinalawblog.com/2012/08/how-to-handle-chinese-negotiating-tactics.html
Roksolana Zelinska
Thank you for attention
感謝您的關注