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
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Cross-Cultural Facts
Task & contract most important
Long term
Structured
Planned
Human being & trust most important
Short term
Flexible
Trial & Error
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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
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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”.
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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.
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What is a Real Conflict?
Fact level ≠ Conflict
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What is a Real Conflict?
„confligere“ =
„to collide with someone“, „to clash“.
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What is a Real Conflict?
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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
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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
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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“
China Partner / Daniela Fehring
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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!
China Partner / Daniela Fehring
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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.
26. November 2009 17 China Partner / Daniela Fehring
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Do the Chinese Really Lose Face?
If you want additional information / advice
contact me at
www.china-partner.de