1. Chinese Business Communication, Culture and Etiquette Huihan Yang Jykes 23.02.2010

2. China in a nutshell History West meets East Roots of Chinese culture National charicteristics Chinese logic Business culture Business Etiquette in China Chinese expectations towards foreigner Contents

5. Chinese History IMPERIAL (221 B.C.E. – 1911) 221 B.C.E. The first unified Chinese state --- Qin was established by Qin Shi Huang "First Emperor" Followed by: Han Dynasty, Three kingdom, Jin Dynasty, Sui Dynasty, Tang Dynasty, Song Dynasty, Yuan Dynasty, Ming Dynasty, Qing Dynasty

6. Chinese History MODERN: 1912- 1912-1949 Republic of China –Sun Yat-sen, Nationalist Party 1937-1945 Sino-Japanese War 1947-1949 Civil War Mao Tsetung Deng Xiaoping 1st Oct 1949 People’s republic of China was found 1978 Economic Reforms carried out by Deng Xiaoping

7. Expressing Opinions West meets Easts ------ Liu Yang

8. Human Relation West meets Easts ------ Liu Yang

9. Life Style West meets Easts ------ Liu Yang

10. Party West meets Easts ------ Liu Yang

11. In Restaurant West meets Easts ------ Liu Yang

12. Fashion West meets Easts ------ Liu Yang

13. Handling Problem West meets Easts ------ Liu Yang

14. Leader West meets Easts ------ Liu Yang

15. The Roots of Chinese Culture Confucius (and Confucianism) moral cultivation importance of interpersonal relationships family orientation respect for seniority and hierarchy pursuit of harmony and avoidance of conflict and the concept of face Lao Tzu (the Tao Te Ching --- Taoism) Tao --- “the Way” --- the general law of nature The balance of Yin and Yang --- middle ground or compromise

16. Chinese National Characteristics patience sophisticate industry pacifism contentment

17. Chinese logic "logic" versus “common sense” Reasonableness“ ------ Qing li –Qing, or human nature, –li, or eternal reason Reasoning VS Reasonableness

18. Chinese Business Culture The Focus on Relationship –The time isn't as important as the terrain, but the terrain isn't as important as the support of people. ------The Art of War, chinese military strategist Sun Tsu Respect for Hierarchy Expectation of Reciprocity –Confucius said: “Do not do unto others what you do not want others to do unto you.” –guanxi

19. Chinese Business Culture Face-saving Trust and Ethics Patience and Tolerance –“A man who cannot tolerate small ills can never accomplish great things” The Dominance of State-Owned Enterprises Different motivations Money or security? Choose the right person!

20. Chinese Communication One of the most sophisticated and complicated Understand the true meaning or words Indirectness

21. Chinese Rules of Communication The goal of Western culture is to discover knowledge; the goal of Chinese culture is to have stable, harmonious relationships between people. –Western rules value clarity and efficiency –Chinese value harmony and politeness Try not to disagree openly Don’t ask people who is senior than you difficult questions Communicate negatives in an indirect way Don’t do anything disturb the harmony Being polite rather than clear

22. Business Etiquette in China The initial approach –business relationship is based on another business associate recommendation –it is common today for cold calls and direct contacts –status match each other

23. Meeting Meeting Etiquette: –handshakes are the most common form –the leader/ oldest is always greeted first –business cards are exchanged after the initial introduction –hold the card in both hands when offering it or receiving it –examine a business card before putting it on the table next to you or in a business card case –Welcome speech Conversation with the interpreter before the meeting Bring your own interpreter

24. Dining Etiquette Follow the seating arrangement, especially in northern China Learn to use chopsticks, but don’t need to try hard The host begins eating first Pace yourself as dish will come to table one by one over a period There are no strict rules about finishing all the food in your bowl. After Dinner Entertainment karaoke or Sauna bills will be picked up by host Drinking with Chinese Chinese are big drinkers especially in Northern and Western China Chinese liquor --- baijiu Never, ever challenge a Chinese into a drinking contest.

26. Gift Giving Etiquette Do not give scissors, knives or other cutting utensils. Do not give clocks, they are associated with funerals and death. Always present gifts with two hands. Make sure the senior people get a better gift or at least gifts perceived to have a higher value than their junior staff Expect to receive gifts from the Chinese, especially Chinese art products. It is polite not to refuse, especially if it is not of too high a monetary value.

27. Seniority Seniority is very important to the Chinese Address chinese by his title with surname When giving out namecards or brochures, make sure you start with the most senior person Controversial Issues Try to avoid political topics such as Taiwan issue, Mao Tse Tung, Japanese people You’d better not praise Shanghai in front of natives of Beijing and vice versa

28. But I’m Not Chinese Chinese don’t expect you to be Chinese. I can’t speak Chinese how do you use chopsticks? I don’t like rice when do I give the gifts? where should I sit? Do I have to drink tea?

29. Chinese Expectations –Westerners are judged by a different standard –Respect and honest effort –Attitude is important!

30. Summary Harmony with partner Relationship building Get used to the way of chinese communication Respect and honest effort Business is business, you don’t need to change so much!

31. Thank you very much! Huihan Yang Email: Huihan.yang@jykes.fiHuihan.yang@jykes.fi