Chinese Business Culture
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Transcript of Chinese Business Culture
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By Yimeng Wang
March 22,2010
Chinese Business Culture
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Thinking and Behaving Patterns
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Thinking and Behaving Patterns
Communication
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Thinking and Behaving Patterns
Self
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Thinking and Behaving Patterns
Dignity in hierarchy &Face(MianZi)
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Thinking and Behaving Patterns
Solve Conflicts
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Thinking and Behaving Patterns
Party
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Thinking and Behaving Patterns
Expression of honesty, No
Problem
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Thinking and Behaving Patterns
Relationship(GuanXi)
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GuanXi
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GuanXi vs. Relationship
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Foundation of Business
Culture
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Foundation of Culture
Knowledge Seeking vs. Rules Obeying
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ConfucianismComplex system of moral, social,political, philosophical, and quasi-religious thought.
Doctrine of the meanNeither conservative nor
aggressive
Hierarchy & OrderInterest of collectivity is higher
than that of individual
Social HarmonyEvery individual should know his
/ her place in the social order andplay his / her part well.
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Confucius Quotes What you do not wish for yourself, do not do to others".
A person who follows the way of heaven avoids extremes
and remains in harmony with others.
A gentleman blames himself, while a common man blames
others Repay kindness with kindness, but repay evil with justice
A great person seeks to be slow of speech but quick of
correct action.
A wise person is one who knows and understands others. A good person is one who loves others.
Fist put yourself in order, then be sure you act justify and
sincerely toward others. Then you will find happiness.
The superior person thinks of virtue, the small personthinks of comfort.
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Taoism
3 Jewels: Compassion,moderation, and humility
Linkage between people andnature
Health and longevity
Wu Wei(non-action)
Yin & Yang
--The old man lost his horse, butwho knows if this is bad luck.
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Taoism
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Sun Tzu The Art of War To win one hundred
victories in one hundredbattles is not the acme ofskill. To subdue theenemy without fightingis the acme of skill.
Thus, what is of supremeimportance in war is toattack the enemysstrategy; Next best is todisrupt his alliances; The
next best is to attack hisarmy; The worst policy isto attack cities. Attackcities only when there isno alternative.
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Sun Tzu The Art of War
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The Thirty-Six StratagemsWinning Stratagems Chaos Stratagems Attacking StratagemsDeceive the heavens to cross the ocean Remove the firewood from under the pot Stomp the grass to scare the snake
Besiege Wi to rescue Zho Catch a fish while the water is disturbed Borrow a corpse to resurrect the soul
Kill with a borrowed knife Slough off the cicada's golden shell Entice the tiger to leave its mountain lair
Leisurely await for the labored Shut the door to catch the thief In order to capture, one must let loose
Loot a burning house Befriend a distant state while attacking a
neighbor
Tossing out a brick to get a jade gem
Make a sound in the east, then strike in
the west
Obtain safe passage to conquer the State
of Guo
Defeat the enemy by capturing their chief
Enemy Dealing Stratagems Proximate Stratagems Defeat Stratagems
Create something from nothing Replace the beams with rotten timbers The beauty trap
Openly repair the gallery roads , but
sneak through the passage of Chencang
Point at the mulberry tree while cursing
the locust tree
The empty fort strategy
Watch the fires burning across the
river
Feign madness but keep your balance Let the enemy's own spy sow discord in
the enemy camp
Hide a knife behind a smile Remove the ladder when the enemy has
ascended to the roof
Inflict injury on one's self to win the
enemy's trust
Sacrifice the plum tree to preserve the
peach tree
Deck the tree with false blossoms Chain stratagems
Take the opportunity to pilfer a goat Make the host and the guest exchange
roles
If everything else fails, retreat
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The Thirty-Six Stratagems
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Systematic Overview
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Chinese Business Etiquettes
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Chinese Business Etiquettes
Handshake
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Chinese Business Etiquettes
Business Card and Form ofAddress
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Chinese Business Etiquettes
Presenting Gifts
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Chinese Business Etiquettes
Table manners
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Chinese Business Etiquettes
Meeting Protocols Punctuality Conference room not office foreign delegation leaders enter room first Designated seats Start with company background PPT Good interpreter, simplify words
Restate meeting accomplishment in theend Be patient at pauses Give face to your counterpart
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Chinese Business Negotiation
Style
Maoist Bureaucratsin learning
Sun Tzu-like
StrategistsConfucian
Gentlemen
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10 Golden Rules
Everything is possible. Nothing is easy.
Patience is the essence of success.
You dont understand our country means they
disagree. Signing a contract means the beginning of the real
negotiation
Chinese are slow to decide, but stick to the decision
once made
See what they see, feel what they feel.
When you are optimistic, think about Rule No 2.
When you are discouraged, think about Rule No. 1.
Getting things done is easy, dealing with people is
hard.
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Thank you !