CHINACULTURAL AWARENESS WORKSHOP

Fluffy Orange PR

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WELCOME

On the agenda

•China’s Cultural Background

•Values and Authority

•Nonverbal behaviour

•Negotiation styles

The importance of Cultural Awareness

“Without awareness of the nature of differences between cultures, we tend to measure others

against our own cultural standards. “(181)

http://arts.brighton.ac.uk/study/humanities/globalisation

The way people from the USA write a letter is totally different to the structure Korean people would use.

Conversation rules differ between European countries. The Japanese use common sense methods in management more

than in North America where they use more quantification in management.

Cultural differences

Different, cultures- Different meanings

The employees from the local area in China, would use the word “please” less and less as they communicate more often with the same people.

They do this because the word is seen as formal and distant.

British employees, could perceive this as rude.

Using this workshop to inform the participants of these differences, creates a mutual understanding

Geert Hofstede

Agrarianism Morality

Pictographic language

Wariness of strangers

Roots of Chinese culture

Graham & Lam (2003:3-4)

Non-verbal Communication

Differences

US¤ Individualistic¤ Gender equality¤ Liberal

China¤ Collectivist¤ Masculine¤ Conservative

Chinese behaviour

NOT a touch-orientated society

NO apologies are usually offered

Greet bowing Shaking hands is

used only between socially equal people

Tips

“OK” sign = Thank You Winking is considered rude in China Asian people may smile when they feel uncomfortable, embarrassed or sad The Chinese point with their whole hand

( finger pointing is rude)

The Chinese beckon with their palms downward.

Don't show emotion when you are angry or mad.

Barriers to intercultural communication

Geert Hofstede – 5 dimensions of cross culture model

US and China are each others contradistinction

China is one of the four BRIC economies and is predicted to be the largest economy in the world by 2020.

Cultural barriers

Differences between China and US High power distance – China Low power distance – US Masculinity values versus femininity values

Strategy for Fluffy Orange

How to avoid the cultural barriers? To be aware of the cultural differences –

which cover everything from the starting approach to expressions during the workshop

To respect the chines communication culture

Values

Success

Materialism

Equality

Trustworthy

Face

Loyalty

Hierarchy

Modesty

Awareness

DANWEIDiligence and Sacrifice

Leaders

Percentage: Impact on employee behaviour

LeadershipInfrastructureFormal Media

America

Low power distance

Individualistic

Feministic

Low un-certainty

avoidance

Short-term orientatio

n

China

High power

distance

Collectivism

Masculinity

High un-certainty

avoidance

Long-term orientatio

n

Cultural Differences

Risks

Authority

Loyalty

Focus

Risk-taking

Protocol

Expectations

Work Ethic

Negotiation styles(Qiatan - chi-ah-tahn)

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The negotiation elements

Personal Connections

The Intermediary Social Status

“Face” or Capital Social

Endurance Interpersonal Harmony

Holistic thinking Thrift 23

Do not be in too much of a hurry to get things done. Do not see only petty gains. If a man hurries too much, things will be done well or thoroughly. If he sees only minor advantages, nothing great is achieved.

(Confucius)24

The Pre-Negotiation process

Small talk

Banquets

Show considerat

ion

Signing the

contract

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How they approach the

negotiation process

Quick meetings

Informal

Make cold calls

Aggressive

Impatient

Forging ‘ a good deal’

Long courting process

Formal

Draw on intermediaries

Questioning

Enduring

Forging a long-term

relationship

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Recommended tactics during negotiations

1. Ask questions2. Show endurance3. Show patience

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