David C. Price

The Master Key to China

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    Katya Rudnykhas quoted3 years ago
    the other hand, giving face is highly recommended, and this can be achieved through such simple means as complimenting a city for its modernity, admiring some local cultural exhibit or architecture, and by making concessions before, during and often after negotiations. If you adopt a tough, take-it-or-leaveit approach in China, you are unlikely to succeed.
    Katya Rudnykhas quoted3 years ago
    Better than that, he possesses the talents of a skilled negotiator and mediator.
    Александр Нечаевhas quoted4 years ago
    Rather than try to learn Chinese in any depth at first, pick up some simple local phrases and expressions that can be dropped into conversation as an ice-breaker: such as normal courtesies and greetings, as well as an occasional sayings that everyone will recognise.
    Александр Нечаевhas quoted4 years ago
    Remember the essential ‘4 Ps’ of doing business in China, and remind yourself of their importance every day:
    •Patience: Remember that credibility and trust are key in China and they cannot be built overnight or even in a couple of years.
    •Presence: Be there on a regular basis, always contactable in person, the face and the presence of your company.
    •Presentation: Tailor your behaviour, communications and personal branding to your Chinese audience.
    •Perspective: Look at things from the viewpoint of someone with another background, in a different business, social and religious culture to your own.
    Александр Нечаевhas quoted4 years ago
    Don’t get involved in any political discussion or comments about the government (you don’t always know who is at your table or the next).
    Александр Нечаевhas quoted4 years ago
    I recently heard a senior trade official from the West say on return from China, ‘you have to go back to being a child: inquisitive, curious, watching and learning, play-acting and role-playing.’ That’s exactly the mind-set.
    Александр Нечаевhas quoted4 years ago
    To succeed in China, you must have a team that understands China’s business culture and can work successfully within that culture. Your business in China will depend on the ability of your team to develop effective guanxi relationships with Chinese partners, colleagues and employees.
    Александр Нечаевhas quoted4 years ago
    As a speechwriter, I learned never to write exactly the same speech or presentation to be given in Tokyo or Kuala Lumpur, Seoul or Singapore. The same is true of China and its vastly different cities and provinces. The local context not only adds flavour to a speech, but it also determines whether the speech is successful or not.
    Александр Нечаевhas quoted4 years ago
    However, quite often the opposite is true. In China, it’s important not to be lulled into a false sense of complacency by this aspect of Chinese culture, and you should keep in perspective the compliments paid by your Chinese counterparts.
    Александр Нечаевhas quoted4 years ago
    If the person you hired because of their guanxi moves on, so does the relationship. You will have to begin again with someone new and, if you are replaced, that new person will have to build guanxi relations once again from scratch. The connection is exclusively between you and another Chinese person, not between corporations, government departments, subsidiaries or branches.
    Александр Нечаевhas quoted4 years ago
    An understanding of guanxi in Chinese culture is an essential requirement for both doing business in China and with Chinese business people you meet online or in your home country. The problem is to know what guanxi really means
    Александр Нечаевhas quoted4 years ago
    As a general rule, play safe and be conservative, with suits, ties and tie-up shoes for men, and unrevealing semiformal suits and dresses for women. A business meeting, lunch or dinner or even drinking coffee together tends to be rather formal, at least at the outset, with handshakes, an exchange of business cards, discreet inspections and elaborate courtesies about who is paying (usually the host), and so on.
    Александр Нечаевhas quoted4 years ago
    Mainland Chinese have a strong sense of humour when they feel comfortable in a relationship. Be prepared to laugh at yourself when you have overcome the first hurdles
    Александр Нечаевhas quoted4 years ago
    In accordance with Chinese business protocol, enter the room in order of seniority with the most senior person going ahead first. The Chinese will immediately identify that person as the leader of the group
    Александр Нечаевhas quoted4 years ago
    . Social and workplace etiquette in China includes forms of address, where you must sit, to whom you can talk and in what manner
    Александр Нечаевhas quoted4 years ago
    ’t write comments on anyone else’s business card in their presence, such as when the client is available, next meeting, mobile number, etc., since this is equivalent to writing on their face.
    Александр Нечаевhas quoted4 years ago
    Confidence, local knowledge and long-term intentions are essential to building a successful business in China. That is a central message of this book.
    Александр Нечаевhas quoted4 years ago
    Generally speaking, in Chinese business the question of the deal (the ‘offer’), the potential profits, the possible transaction, the organisation you represent, even the win-win benefits of a proposal will be considered as secondary to the question of whether your Chinese counterpart will feel comfortable do
    Александр Нечаевhas quoted4 years ago
    Companies that rotate their staff in their China offices, or their senior executives, will often find that the relationships have to be formed all over again.
    Александр Нечаевhas quoted4 years ago
    one will expect you to be perfectly aware of Chinese etiquette, and your simple mistakes will often be indulged with humour. The important thing is to show that you are making some effort to understand and to fit in.
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