总览
与许环森先生交流有感 A Walk Along Tianjin’s Eco-City 以包容心接受不同文化思维 到中国经商之路陡峭、崎岖、到处是墙 北京大学突击记 Attitude Matters 2010 回顾通商中国冬令营 我对中国高等教育的反思 Chinese Constitutionalism and Political Structure 给世界的一份中国情谊 The Increasing Economic Importance of Banks in China 关系与围墙 炽热的心 新加坡年轻人应有的自我定位 缘分 豆汁驴打滚那些事儿 2010冬游北京有感 Kudos to Hanban(汉办)Attitude Matters
China – the word itself stirs up the spirit of adventure and feelings of despair for many. The market of 1.3 billion excites many; but it seems everyone had heard of stories starring Chinese “swindlers” or involving cultural mistranslation. And if the cultural and language barriers aren’t enough, foreigners have to deal with unspoken rules of interaction that are as, if not more, important than what is being said.
Much ink and bytes have been used to discuss what a person needs to know when in China. Many articles and guides have been written about the difference between how business is conducted in China and elsewhere. Some of them are illuminating, but I will not add to those discussions. I would, however, put a slightly different spin on things and write about three qualities one ought to have when doing business in China.
Sincerity
Sincerity must be shown in both thought and action. In China, many people subscribe to the idea that one should make friends before talking about deals. This is what people mean when they say that the Chinese are “relationship-oriented”. Good business partnerships are often layered on top of solid relationship, and not on how much money can be made. Some would even give up deals because they feel that the other party isn’t sincere enough.
The “unspoken rules” mentioned above are many, and are manifested motive. For example, Chinese businessmen often give gifts to each other. The intent behind such an act is to show appreciation and thanks for the help the other would have given. The person receiving the gift would understand what the gift meant, because he is familiar with the cultural context. Through such means, a Chinese would be able to show his sincerity easily.
What would a person who is new to China do? I believe that he can show his sincerity if his thoughts and actions are consistent in doing so. The lack of knowledge of the culture may not matter much if the other party is able to feel the sincerity emanating from you. Sincerity would be able to bridge any misunderstanding that may result from a difference in values. Sincerity would also make the Chinese believe that you are a worthy partner for them.
Perceptive Attitude
There are a few levels to what is meant by having a perceptive attitude. The first is that people should know that to understand the Chinese, attention must be paid to what is said and as well as what is left unsaid. The unsaid would reveal a lot about what a person is truly thinking about. That must be considered alongside what he had said to understand his concerns. That would help you in negotiating deals with the Chinese.
Secondly, China is already a major player on the international economic stage. It is at the forefront of global trends. To succeed in China, one must be slightly ahead of the curve in identifying what is going to be important for the next few years. Also, information released by the central government must be analysed and understood in order to know how China intends to ride the wave. Undoubtedly, the most important document is the five-year plan issued. From that, one can know which industries will be encouraged and how China will grow in that period.
Thirdly, one must be able to identify what the “Chinese ways” are. Unless one is lucky to have a mentor, most people will have to grope at the ways of everyday life in China. Foreigners will have to adapt themselves to a “Chinese life”, the “Chinese methods”, and the “Chinese interaction”. Even if someone teaches you some of it, it is impossible to know all of it. This is where being perceptive will help. One must always keep a keen eye out for what is happening. Then, that must be able to understand that act and what it signifies. For example, the Chinese often meet for dinner and drinks even before they discuss a deal. To the uninitiated, that may look like a lack of urgency; however, the act is really to help establish a relationship before talking business.
Perseverance
Doing business in China is undoubtedly tough. To be sincere and perceptive requires perseverance. I believe that perseverance is a value universally acknowledged and only state it to remind all of its importance.
These attitudes are found in abundance in those who are doing well in China. However, to be successful is more than having correct attitudes of mind. Most of you know some of the things it takes to make a good businessman. Just have the correct attitudes and apply yourself diligently in improving yourself and your careers.
Much ink and bytes have been used to discuss what a person needs to know when in China. Many articles and guides have been written about the difference between how business is conducted in China and elsewhere. Some of them are illuminating, but I will not add to those discussions. I would, however, put a slightly different spin on things and write about three qualities one ought to have when doing business in China.
Sincerity
Sincerity must be shown in both thought and action. In China, many people subscribe to the idea that one should make friends before talking about deals. This is what people mean when they say that the Chinese are “relationship-oriented”. Good business partnerships are often layered on top of solid relationship, and not on how much money can be made. Some would even give up deals because they feel that the other party isn’t sincere enough.
The “unspoken rules” mentioned above are many, and are manifested motive. For example, Chinese businessmen often give gifts to each other. The intent behind such an act is to show appreciation and thanks for the help the other would have given. The person receiving the gift would understand what the gift meant, because he is familiar with the cultural context. Through such means, a Chinese would be able to show his sincerity easily.
What would a person who is new to China do? I believe that he can show his sincerity if his thoughts and actions are consistent in doing so. The lack of knowledge of the culture may not matter much if the other party is able to feel the sincerity emanating from you. Sincerity would be able to bridge any misunderstanding that may result from a difference in values. Sincerity would also make the Chinese believe that you are a worthy partner for them.
Perceptive Attitude
There are a few levels to what is meant by having a perceptive attitude. The first is that people should know that to understand the Chinese, attention must be paid to what is said and as well as what is left unsaid. The unsaid would reveal a lot about what a person is truly thinking about. That must be considered alongside what he had said to understand his concerns. That would help you in negotiating deals with the Chinese.
Secondly, China is already a major player on the international economic stage. It is at the forefront of global trends. To succeed in China, one must be slightly ahead of the curve in identifying what is going to be important for the next few years. Also, information released by the central government must be analysed and understood in order to know how China intends to ride the wave. Undoubtedly, the most important document is the five-year plan issued. From that, one can know which industries will be encouraged and how China will grow in that period.
Thirdly, one must be able to identify what the “Chinese ways” are. Unless one is lucky to have a mentor, most people will have to grope at the ways of everyday life in China. Foreigners will have to adapt themselves to a “Chinese life”, the “Chinese methods”, and the “Chinese interaction”. Even if someone teaches you some of it, it is impossible to know all of it. This is where being perceptive will help. One must always keep a keen eye out for what is happening. Then, that must be able to understand that act and what it signifies. For example, the Chinese often meet for dinner and drinks even before they discuss a deal. To the uninitiated, that may look like a lack of urgency; however, the act is really to help establish a relationship before talking business.
Perseverance
Doing business in China is undoubtedly tough. To be sincere and perceptive requires perseverance. I believe that perseverance is a value universally acknowledged and only state it to remind all of its importance.
These attitudes are found in abundance in those who are doing well in China. However, to be successful is more than having correct attitudes of mind. Most of you know some of the things it takes to make a good businessman. Just have the correct attitudes and apply yourself diligently in improving yourself and your careers.