{"id":9897,"date":"2014-12-17T13:07:13","date_gmt":"2014-12-17T12:07:13","guid":{"rendered":"http:\/\/www.targettraining.eu\/?p=9897"},"modified":"2018-06-06T12:29:33","modified_gmt":"2018-06-06T10:29:33","slug":"building-business-relationships-chinese","status":"publish","type":"post","link":"https:\/\/www.targettraining.eu\/de\/building-business-relationships-chinese\/","title":{"rendered":"Building business relationships with the Chinese"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-a8w6c9-0be1495921b93a54f57b7e11a70b370e\">\n#top .hr.hr-invisible.av-a8w6c9-0be1495921b93a54f57b7e11a70b370e{\nheight:20px;\n}\n<\/style>\n<div  class='hr av-a8w6c9-0be1495921b93a54f57b7e11a70b370e hr-invisible  avia-builder-el-0  el_before_av_two_third  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<p><strong>One of the companies where I train recently opened a plant in China, so doing business with Chinese people has become a topic of great interest for a lot of the participants in my training program. Some of these participants recently had the chance to attend an intercultural training session that highlighted some of the key differences between German and Chinese business people. As this topic is also useful for me as a Business English trainer, I asked for the highlights of the training. While there were many more interesting points, these stood out the most:<\/strong><\/p>\n<div  class='flex_column av-8grd21-0140c0322431b5793731c5722128f0a9 av_two_third  avia-builder-el-1  el_after_av_hr  el_before_av_one_third  first flex_column_div  '     ><h2>Age<\/h2>\n<p>While this is a broad generalization, Chinese people can roughly be split into three categories: those born before 1950, those born before 1980 and those born after 1980. Most of us will likely have no business contact with older Chinese people, but the cultural distinction between those born before and after 1980 can be significant. A person born before 1980 is more likely to have traditional Chinese attitudes to certain business topics. These can include giving more respect to older people over those younger \u2013 regardless of experience, emphasizing consensus over making decisions quickly to avoid anyone \u201closing face\u201d. The younger generation, however, has generally had much more exposure to other cultures \u2013 through the internet, movies and other media. This will frequently mean that they are more likely to react in the same way a young person from the US, Germany, France etc. might react.<\/p>\n<h2>Yes and no<\/h2>\n<p>Another generalization is that Chinese people \u201cnever say no\u201d when doing business. While this obviously isn\u2019t true, it might be helpful to keep in mind that the words \u2018yes\u2019 and \u2018no\u2019, which are very straightforward for those of us from many European backgrounds, can be used differently by our colleagues, customers or suppliers from China. Here are some quick equations:<\/p><\/div>\n<div  class='flex_column av-qappl-11aa3d506c56dc33b8180f9d2e4f2b2e av_one_third  avia-builder-el-2  el_after_av_two_third  el_before_av_hr  flex_column_div  '     ><p style=\"text-align: left\"><div  class='hr av-55sqo9-0ad2a81f6a12581f29aaff73b7257ac4 hr-short  avia-builder-el-3  el_before_av_hr  avia-builder-el-first  hr-left'><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p>\n<h3 style=\"text-align: left\"><strong>Are you looking for cultural insights?<\/strong><\/h3>\n<p style=\"text-align: left\">Read the other articles in our Intercultural series:<\/p>\n<ul>\n<li style=\"text-align: left\"><a href=\"https:\/\/www.targettraining.eu\/de\/british-handle-difficult-questions\/\" target=\"_blank\">How the British handle difficult questions. <\/a><\/li>\n<li style=\"text-align: left\"><a href=\"https:\/\/www.targettraining.eu\/de\/business-dutch-way\/\" target=\"_blank\">Doing business the Dutch way<\/a><\/li>\n<li style=\"text-align: left\"><a title=\"Keys to doing business with India\" href=\"https:\/\/www.targettraining.eu\/de\/keys-business-india\/\">Keys to doing business with India<\/a><\/li>\n<\/ul>\n<p style=\"text-align: left\"><em>Do you have specific questions about how to deal with international colleagues or partners? Or, have you gained cultural insights through your work in different countries? Let us know!<\/em><\/p>\n<p style=\"text-align: left\">More about our <a href=\"\/?page_id=3260\">intercultural seminars<\/a> or the <a title=\"Intercultural Awareness Profiler (IAP)\" href=\"\/?page_id=4525\">IAP<\/a>.<\/p>\n<p style=\"text-align: left\"><div  class='hr av-4r16vd-e891a38235493034e5ff03f69f1a7028 hr-short  avia-builder-el-4  el_after_av_hr  avia-builder-el-last  hr-left'><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-247hcp-be6db224968a563c35665d09287b9bb7\">\n#top .hr.hr-invisible.av-247hcp-be6db224968a563c35665d09287b9bb7{\nheight:10px;\n}\n<\/style>\n<div  class='hr av-247hcp-be6db224968a563c35665d09287b9bb7 hr-invisible  avia-builder-el-5  el_after_av_one_third  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<h3><strong>\u201cYes\u201d + concrete days, times and details = <em>yes<\/em>.<\/strong><\/h3>\n<p>Keep in mind, however, that unless you are speaking to the CEO of a company, it is likely that any important decisions will only be made after consultation with other stakeholders in the company. Pressuring someone for concrete details, promises or a definitive \u201cyes\u201d can put them in a difficult situation and any \u201cpromise\u201d you force from them may well be negated by someone further up the hierarchy. Likewise an agreement that has been made without the consent of the bosses further up the line may not be considered binding as it was made without consulting them.<\/p>\n<h3><strong>\u201cYes\u201d + phrases like, \u201cI\u2019ll see what I can do,\u201d \u201cI\u2019ll speak to my manager,\u201d or \u201cI\u2019ll have more information for you later\u201d = <em>maybe<\/em>.<\/strong><\/h3>\n<p>For many cultures, including the Chinese, saying \u201cno\u201d can be considered impolite or an admission that you are unable to help the person asking. For this reason, a \u201cyes\u201d or \u201cmaybe\u201d is often qualified with another phrase allowing the respondent to avoid making promises he can\u2019t keep.<\/p>\n<h3><strong>\u201cMaybe\u201d, \u201cIt\u2019s possible\u201d = \u201cI don\u2019t know\u201d or \u201cno\u201d.<\/strong><\/h3>\n<p>In some situations, it can be difficult for any of us to say \u201cI don\u2019t know\u201d. This seems to show a lack of knowledge or authority on our part \u2013 and in certain types of social or business interaction, we don\u2019t want to give that message. In Chinese culture, the situations where this happens can be different to many European cultures but the reaction is still the same. Forcing the respondent to admit they don\u2019t know or that they don\u2019t have the authority to make that decision will be embarrassing to them and may cause resentment which, in the long run, will be bad for you.<\/p>\n<h2>High context and low context communication<\/h2>\n<p>An example of a high context sentence might be, \u201cCould we open the window?\u201d An example of a low context sentence might be, \u201cYou smell bad.\u201d Low context communication, or the \u201cdirect approach\u201d, can make Westerners appear clumsy and unsophisticated, or even impolite to their Chinese counterparts. This can also come across in what might seem to a European or American to be a simple statement, e.g. \u201cYou have to do <em>x<\/em>\u201d. \u201cThat\u2019s wrong\u201d or \u201cYou can\u2019t do that\u201d. When you are writing an email or speaking to a Chinese person (or any other culture for that matter), listen to the phrasing they use and word your requests, suggestions and advice in a similar way.<\/p>\n<h2>More intercultural<\/h2>\n<p>The information presented above barely scratches the surface of the cultural differences that we can be faced with when working with Chinese counterparts. However, it highlights some key things we can think about when it comes to building business relationships with the Chinese. It also, hopefully, minimizes misunderstandings.<\/p>\n<p>If you are interested in learning more, take a look at these blog articles:<\/p>\n<ul>\n<li><a title=\"Achievement vs Ascription in Business\" href=\"https:\/\/www.targettraining.eu\/de\/achievement-vs-ascription-in-business\/\">Achievement vs. ascription in business<\/a><\/li>\n<li><a title=\"Intercultural Training: Individualism, Communitarianism and the Toilet Brush\" href=\"https:\/\/www.targettraining.eu\/de\/intercultural-training-individualism\/\">Individualism, communitarianism and the toilet brush<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>One of the companies where I train recently opened a plant in China, so doing business with Chinese people has become a topic of great interest for a lot of the participants in my training program. Some of these participants recently had the chance to attend an intercultural training session that highlighted some of the [&hellip;]<\/p>\n","protected":false},"author":34,"featured_media":4860,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":""},"categories":[93],"tags":[25],"class_list":["post-9897","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-intercultural-2","tag-intercultural"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Building business relationships with the Chinese | Target Training GmbH<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.targettraining.eu\/de\/building-business-relationships-chinese\/\" \/>\n<meta property=\"og:locale\" content=\"de_DE\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Building business relationships with the Chinese | Target Training GmbH\" \/>\n<meta property=\"og:description\" content=\"One of the companies where I train recently opened a plant in China, so doing business with Chinese people has become a topic of great interest for a lot of the participants in my training program. 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