The China Venture
The China Venture The China Venture
in negotiations and communication with your Chinese partner. We should always keep in mind that human beings are individuals all over the world, it doesn’t matter if they come from Germany, Switzerland, Africa, or China. Each person needs to be treated individually. 3.4.2.1 Understanding of Confucianism Chinese philosophy and thought have been influenced greatly by Confucianism. Confucius was born in 551 BC, in what is now called Shandong province, and died in 479 BC. His ambition was to hold a high government office and reorder society through the administrative apparatus. The glorification of Confucius began after his death, and during the Han Dynasty, Confucianism effectively became the state “religion". He aimed to instil a feeling of humanity towards others and respect for oneself, as well as a sense of dignity of human life. Courtesy, selflessness, magnanimity, diligence and empathy would naturally follow. His ideal person was competent, poised, fearless, even-tempered and free of violence and vulgarity. 125 The understanding of Confucianism may help foreigners to understand the Chinese better, particularly during negotiations: • Harmony is the highest goal of action and thought, to maintain it, each person has to seek compromise, not confrontation. • Stability of society is based on unequal relationships. This involves mutually binding obligations. • A family is the prototype of all social organisations. Every person is member of a family or group. • A role played by an individual is more important than the individual. • One must behave in a virtuous manner towards others. Everyone’s “face” must be maintained. 126 Harmony is in the centre of morality, righteousness, relationships, virtue, sincerity and thrift. 125 Storey, 1994, p. 72. 126 Rubensdörffer, 1997. 128
Germany/Switzerland China democratic, "mündig" (i.e. mature) respectful, obedient open-direct communication humble, demeanour-circuitous communication conflict means to clear issues seeking harmony towards all, tenacity Performance-motivated ready to learn and to take up active, self-driven patient, respectable, humble "have fun" thrift, sincerity advantage-driven morally, conscientious analytic-researching seeking synthesis/balance change: challenge, ego stability, tradition, family creative self-development self-discipline, self-sacrifice opinion-oriented evasive-"receiver-oriented" TABLE 3-18: Comparison of Values and Behaviour 3.4.2.2 Guanxi and the importance of family and friends For the Chinese, their family, including extended family and friends is the central unit. All members of the family and friends build a society network which can extend all over the world. This networ k, also called "guanxi", is based on personal loyalty, trust and responsibility. It takes a lot of time and patience to develop such a network, which involves lasting relationships. As a result, members of a network are obliged to each other. If someone is in trouble, the other members will work together on a solution. This social network is a major reason why Chinese business people can be so successful: They work together and not against each other. "Guanxi" is carried into the economic system and has an immense influence on the Chinese decision-maker. For the Western business partner it means that he has to be conscious of the resulting restrictions as well as advantages when his Chinese counterpart belongs to such a network. 127 A foreigner in China can eve ntually become part of a Chinese person’s circle of family and friends. However, he is expected to accept the traditional Chinese obligations of being a friend and must be reliable and dependable. Foreigners, who are not used to such a high level of mutual dependency can feel the Chinese expectations of friendship extremely burdensome. Moreover, friendship is expected to last throughout a person’s life. 128 3.4.2.3 Self-Presentation At the first meeting it is very important that you have a positive effect on your Chinese partner. It is very helpful for further negotiations, if you are seen as competent and trustworthy. 127 Melchers 1994, p. 66. 129
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in negotiations and communication with your Chinese partner. We should always keep in<br />
mind that human beings are individuals all over the world, it doesn’t matter if they come from<br />
Germany, Switzerland, Africa, or <strong>China</strong>. Each person needs to be treated individually.<br />
3.4.2.1 Understanding of Confucianism<br />
Chinese philosophy and thought have been influenced greatly by Confucianism. Confucius<br />
was born in 551 BC, in what is now called Shandong province, and died in 479 BC. His<br />
ambition was to hold a high government office and reorder society through the administrative<br />
apparatus. <strong>The</strong> glorification of Confucius began after his death, and during the Han Dynasty,<br />
Confucianism effectively became the state “religion". He aimed to instil a feeling of humanity<br />
towards others and respect for oneself, as well as a sense of dignity of human life. Courtesy,<br />
selflessness, magnanimity, diligence and empathy would naturally follow. His ideal person<br />
was competent, poised, fearless, even-tempered and free of violence and vulgarity. 125<br />
<strong>The</strong> understanding of Confucianism may help foreigners to understand the Chinese better,<br />
particularly during negotiations:<br />
• Harmony is the highest goal of action and thought, to maintain it, each person has to seek<br />
compromise, not confrontation.<br />
• Stability of society is based on unequal relationships. This involves mutually binding<br />
obligations.<br />
• A family is the prototype of all social organisations. Every person is member of a family or<br />
group.<br />
• A role played by an individual is more important than the individual.<br />
• One must behave in a virtuous manner towards others. Everyone’s “face” must be<br />
maintained. 126<br />
Harmony is in the centre of morality, righteousness, relationships, virtue, sincerity and thrift.<br />
125 Storey, 1994, p. 72.<br />
126 Rubensdörffer, 1997.<br />
128
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