Six Keys to Working Effectively with Chinese

Here in Ghana, people are not afraid of showing their affections towards a person from a different cultural background, the so-called Oburoni. As the country enjoys decade long stable democracy and inflow of foreign aid and investment, it embraces more Oburonis, especially many Chinese who come to work or do business.

The other day, I was told that a Chinese businesswoman had a quarrel with her Ghanaian business partner. The Ghanaian complained that the Chinese was disrespectful and yelling at people and the Chinese said she was simply trying to explain the situation.

As a cross-culture trainer, I think that, “Conflict is not always a personal clash, but a clash in value and perception.” When working with people from different cultural backgrounds, preservation is everything.

To overcome cultural bias and stereotypes, I created a simple model to work with clients, the model of UNIQUE. It stands for:

Understand, before being understood.

No Presumption. Even with good intention

Inquire. ASK

Quote back and confirm

Use humor

Empathy

To elaborate the model, I developed the following six keys to guide you through the maze of working with Chinese:

1. Understand what the Chinese culture values:

· Trust

· Face and Harmony

· Long term relationships -- “guanxi”

· Reciprocity: mutually beneficial

· Loyalty. An old Chinese saying goes like this, “Dogs don’t leave poor owners; You don’t complain about your mom’s looks”

· Achievement: Fame and Profit. There are five criteria to judge the success of a Chinese man: Money, House, Wife, Son, and Car.

2. Identify characters of Chinese people:

· Pragmatism, “whatever works”

· Materialism, Money is God

· Relationship oriented, network is the way to success. Who you know is more important than what you know

· Distinguish between an insider and an outsider. Foreigners are called “lao wai” (“senior outsider”)

· Collectivist culture

· Hard working: save hard for rainy days

3. Pay attention to Chinese cultural aspects:

· Hierarchy, highly structured and everyone aware of own position

· Respect and obey the old and superiors

· Privacy is still an imported luxury, and people are inquisitive

· Education is the way to get better future

· Too flexible, “rules are set to break”

4. Communicate with Chinese:

Chinese communication style: High Context Culture

· Indirect way of communication. From A to C then B

· Informal environment is preferred

· Non-verbal communication, use a lot of body language

· Volume: speak loud, you can’t tell whether it is a talk or a quarrel

· Don’t listen well, presume

· Tolerance for ambiguity

· Avoid saying NO. Thousand ways of saying No, without actually saying it

· No is also a Yes………with a little work

5. Respect Face Factor

• Face (mianzi, pride) needs to be saved by all means. No face, no pride. Everyone needs to look good

• Harmony is maintained to keep a long term relationship

• Due to a rapid economic growth, Chinese are particularly proud of themselves

• Saving face is universally applicable. Chinese are who they are, not where they are.

6. Seek Common Ground

• Make an effort and show your understanding for the culture and the values. Appreciate what Chinese culture has to offer. Biggest complaint – “Foreigners don’t understand China”

• Seek things of common interests, not you vs. us

• Be prepare to read between the lines, understand nuance and body language

• Be humble and persistent

• Listen well. Ask a lot of good questions, then listen.

Finally, Use humor:

Chinese have a natural inclination to be afraid of black people. Why?

They think you are taller and know better Kung Fu

You are welcome to quote freely from this article once you give proper attribution. (A link to letterfromghana.blogspot.com and author: Brian Yang would be appreciated.) You are also welcome to republish this article in full once you give the proper attribution .

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