In this Meetup (May 11, 2023 Replay), we debunk common China myths that can lead to poor assumptions and attitudes when doing business in China. We discuss Chinese cultural dichotomies with the West and Art of War tactics that can be employed to create more constructive communication patterns and better outcomes.
Timestamps
- Self-Introduction Rituals [00:04:08] Gene explains the importance of self-introduction rituals in Chinese culture and how they can open more doors in China than just speaking Chinese.
- Cultural Dichotomies [00:04:58] Gene discusses the importance of understanding Chinese cultural dichotomies with the West to walk further in China in your own shoes.
- Paratrooper Manager [00:08:32] Gene explains the concept of a paratrooper manager in China, which metaphorically describes how Chinese people feel about China expats or foreigners assigned to live and work in China.
- Self-Introduction Rituals [00:09:29] Gene discusses the importance of self-introduction rituals and a scorecard to maximize opportunities to deepen Guanxi.
- Chinese Cultural Dichotomies [00:13:04] Gene explains the difference between how Westerners and Chinese people view the law and authority differently.
- Negotiations in China [00:17:52] Gene contrasts how Americans and Chinese people typically approach negotiations differently.
- Importance of ongoing relationship [00:19:42] Chinese people continue to deepen their relationship with you even after the contract is signed. Why is this important, and how should you adapt?
- Cultural dichotomy of time [00:23:49] Westerners view time as linear, while Chinese people view it as relative. What other differences exist, and why is it important?
- Deliberate ambiguity as a weapon [00:28:14] How can this tactic be employed to gain an advantage in negotiations?
- Importance of cultural dichotomies [00:29:31] Gene discusses the importance of understanding cultural differences and not being judgmental towards Chinese behaviors. Why?
- Deliberate silence in negotiations [00:31:04] Gene advises Westerners to be deliberately silent during negotiations in China, as it can create an advantage and reduce circular conversations.
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