问答题 How to Face the Problem of Face and Gender in China

When it comes to doing business in China, "respect for people's feelings is paramount—this sensitivity that needs to be taken in respect to people's 'face', " Tom Doctoroff of J. Walter Thompson advertising said.
"Face—a cliché, but it's so true—is the currency of advancement," he said. "It's like a social bank account. You spend it and you save it and you invest. And when you take away somebody's face you take away someone's fundamental sense of security."
"You make someone lose face if you make them feel that they've given a wrong or silly answer" in a meeting, Mr. Doctoroff said." you need to take whatever people are saying, whether it's a creative idea or a strategy idea, and you need to find that kernel of wisdom in there. Usually there is something that is relevant. And they need to build on that.
"If you end up with a Charlie Brown situation, with the entire class ha-ha-ing, that's a disaster, and people will loathe you for it."
Christine Lu, chief executive of Affinity China, a luxury venture group, said, "If you understand that dealing with people in China is all about face—giving face, getting face, saving face and not letting that person lose face—then you're all covered."
And when it comes to Westerners, there is a historic aspect to the Chinese concern about face, said Saul Gitlin of Kang ＄ Lee Advertising.
"Because of China's history of exploitation by foreign countries who colonized China or raided China for business purposes, particularly in the business sphere, Chinese do not want to be seen culturally as having been 'had' by Western businesspeople," he said.
"That may sound fairly intuitive, but it is related to the very recent 200-year history in China, up through the middle part of last century, when Western businesspeople clearly had the upper hand commercially and politically in China, " he explained Today, there is a fierce concern that China must." never go back to that inferior position during that dynastic and imperial period, when China was exploited by imperialist Western powers."
So, "it's very important for Western businesspeople to show respect."
Speaking of gender problem in China, "The well-known Mao statement that 'women hold up half the sky' really is quoted in China," said Laurie Underwood of China Europe International Business School in Shanghai. "It is a fact that the Communist system created an equal playing field for men and women, much more so than elsewhere in Asia and even more equal than in the United States."
Working mothers are the norm in China, she said, "In fact, there is huge pressure on mothers to go back to work in order to help the extended family. It is expected that the grandparents will care for the child. And because each couple generally has only one child, this also allows working moms to focus more on work."
As a result, "there is no stigma attached to working for a female boss and women are very much respected in business," Ms. Underwood said. The difference between foreigner and Chinese is much more important in Chinese business culture than the difference between men and women.
In Hong Kong and Shanghai, many businesses are Chinese branches of large multinational companies, so their view of women in the workplace already is different from the norm.
"For a multinational, even if it's infused with the local culture, it's an international company, and that's often now reflected in the management style," said Ms. Lu of Affinity China. "Chances are your boss, whether he's a foreigner or a returnee, somebody who's lived and worked abroad or studied abroad—he's internationalized in the way he thinks. So then it's more of a level playing field."
Throughout China, a woman's position within her company is respected, said Cynthia Lett, the roundel" and chief executive of The Let| Group, a company that specializes in business-etiquette training.
"If you present a woman as vice president of sales for your company and she goes over for an initial meeting with a delegation, she will be accepted for who she is and what position she holds. If she's the president of the company, all the better," Ms. Lett said. "Position is much more important than gender."
Being an Asian-American woman working in China, Ms. Lu said, "can work for you or against you, depending on the type of personality you run across."
"On the one hand, I have a face that is ethnically Chinese, so there's automatically a comfort level," she said. "And I did grow up in a very Chinese household, so I do have an understanding of Chinese culture."
But "it can work against you sometimes in a different situation, where you're never fully Chinese," she adds. "You grew up in the US. You lived and worked in China for just a number of years, but your mentality and thought process and your entire foundation is really American. And that does come out too, sometimes, in business. But it's really hard to determine if it's a culture thing or a gender thing.

问答题 Answer the following question.
What are the basic rules of etiquette at a business networking event?

【正确答案】The prospect of walking into a business networking event or conference can be both exciting and daunting. By utilizing a few key social skills for business, these events can become more manageable.
The first step takes place before you even arrive at the convention center or conference hall. The promises of legendary speakers and hoards of contacts often leave attendees overwhelmed. Go in with realistic expectations: you won't be able to meet all the attendees, and nor should you. Rather, you should focus on meeting a handful of people from similar businesses and try to build meaningful relationships with these individuals. Your goal should not be to collect a stack of business cards but to make real contacts that will further your career.
Chances are you will bump into acquaintances or friends. Many nervous attendees cling to their friends as a sort of security blanket. This is a mistake! The point of attending a conference or networking event is to get your name and that of your business out there to new clients and partners. While it may be easier—and more fun—to catch up with friends, you should not devote too much time to those you already know. This is your chance to shine to others, so say hello to your friends but leave the longer conversations for another time.
When talking with another attendee, be in the moment: listen to what they are saying and react appropriately. While this may seem like an easy step, it is also the most important because it determines the impression that you leave on your new acquaintance. If you are constantly looking over their shoulder to see who else is out there, you will miss the chance to make a meaningful connection with the person right in front of you! Be present and think of what you have in common or how your two businesses overlap.
Be aware of the amount of time that you are dedicating to each person. While it is important to give your undivided attention to the person you are speaking with, don't feel that you have to spend the whole event with a particularly chatty contact. It's appropriate to move on after a reasonable amount of time as long as you make a smooth and polite exit. One strategy is to summarize your understanding of their business, exchange business cards, and say that you look forward to being in touch. If the person continues talking, say that you have to see if a client of yours has arrived. Whatever the line you use, the most important thing is to be tactful, polite, and business-etiquette savvy.
The final portion of the event takes place after the last cube of cheese is eaten and all of the stalls have been folded back up. After you leave the event, follow up with the people you spoke with. Oftentimes, it is helpful to make a note on the back of their business cards, jotting down either what you spoke about or what their business goals include. In doing so, you help protect your memory of each individual, which will allow you to write a more personalized e-mail—as opposed to a follow up phone call—after the event.

【答案解析】

问答题 Discuss the following questions with your partner.
a. What are the common differences between American and Chinese business etiquette?
b. How to bridge the gap to facilitate business cooperation?

【正确答案】A: Etiquette plays an important role in the process of doing business, particularly cross-culture business.
B: And nowadays many Americans choose to deal business with Chinese with the economic globalization.
A: So, it is truly necessary to understand the basic differences between the business etiquette of the two countries. And understanding the difference between the American and Chinese cultures is the key.
B: One thing that often strikes newcomers to the United States is Americans' gregariousness. It's not unusual for strangers to get friendly and strike up conversations about a common interest. Yet in reality, Americans are likely to draw clear distinctions between acquaintances and business associates, and their personal friends. Conversely, while Chinese are often perceived as more reserved and distant than Americans, they seek genuine personal relationships with their business partners that go beyond networking and they actively work to build these connections.
A: Therefore, understanding Chinese business etiquette, how it differs from American business culture and how Chinese build relationships, communicate, and interact with business associates is critical to closing the deal in China.
B: One thing to notice is that In America culture, colleagues may occasionally go to happy hour together and attend the office holiday party to get to know each other on a more personal level. Yet, beyond these office-sponsored functions, many Americans don't necessarily socialize, or want to socialize, with their colleagues outside work. Many want to keep their professional and personal lives separate. Chinese, on the other hand, expect to know personally those with whom they are doing business and want to foster genuine trust with them. In Chinese culture, trust is indispensable to building the confidence needed to do business with partners. Consequently, in China you are really expected to get to know your partners, follow appropriate etiquette and to socialize in a way you wouldn't in America. Investing now in relationship building, or guanxi, can pay big business dividends later.
A: Another aspect is the different pace they move in daily life. Americans put a premium on being efficient, straightforward and getting things done quickly. Consequently, many are frustrated with the slower pace at which business is conducted in Chinese culture. Socializing can seem pointless to many Americans and the consensus-building can make Chinese seem indecisive. To Americans, time is money. Chinese, however, prize attentiveness and patience, which they see as essential for developing a genuine understanding of their business partners. Building relationships takes time in Chinese culture and the Chinese believe it leads to more successful transactions later.
B: Yes, besides the pace, their communication styles are not the same. As much as Chinese prize strong personal connections, Americans should keep in mind they equally prize tact and etiquette. The direct and blunt communication that is the norm in American offices makes many Chinese very uncomfortable, particularly if it's critical. To Americans, a person who is not straightforward is often perceived as insincere or evasive. As such, American bosses may have no reservations about being harsh with their employees, especially when it means boosting the bottom line. In China, however, this mindset can be counterproductive. For Chinese, such directness can be humiliating. It causes them to lose face, while the other person comes across as rude. Consequently, Chinese appreciate subtle, indirect ways of communicating.
A: And don't forget perceptions of hierarchy. Chinese typically have a stronger respect for hierarchy and etiquette than Americans. Consequently, hierarchy is likely to inform Chinese people's interactions with others, especially foreigners in a professional environment. But whether or not an American holds a senior position at their company, Chinese are likely to show special deference to American colleagues and American culture. As such, Chinese may be less forthcoming with and more accommodating of foreigners without revealing any objections or concerns they may have. This invisible barrier between Chinese and Americans gives you even more incentive to establish a personal rapport with your Chinese colleagues to overcome it.
B: Ultimately, everything mentioned underscores the fact that in China, relationships come first and business comes after trust. To Chinese, business is more than just contracts and agreements. This way of thinking may be counterintuitive for Americans, who may understand business only in dollars and yuan. As a result, Americans must take a more personal approach with their Chinese partners. You'll be expected to make frequent trips to China and to socialize to show your commitment to the relationship.
A: If you want to seal the deal in China, it's going to take some loving. By understanding how professional relationships and etiquette go hand-in-hand in China, you'll put yourself in a better position to close a business deal. So when you're in China, sit back, get comfortable, and relax. Business will come in due time and you may actually have fun and make friends along the way.

【答案解析】