Peculiarities of Chinese communication. French model of communication Features of business communications with China

Send your good work in the knowledge base is simple. Use the form below

Students, graduate students, young scientists who use the knowledge base in their studies and work will be very grateful to you.

Posted on http://www.allbest.ru

Introduction

When preparing for a business trip to China, most Western businessmen are “armed” with a list of etiquette rules - one or two pages long, as well as advice gleaned from popular publications: “give expensive gifts”, “speak in short sentences”, “take a translator with you” , “dress like you’re going to a funeral.” Superficial adherence to the rules of etiquette helps in the first steps of business contacts, but leads to a complete collapse of the negotiation process in the future. The main reason: the inability to understand the broader context of Chinese culture in general and Chinese business culture in particular. The challenges of mutual misunderstanding are so great that approaches often seem incompatible. Those who can understand and take into account the cultural differences of civilizations in their business practices will be able to develop long-term and mutually beneficial trade with China. American business culture experts, having worked on this problem for many years, presented their findings in a special study.

An abstract translation of which is offered below. Experts have worked with dozens of companies and thousands of American and Chinese top managers. Experts considered Americans as representatives of Western culture. And not only because they worked mainly with American companies, but also because Americans represent the “other pole” of the cultural spectrum on the east-west axis. More than other Westerners, they are characterized by individualism and a “pressure” style of communication. As a result, it is they who have the greatest chance of getting into trouble at the negotiating table with representatives of Eastern culture.

Of course, experts recognize that sweeping statements about a billion-plus Chinese people may be simplistic. However, the Chinese cultural characteristics discussed here apply, to varying degrees, to most Chinese people, whether they live in China or in other parts of the world.

American business culture experts have counted four fundamental principles that generally characterize Chinese culture:

· First. China throughout its history (about five thousand years!) has been and still is mainly a peasant country. Two-thirds of Chinese still live in villages, growing mainly rice or wheat. China's peasant economy is social, collective, and survival depends on group cooperation and agreement. Loyalty and obedience, similar to family hierarchy, bind work groups together. In a situation of conflict of interest, personal interest must be subordinated to the collective (national). According to the tenets of Chinese socialist culture, “the collective is primary, the personal is secondary.” Thus, the value hierarchy of Chinese society is in conflict with such fundamental concepts of Western society as “equality” and “free will.” Many of the residents of Chinese cities were born and raised in rural areas, retaining their village ideas about the structure of the universe. The unhurried rhythm of life, the paramount importance of family and consanguinity, the unquestioned authority of older members of the clan, thinking in long agrarian cycles - all these are characteristic features of traditional peasant culture. Until about the 1980s. Agrarian values for the Chinese prevailed over business values. When Mao Zedong sent officials and students to "re-educate" peasants during the Cultural Revolution, he was motivated by a deep-rooted belief in the virtues of village life.

The philosopher Fung Yu-lan (or Feng Youlan, 1895-1990) mentions in his writings that Chinese sages have long distinguished between the “source” (which meant agriculture) and the “stream” (which meant commerce). . Throughout history, social and economic theories and the political practice of the country have tried to pay attention and patronize the “source”, neglecting the “stream”. Merchants - the people who dealt with the "stream" - were looked down upon.

By comparison, the US population, on the other hand, is predominantly urban. Most Americans were raised in an aggressive cowboy culture (“shoot first, ask questions later,” “cards on the table,” etc.). Individualism to the core, the dominant role of self-interest is the “alpha and omega” of American culture.

· Second. Chinese corporate culture is based primarily on ethics. Residents of the Celestial Empire believe that a person’s moral actions determine his destiny. The writings of Confucius were the basis of Chinese education for approximately two thousand years. Knowledge of the texts of Confucius was a prerequisite for working in the civil service. The philosopher, who lived in the era of civil wars, considered the main task of educating a person, improving morality and mastering the complex ritual of human relations. Confucius identifies five fundamental types of human relationships: between the manager and the managed, husband and wife, parents and children, older and younger brothers, and between friends. Apart from the last, all other human relationships are, in fact, strictly hierarchical. The governed - wives, children, younger brothers - were encouraged to obey and show loyalty, receiving in return the benevolence and generosity of their managers - husbands, parents, older brothers. Strict adherence to this hierarchy leads to social harmony and serves as an antidote to violence and civil war. The state, according to the philosopher, is a big family where everyone takes his rightful place.

In order to imagine the importance attached to the observance of hierarchy in Chinese society, we will reproduce here a story with which all children of the Celestial Empire will still be familiar. In 1865, the wife of a certain Cheng Han-cheng had the audacity to beat her mother-in-law. The authorities considered this such a heinous crime that Cheng and his wife were flayed alive, their bodies were displayed on gates in various cities, and their bones were burned to ashes. Cheng's neighbors and family members were also executed.

How many potential Sino-American deals have been thwarted because of casual disdain for power expressed by Westerners! Almost simultaneously with Confucius, Lao Tzu lived, who is considered the founder of the philosophy of Taoism. The goal of life is to find the “Tao” - the path between extremes, the middle, a compromise in an ever-changing world. Both Lao Tzu and Confucius were not so much interested in the search for truth as in the search for this path. Similar moral attitudes are evident in the Chinese style of negotiation. The Chinese are more interested in the means than the end, the process more than the result. The best compromises are achieved only through the ritual of bargaining. Compromise allows the two sides to hold equally strong positions.

Americans believe that the truth is what they believe? see, it deserves discussion.

The Chinese believe that the search for truth is too difficult a path and therefore rely on bargaining. This process cannot be short, it should not be rudely interrupted.

· Third. Chinese. In the West, children learn to read using Roman letters, words being a specific sequence of letters. Chinese children learn to memorize thousands of picturesque characters, which are pictures. As a result, the Chinese see the situation (picture of the world) better as a whole, while Americans focus more easily on details. Chinese thinking is characterized by a more global approach to the perception and evaluation of information.

· Fourth. Of particular note is the caution of the Chinese towards foreigners. It was formed as a result of the long history of the country, replete with wars. It can be said that the Chinese are wholeheartedly committed to only two things: their family and their bank account.

All of the above is the basis of the Chinese mentality. Chinese business culture and, in particular, the peculiarities of the negotiation process are already derivative. Most American businessmen find these features mysterious, incomprehensible, and confusing. Too often, Americans view Chinese entrepreneurs as ineffective, evasive, and even dishonest, while the Chinese view Americans as aggressive, impersonal, and easily excitable. Such differences have deep cultural roots. If the Americans ignore them at any stage of the negotiation process, the deal could easily fall through.

1. Personal connections

In an effort to secure a place in the sun, Americans rely on business contacts, information and institutions. The Chinese attach the greatest importance to the social significance of individuals who are among their friends, relatives, and close acquaintances. Although the role of guanxi in China has faded somewhat in the face of greater population mobility and the Westernization of some business practices, guanxi nevertheless continues to be an important social force. In most situations in life, the person with the best connections wins.

Good guanxi depends on a precise system of mutual exchange of services. This does not mean immediately repaying the “debt” in the American style: “I make a concession to someone, and expect to receive the same thing in exchange, and today.” In China they are in no hurry. Favors are almost always remembered and returned, although not immediately. This long-term exchange of favors is the cornerstone of strong personal relationships. Forgetting a favor once done is not just a sign of bad manners, it is simply immoral. If someone is called “wang" en fuyi” (a person who forgets about favors done), his business reputation will be ruined forever.

2. Mediator

It is impossible to conclude a business deal in China without an intermediary. While in the United States people usually trust other people until there is reason to doubt it, in China suspicion and mistrust accompany all contacts with strangers. In Chinese business, trust cannot be earned, it must be “borrowed” through personal connections. Without trust, a business relationship cannot even begin. The first step is to find personal connections with the organization and its leaders that the entrepreneur needs. These connections may be neighbors, family, school, or from previous business transactions. The decisive thing is that these connections must be based on personal experience. For example, a certain entrepreneur calls a former classmate and asks to arrange a meeting with his friend. Expensive restaurants in this case are an obligatory element of the ritual. If lunch went well, the classmate's friend takes on the role of mediator. In turn, the newly minted intermediary arranges a meeting with a person whom he knows well - a potential client or business partner of our entrepreneur.

A talented Chinese mediator is needed even after the first meeting has taken place. During the official negotiation process, only a real Chinese can read and explain to an American the mood, intonation, facial expressions, and body language of Chinese businessmen. Often only a mediator can determine what is happening when Chinese businessmen change the topic of conversation, remain silent for a long time, ask the same question several times, or answer using positive language with subtle negative connotations. The Chinese often say “kan kan”, which means “let me think about it” (“let me study the issue”), although they may privately think that the proposed plan is disgusting. It is in such situations that the mediator can intervene, because he is a translator not so much of words as of different cultures. Often, the parties sitting at the negotiating table can frankly tell the mediator what they cannot say directly to each other. In China, it is the mediator, and not the parties involved in the negotiations, who first raises a business issue during a “small” conversation. And often it is the mediator who resolves disagreements.

3. Social status

Representatives of Western culture have difficulty understanding the formal rules that guide Chinese businessmen. The casual American style adopted in personal interactions (“just call me Mary”) does not “work” in a country where the Confucian values of obedience and deference to superiors are still strong. What happens when an American company operating in China does not consider it necessary to pay attention to the importance of a person’s social status? For example, a company sends a young and low-status representative to a Chinese company to resolve a business issue. Seeing the envoy, the high-status Chinese top manager just smiles: “Oh, you are the same age as my son!” He is offended by American negligence. In China, it is customary that a high-status person can conduct business negotiations with at least an equal in position. In this situation, the Chinese doubt the American sincerity and the potential deal “dies” before it is “born.”

At a certain point, the logic of the negotiation process may require a personal meeting of company leaders. Chinese senior executives will not bargain and cannot be persuaded or persuaded to change the terms of a deal. This is simply not their role. Rather, they will evaluate the attitude of their Western partners towards them. And summit meetings can work wonders.

4. Good personal relationships

Chinese sayings such as “a man without a smile should not open a store”, “an easygoing nature and friendliness generate money” say a lot about the importance of harmonious relationships between business partners. While respect and responsibility are the glue that holds hierarchical relationships together, friendship and interpersonal harmony are essential in peer relationships. In the US, forming an initial opinion about a person takes minutes. In China, it can last for days, weeks, even months, and includes home visits, invitations to sporting or other events, and long lunches together during which everything except business is discussed.

All this can be hard on the American liver. But there is no other way! A ritual for establishing good personal relationships might look like this, for example. On the eve of the final round of negotiations between the head of an American company and the head of a large Chinese company, the Chinese hosted a luxurious dinner in the best banquet hall in the city. The Chinese leader proposed a toast: “Let's drink to our friendship! But if you don’t drink tonight, there won’t be a contract tomorrow!” The American drank one glass after another with him, and in the end he could not even remember how he later got to his hotel. The next morning, at the negotiations, the Chinese greeted him with a big smile and a lucrative contract. Chinese negotiators do not understand the American rush to make deals.

Among the Chinese, any attempt to conduct joint business before they have formed an opinion about the person and established a good personal relationship with him is considered indecent. Ultimately, mutual trust and interpersonal harmony are more important to Chinese businessmen than any paper. Until recently, property rights and contract law were virtually absent in China. They are still inadequate to Western standards. It is not surprising that Chinese businessmen rely more on the integrity of their partner than on well-drafted contracts when concluding deals. Since China's accession to the WTO, contracts have become an increasingly important and likely pressure-bearing tool. However, Chinese businessmen still insist on fulfilling obligations in accordance with the spirit of the deal.

If Westerners make every effort to develop good personal relations with their Chinese partners, the Chinese will always take into account the interests of the other side, even if the negotiations are held in a tough format.

5. Holistic thinking

As already mentioned, the Chinese are characterized by holistic thinking, while Americans think sequentially and in detail, breaking the negotiation process into a series of small issues: price, quantity, warranty, delivery, and so on. The Chinese tend to talk about everything at once, jumping from one issue to another and, from the American point of view, never deciding anything completely. So you should be prepared to discuss all issues simultaneously and in random order.

This difference in thinking style can be frustrating for Westerners who are accustomed to assessing progress in a linear way. Namely, if during the negotiations the parties discussed half of the issues on the list, then they are in the middle of the negotiation process. The Americans consider the negotiations completed when the list of topics comes to an end. The Chinese partners feel that from this moment they can think about the matter as a whole. This difference in thinking styles is the source of the greatest tension between negotiating teams. Often the incomprehensible thoughtfulness of the Chinese forces the Americans to make unnecessary concessions.

How do you know if negotiations are going well? If a high-status Chinese executive is following the discussion, or if questions from the Chinese side begin to focus on specific aspects of the deal, then this is a good sign. If the Chinese are increasingly speaking among themselves in their native language, this may mean that they are trying to come to some kind of solution. Additional signs of progress in negotiations may also include the following: the Chinese are scheduling more meetings, offering to invite a mediator to them, or are interested in possible deal bonuses, for example, training in America for top managers of a Chinese company.

6. Thrift

China's long history of economic and political instability has taught its people to save money. According to special studies, the savings of mainland Chinese are almost four times higher than the savings of American households.

In negotiations with the Americans, the Chinese habit of saving money results in endless haggling over the price of goods. Residents of the Middle Kingdom make concessions on price with great reluctance and only after lengthy discussions. They are great masters at using, for example, silence as a negotiation tactic. In this case, the Americans are left in an awkward negotiating position, forced to ask questions - directly or through an intermediary. The persistence and silence of the Chinese are a formidable weapon against American impatience and talkativeness. Westerners should not abandon negotiations by laughing or getting angry at the Chinese's first proposals; both parties will eventually come to an agreement, especially on the issue of price.

Saving face.

In Chinese business culture, a person's reputation and social standing are based on "saving face." If Westerners, wittingly or unwittingly, caused their Chinese partner to become confused or lose his temper, then this is most likely disastrous for business negotiations. “Face” determines the place of a Chinese person in his social environment and is the most important criterion of a person’s social value. Wealth, intelligence, external attractiveness, any unique skills, position and, of course, good connections - these are the main components of this or that “person”.

The Chinese idea of the importance of "saving face" is similar to American ideas of prestige and self-worth. However, Americans think about this topic in absolute terms - a person either has prestige and self-esteem or he does not. The Chinese think about saving face in quantitative terms. “Face,” like money, can be earned, lost, given or taken away. When anger, frustration or aggression is shown at the negotiating table, it leads - according to the Chinese - to a mutual loss of "face".

Sometimes in the West, feigning temper tantrums is used as a negotiating tactic; in China, such a focus inevitably backfires. Forcing a Chinese businessman to lose “face” is not just a false step, it is a real disaster.

7. Endurance, ruthlessness and long hours of work

The Chinese are famous for their work ethic. What invariably amazes Westerners about them is their endurance. Americans consider personal abilities, and even better, talent, to be the key to success in life. The Chinese much more respect “chiku nailao” - a person’s physical endurance in conditions where the working day can reach up to 16 hours a day. Hard work, even in the worst conditions, is the Chinese ideal, which is understandable given the country's large population and high unemployment. By the way, Chinese children attend school 251 days a year, while American children attend school only 180.

In business matters, Chinese industriousness is reflected in this way: when preparing for negotiations, the inhabitants of the Middle Kingdom are ready to work harder than their Western counterparts. They are also set for a longer negotiation process that could last well into the night each day. The Chinese are driving their Western counterparts to a point of exhaustion, while also keeping them in uncertainty about the results. And they know how to take advantage of it.

One of the features of the Chinese style of negotiation is the threat of doing business with someone else. It contains hidden subtext about negotiations with competitors that have already begun. Such tactics are perceived by Westerners as impolite. Most American businessmen feel insulted, but the Chinese believe they are simply stating the obvious. It's simply part of their bargaining culture to put pressure on their negotiating partners.

If the Chinese are talking about a competitor's offer, it makes sense to ask what kind of competitor it is and what product it offers, supply plan, warranty periods, etc.

This tactic may take time, but will allow you to understand hidden intentions. Often, negotiations with competing sellers are conducted simultaneously, and only in order to force one of them to “lower” the price as much as possible.

For example, being a little deaf by asking the same questions more than once: “I don’t quite understand what you mean. Could you explain this further? once?" A conversation like this can expose weaknesses in the other side's arguments.

Conclusion

Unpleasant situations in negotiations, or even disruption of the negotiation process due to differences in cultural values, is a major problem not only for American, but also for Chinese business. Chinese businessmen, for their part, are aware of other serious problems that are hampering economic development. First of all, there is a discrepancy between the legal system existing in the country and international practices. The liberalization of thinking, which began along with economic reforms in China, led the country onto the road of institutionalization and accelerated legal modernization. Over the past twenty years, much in this regard has been imported from developed Western countries. China has also imported many corporate governance practices.

The Chinese are confident that in the process of communication with developed Western economies, attention should be paid not only to studying the technical side of borrowed systems and practices, but also to conducting research on their convergence with the current economy and culture of China. The effectiveness of these systems and practices depends on whether they are absorbed into the local soil and integrated into Chinese social culture. The strategic objective is to ensure a healthy and harmonious environment for the activities of Chinese companies in the context of globalization.

Bibliography

negotiation cultural business corporate

1.John l. Graham, N. Mark Lam. The Chinese Negotiation // Harvard business review. - October, 2003. - P. 82-91.

2. YU Haibin. On Chinese Style Corporate Governance - With the Frictions and Fusion of Business Cultures as a Clue // Cross-Cultural Communication.

Posted on Allbest.ru

...

Japan

The business ethics of Japanese businessmen differs significantly from the rules and norms of the Western business world. The actions of Japanese entrepreneurs are “cemented” not through the pursuit of personal enrichment, but through values such as calls to fight against the “danger to the Japanese nation” or the slogan of the unity of everything Japanese, the glorification of discipline, politeness, adherence to tradition, and self-control.

Let us consider the features of Japanese business ethics in more detail.

According to Japanese tradition, man was not endowed with sovereign rights.

Japanese morality is created on the basis of the idea of interdependence between people, between man and nature, man and God. The Japanese judge a person primarily by his membership in a particular group. “Find a group to belong to,” says a Japanese proverb.

Therefore, in the minds of people, the main thing was to understand their place in the pyramid of society - family, organization, production, the entire state. The interests of the group have always been and are now placed above the interests of the individual. However, at the same time, a group, production, organization, and state take an active part in the life of each individual human person. This combination of group and individual interests creates in the Japanese a sense of loyalty and devotion to the organization in which they work, to the state, and to the nation.

Precision is the most important feature of the Japanese style of business relations. It is on the utmost commitment that the entire practice of business interaction in Japan is based. Therefore, when meeting with the management of the organization, it is necessary to be punctual - the Japanese are sensitive to delays, no matter what the reasons. If you cannot arrive on time, be sure to notify the Japanese side about this, and reduce the duration of the meeting by the time you are late, since your meeting partner may have other things to do. Avoid shaking hands when meeting Japanese people - they prefer to bow.

Experts advise people traveling to Japan to be as polite as possible, since the Japanese themselves are for the most part very polite and highly value the same attitude towards them. For example, even during negotiations, they do not openly contradict their partner and do not want to upset him, and therefore avoid direct “no” answers. Don't lose your composure or get excited in the presence of Japanese partners. Even if you are driven to a white heat, remain cool and smile while you can. You don’t have the strength to smile, so at least control yourself and don’t allow belligerent actions and words. Do not put pressure on the Japanese, do not force him to take specific actions.

You should be aware of another feature of Japanese business ethics.

The Japanese entrepreneur strives to sell products and make a profit in the same way as his American and European colleagues, but unlike them, he tries to bring a spirit of harmony into business relationships and establish “human relations” between partners.

This desire to create a harmonious, “human” atmosphere during business contacts also determines the temporal specificity of business interaction - its slow pace. The Japanese, trying to satisfy their business partners as much as possible, pay attention to a wide range of issues. Sometimes business contact begins with a discussion of topics or problems that are not directly related to the subject of discussion. And the more serious the proposals put on the agenda, the more attention is paid to details. In addition, according to traditional values - subordination to the leader, respect for elders, including in position, hierarchy of intra-company management - the Japanese cannot do without consultations and approvals with management, which also takes quite a significant amount of time.

Patience and restraint, as the most important Japanese virtues, have a significant impact on business ethics. Thus, the Japanese try to avoid open clashes of opinions, conflicts and risky situations. For a Japanese, the desire not to lose can be stronger than the desire to win.

The willingness to compromise for the sake of common agreement is in keeping with traditional Japanese morality. Therefore, according to the norms of Japanese business ethics, the main virtue is not the one who firmly stands on his own (even if he is right), but the one who shows a willingness to make concessions.

Analysis of Japanese management philosophy

Elements of philosophy, principles, rules, mottos

Japanese traditions

Group collectivism and the desire for joint work activities.

Submission to the leader and respect for the elder (senpai). The senior in position (position) is also older than the junior in age and work experience. Therefore, the elder is endowed with power. The ideal model of vertical relationships: the younger (kohai) expresses signs of gratitude to the elder, and the elder is imbued with this disposition towards the younger. The Japanese family is built on the foundations of a patriarchal hierarchy: father - eldest son, mother-in-law - mistress of the daughter-in-law. The “ringi” principle is obtaining consent to resolve an issue by surveying lower-level employees without convening a meeting. “When there are two paths to choose from, choose the one that leads to death” (samurai commandment). “A samurai cannot serve two princes, just as a devoted wife cannot marry a second time” (samurai commandment). Traditional Japanese politeness in business communication, language, service sector

Corporate principles

Harmony is paramount. Dedication to the ideals of the organization. Corporate identity of a large organization: work clothes, motto, anthem, flag. Establishing informal relationships with subordinates and ordinary employees (common cafes, large offices without offices, climbing Mount Fuji). “You can’t make mistakes in people!” “Get involved in all the disputes of life.”

“A good man is a working man” (Japanese proverb). Paternalism – humane attitude towards staff and moral education, everyone is a member of a large family

Motivation

The predominance of collective (group) motivation over the personal motivation of an individual. “Work now, money later” (national motto). Self-satisfaction from a job well done. Providing loans for housing and reducing interest rates. Sale of consumer goods on credit on preferential terms. Expulsion from a group (department, brigade) for rude behavior

Salary

The salary consists of three components: base pay + numerous allowances + bonuses. Equal remuneration for the results of work in the group. The salary depends on age, position (qualification) and length of service. When you move to another organization, your work experience starts from scratch. The difference in pay for the president of the organization and the worker does not exceed 10 times

Personel assessment

Studying biography and personal history. Completing written assignments (project, report, business letter). Oral examinations in the form of interviews and group discussions. A questionnaire to determine abilities, work experience, personality development and desires. Testing knowledge and skills. “Merits are remembered, failures are recorded” (organizational motto)

Scientific and technical progress

Procurement from the world and rapid implementation of existing discoveries and inventions in Japan. Carrying out research in areas that provide an unconditional “breakthrough into the future.” Implementation of technological processes with minimal inventory (“kanban” - production of products by Toyota on a “just-in-time” basis with a one-hour supply of parts). High level of product quality: quality circles, control systems, quality standards

Education

General compulsory schooling (9 grades). Focus on memory development (memorizing thousands of hieroglyphs, up to 300 colors). High intensity and duration of training (schooling for 12 years, 240 school days). Development of hard work and perseverance, mass cramming in educational institutions. “Development of extraordinary abilities in ordinary people” (K. Matsushita). A strict examination system from kindergarten to university. The important role of industrial training in organizations. A university diploma is the hallmark of a successful career

Arrangement of frames

Lifetime employment in large organizations. Constant rotation of personnel with a change of professions and positions every 3-5 years. Hierarchical group structure based on “senior-junior” relationships.

Organization of interpersonal communications based on socio-psychological research. Focus on small, compact enterprises where all personnel work under one roof

Flaws

Personal egoism if the Japanese is outside the group (transport, street, train stations). Hypocrisy, outwardly covered by politeness, because... it is very difficult to understand the real truth. Disdainful attitude of men towards women.

The high level of stress and mental disorders is a consequence of overload and introversion of the Japanese. Recruitment and drill in training.

Arab East

Arabs are more likely to be accustomed to focusing on the past, constantly turning to their roots and traditions. They also prefer to work out the details of issues in advance during the business contact. Islamic traditions are of great importance in the Arab world. For Arabs, one of the most important conditions is to establish trust between partners. In general, since the Arab world is far from homogeneous, there are significant differences in the style of business communication among representatives of different Arab states.

A trade deal among the Arabs is always a small spectacle. This is a kind of art, an area where European and Arab concepts radically diverge. In trading, the rule is to inflate the original price by 3-4 times. Therefore, reducing the price is a bargaining process, which can last about an hour or more.

Arabic etiquette prohibits the interlocutor from resorting to straightforward answers or being categorical. Arab interlocutors always strive to “save face.” Refusal is expressed in the most relaxed, veiled form.

In the Muslim world, a Muslim cannot address questions or requests to a woman, this is considered indecent, all discussions are conducted with men. When meeting in Arab countries, men hug, lightly touch each other's cheeks, pat each other on the back and shoulders, but such signs of attention do not extend to strangers.

Every nation anywhere in the world has its own customs, traditions, and culture. The mentality of people is very different, and it affects all areas of life, including communication.

Features of communication in China

By the way a person speaks and conducts a conversation, you can conclude who your interlocutor is by nationality. Let's look at the style and ethics of business communication in China.

It's no secret that the Chinese are emotional and very interesting people. For a person who has heard a little about, is not familiar with traditions, customs and culture in general, it may not be at all easy to find a common language with the inhabitants of the Middle Kingdom.

A random movement or word can accidentally offend or even offend a person of another culture. That is why it is extremely important to understand the rules of good manners and understand the peculiarities of communication in China. They will come in handy both during travel and during business negotiations.

Negotiation

Business communication in China is unique. A distinctive feature of this country has always been respect for each other and the inviolability of personal space. The Chinese speak very little, but they know how to listen and hear what is important.

They negotiate, clearly knowing what they need from their interlocutor. The most important thing for the Chinese is appearance; they pay close attention to this. Next they look at the person’s behavior, trying to determine the person’s life status.

During business meetings, the Chinese are very attentive to creating a “spirit of friendship” and good relationships. When the Chinese greet, they shake hands as is their custom. But the main feature is that they first shake hands with high-ranking officials.

Not only in our country, people resort to drinking alcoholic beverages during business negotiations. This is also possible in China.

At the table

If the Chinese clink glasses of wine or vodka, then you need to follow the rule: the glass of the younger one should be a level lower than the glass of the older one, and clink them against his stem. This shows what status each person sitting at the table has. When clinking glasses, true Chinese pronounce “kan pei”; translated from Chinese, this phrase means “so that the river becomes shallow.”

In this country they always ask about everything, such as your age or children. This should not be surprising, since they are asking questions to find out as much as possible about you.

The restaurants serve about 20 dishes for lunch. If you do not want to eat, and you are afraid to eat some exotic dishes, you cannot refuse openly. You need to eat at least a piece and roll the rest onto a plate. Serving soup at the table means that lunch is coming to an end, but everyone will sit until the guest gets up from the table first.

Losing face

It is important to remember that the Chinese are not known for their directness, which often causes... Many Chinese find it very difficult to say or hear “no” directly, because such a sharp refusal can mean a loss of face for a person. Instead of a simple and clear “no,” the Chinese sometimes give vague answers that the interlocutor must be able to interpret correctly.

In addition, the Chinese are not inclined to get straight to the point, unlike the pragmatic Americans. The soft, harmony-oriented Asian culture requires a smooth and leisurely transition from exchanges of pleasantries to business. If the Chinese are in no hurry to get down to business, don’t rush them; too much pressure can harm communication.

Traditions of communication in China using a simple example

Let's try to imagine that you have an appointment with a Chinese business partner in one of the restaurants in Beijing. It so happened that you arrived at the meeting place at the same time as a gentleman surnamed Chu. You should address him by his last name - that’s how it’s customary in China.

Comrade Chu, smiling from ear to ear, opens the restaurant door for you and invites you in. Such a gesture suggests a similar response - it would be nice to smile back and invite him in by holding the door.

At the restaurant

The waiter brings the menu, and a few minutes later the delicacies you ordered. And suddenly you discover that the set of chopsticks is missing one tool. It is best to calmly approach the waiter, expressing your dissatisfaction - the Chinese really do not like to be criticized in front of their compatriots.

If the matter is serious, and you have to criticize a restaurant employee in front of his immediate superior, then in such a situation you should contact only a senior Chinese person. Addressing a subordinate in the presence of a superior undermines the latter's authority.

Finally, all problems are resolved, and we can return to the meal and discussion of cooperation with Mr. Chu. If you are served Shaoxing rice wine, you should drink it after toasting. The glass must be held in the right hand.

How to answer questions

If your interlocutor bombards you with a bunch of questions and makes a lot of suggestions, try to answer as quickly as possible. If you cannot give a definite answer, then you should say that you understand the question and will answer it as soon as possible.

Experts working with Chinese companies argue that the slowness with which proposals, requests and complaints from Chinese partners are considered greatly irritates the latter and can even cause the deal to fail.

If, on the contrary, your interlocutor is in no hurry to discuss matters, then perhaps he is keeping an eye on you and in no case should you push him.

Reinsurance

After all the details have been discussed with Comrade Chu, it is time to legitimize the agreements. Don't be surprised if your partner counts every penny and checks every paragraph of the contract several times.

There are very few risky people among the Chinese; there are much more of those who prefer to play it safe once again. Don’t get angry if you are constantly reminded of something that doesn’t seem very important to you.

Symbolic gift

When saying goodbye to a Chinese man, do not forget to give him at least a symbolic gift. This will be evidence of friendship and established business relationships. By the way, Russian folk art is especially loved in China, so even a small nesting doll will be an excellent gift.

By following these simple rules of behavior and communication, you can achieve success in negotiations with the Chinese.

Working with China today opens up unique perspectives for everyone. Interest in this country throughout the world is growing year by year. China is the only power that has not only managed to maintain positive economic growth over the past 25 years, but also maintains it at the level of 8-12% per year. In addition, China is Russia's largest neighbor and one of its main trading partners.

“Drops of water eventually wear holes in granite,” says a Chinese proverb. Persistence and patience pays off over time. If you intend to build your business in China, first of all try to understand the people who inhabit it, and make sure that they understand you.

Businessmen who decide to establish their business in China should keep in mind that the Chinese are extremely distrustful when it comes to doing business, especially if it involves commercial risk. Therefore, finding a worthy partner in this country is extremely difficult. Any proposal coming from a European is perceived in advance by the Chinese with distrust and sometimes even hostility.

The search for a business partner should begin with choosing an intermediary or translator who is knowledgeable about your goals and interests. This should be taken care of in advance by contacting the services of one of the consulting firms or travel agencies. Success will accompany those who show the necessary perseverance, patience, and attentiveness.

What is the main purpose of our specialists’ trips abroad? Of course, these are visits, establishing contacts to organize mutually beneficial business, and concluding contracts. And the main form of interaction with future partners is negotiations.

In negotiation processes and in the field of business relations, the national psychological characteristics of the Chinese are manifested. Here, great importance is attached to observing the rules of business etiquette, so knowledge of the peculiarities of the local communication culture can play a positive role in establishing business relations with Chinese partners.

What to keep in mind when working with the Chinese

Don't try to stand out. But don’t be afraid to appear rich either - expensive things are very prestigious in China.

Try to adhere to a business style as much as possible, avoiding excesses in clothing, and especially in jewelry. Business women and wives should avoid excessively revealing necklines and provocatively short skirts above the knees. Extravagance in the clothing of a business person can cause an inadequate reaction from the Chinese negotiating partner, especially during the first meetings.

Chinese may bow or nod their heads instead of shaking hands, although shaking hands is now almost universal among Chinese.

When introduced, the Chinese may not smile, since it is not customary for them to openly show their emotions in an unfamiliar environment. A common greeting is “Ni hao ma?” (literally “Are you feeling good?”). The answer should be: “Hao! Sese!” ("OK, thank you!"). Use only the Chinese person's last name and official title in conversation unless he specifically asks to be called by his first name.

Never address a Chinese person only by their last name, such as “Deng.” Connecting words must be used with the surname: title (president, etc.), or position (director, chairman, etc.), or title (mister, etc.).

Only close friends or relatives address a Chinese person by name. Such treatment can greatly offend a Chinese person who is not accustomed to the “simplicity” and familiarity of foreigners.

If you do not know either the name or title of a person, then when addressing him or her it is better to use the word “Mr.” (“Xiansheng”) or “Madam” (“Nyushi”).

The Chinese very often refer to each other by official or professional title: “Director Zhang”, “Chairman Mao”. The address “xiaojie” to women in the service sector (salespeople, maids, cashiers) is akin to the Russian “girl”, regardless of age.

When working with the Chinese, offer them the shortest and easiest to pronounce version of your name. When introducing yourself to Chinese people, omit your middle name. It can only cause confusion. When introducing themselves formally, the Chinese usually pronounce all their titles in their entirety. You should do the same.

If possible, try to avoid the address “comrade”, unless, of course, you are communicating with party leaders. The most common address in China is “Mr”, “Madam”.

Business cards should be printed in Russian on one side and in Chinese on the other.

Make sure the card uses simplified Chinese rather than the complex classical Chinese characters used in Taiwan and Hong Kong. It is customary to exchange cards at the beginning of a meeting when introducing each other. Handwritten corrections and additions to the card (for example, a cell phone number) are not considered a sign of bad taste.

All Chinese people really dislike being touched by strangers and foreigners. And this is especially true for women: they experience an almost physiological hostility to such signs of attention from strangers or unfamiliar people. Therefore, hugs, pats on the back and any other form of close physical contact can be shocking to the Chinese.

Never point your index finger at the Chinese. To do this, use an open palm with the inside facing up. Never call a Chinese person with your index finger. For these purposes, in China, the movement of the fingers of the palm is used - the inner surface of the palm down. Clicking your fingers is considered a very indecent gesture. It is considered extremely indecent and rude to place your feet on a table or chair.

It is very rude to whistle in China.

People of the same sex can walk holding hands. This is a gesture of deep friendship and trust.

Choosing a place for negotiations

As practice shows, the Chinese like to schedule business meetings in their offices or in meeting rooms of various public places: hotels, restaurants, business centers. If the place for negotiations is determined by the Chinese, it would be appropriate to ask them where exactly they are scheduling the meeting, what kind of place it is, and what the program for the negotiations is.

Typically, Chinese companies combine negotiations with subsequent refreshments. Lunch or dinner is part of the negotiation process. Refusing this is not always convenient: it can be perceived as an insult or an insult (especially if lunch or dinner has already been ordered in advance).

On the other hand, it should be borne in mind that the lack of timely information about the planned joint meal on the part of the Chinese is a gross violation of etiquette, including Chinese. Almost always, these types of events are discussed with foreign guests in advance.

The further course of the negotiations and the attitude of the Chinese side largely depend on the meeting place during the first acquaintance: if the Chinese understand that you paid a lot of money for renting an apartment, or when the meeting takes place on the territory of diplomatic institutions, this obliges them to be serious, and gives you additional trump cards in terms of psychological impact on your partner and allows you to direct the negotiation process in the direction you want. However, when demonstrating your financial situation, it is important to observe the measure. Modesty makes the best impression, especially when it is natural.

Tactics of the negotiation process

The Chinese are famous for their patience, endurance, punctuality and ceremony. However, the famous “Chinese trick” is a subjective category. If you do not have such qualities as patience and endurance, do not even try to build your business with Chinese partners.

The Chinese are negotiating, clearly delimiting the individual stages. At the initial stage, much attention is paid to the appearance of partners and their manner of behavior. This data serves to determine the status of each participant in the negotiations.

It is very difficult to impose your own rules of the game on the Chinese. In China, there is a custom according to which a Chinese person, when approaching the entrance of a room with you, will definitely invite you to go first. You should respond by offering to do the same to him, and only after he refuses can you move forward. The entire process of negotiations with the Chinese, like this custom, is a continuous series of retreats, attacks, distracting and roundabout maneuvers, deceptive movements, demarches, and bluffs. For example, if the Chinese feel that the Russian side has spent a lot of money and time coming to China and does not want to return empty-handed, the Chinese may behave at the negotiating table with a deliberate indifference to their success or failure, may inflate prices or put forward strict conditions that are difficult to meet.

The technique of hints and threats is very effective when negotiating with the Chinese: let them know that you will do business somewhere else or with someone else except them if your demands are not met. Typically, final decisions are made by the Chinese side after long and careful consultations. The Chinese delegation, as a rule, has many experts.

Tricks and Tricks

The various kinds of tricks and tricks used by the Chinese are very diverse. Here are some of them.

In order to achieve concessions from the opposite side, the Chinese may allow themselves to feign anger in order to test your nerves and composure. They may also resort to crude, undisguised flattery - praising your personal qualities and business talents. In this case, you should not delude yourself especially. They widely use “harassment tactics.” Making a final decision will be postponed under various pretexts until the last minute. The purpose of delaying negotiations is to cause impatience and irritation of the foreign partner.

The Chinese strive to ensure that the partner is the first to “open his cards” during negotiations - express his point of view, make key proposals, etc. They themselves make concessions at the end of the negotiations, after assessing the capabilities of the opposite side.

In China, it is customary to exchange gifts with business colleagues. The bigger the deal, the more valuable the gifts. Gifts are given at the end of negotiations. Corporate gifts are presented to the head of the company or his deputy. If you go to visit, always have a small souvenir for the hostess: cognac (liqueur), chocolate, pastry (cake). According to Chinese traditions, a gift, as well as an additional portion of food, should first be refused. In these cases, the giver or host must be persistent. The gift should be accepted with both hands. Do not give expensive gifts - this may cause mixed reactions.

Don't present:

foreign currency, coins;

cheese, even very rare varieties, the Chinese do not eat it;

Western-style table wine - it is not held in high esteem by the Chinese;

green hats (this is a hint that someone in the family is cheating on their other half);

table or wall clocks, especially for older people: the word “clock” in some dialects of Chinese sounds like “burial”;

any thing in the amount of four or containing the number 4: in one of the Chinese dialects, “four” means “death”;

fruit until you become good friends with the Chinese. Giving fruit to strangers is insulting: it is considered to be a gift to the poor.

Material provided by Sergey Burundukov (for the seminar "Business Etiquette and Protocol")

Nearest

Recent

11/22/2019 / A one-day corporate seminar “Fundamentals of Lean Manufacturing” was held for production employees...

10.25.2019 / A championship in team solving of management problems "TOAZ Growth Point - 2019" was held among specialists...

As you know, the success of communicating with a foreigner to some extent depends on regional studies training - knowledge of the history, culture, morals and customs of the corresponding country.

Knowing the national psychological characteristics of various age groups of the Chinese population, our Russian businessman can correctly model the first reaction of a Chinese person with whom he decided to come into contact, and determine possible ways for his further development. In addition, the correctly chosen pretext for making contact is of no small importance.

It is also necessary to take into account that some Chinese consider meeting a foreigner as one of the opportunities to realize their selfish goals, since they believe that the foreigner has significant financial resources. This can also be used for the purpose of establishing and developing acquaintances.

In the process of establishing acquaintance with the Chinese and its further development, knowledge of the customs and rules of their communication acquires special importance. Skillful use of this knowledge in the process of communication will allow you not only to consolidate your acquaintance with a useful Chinese person and study him well, but also to influence him. One of the Chinese proverbs talks about the need to know customs and rules: “When entering a village, learn about local customs, when entering a house, ask for the names of family members.”

Let us dwell only on the most characteristic features of communication in China. Of interest is the manner of communication, which to one degree or another is characteristic of all Chinese.

Communication begins from the moment of meeting. At the same time, the Chinese believe that one must show that he respects the other as an individual. Each of them is obliged to make it known that he considers the other a developed and educated person, even when both understand that this is not really the case.

Greetings are of great importance when entering into contact with a Chinese person. It has a pronounced social connotation, and its form depends, first of all, on the age and social status of the person to whom it is directed: the one who greets the communication partner first is the one who is younger, the greeting is almost always accompanied by a bow (sometimes multiple). The most commonly used forms of greetings are: hello (te) (“ni hao”) (literally: are you good?), good morning (“zaosheng hao”), good evening (“wanshan hao”). One of the most popular is a greeting that literally translates: have you eaten rice, are you full? (“ni chshi fan ma?”). This form of greeting has a special meaning. It is common knowledge that the word "rice" has one of the strongest meanings in traditional Chinese society. The struggle for existence in China sometimes directly depended on its availability. For this reason, this form is largely symbolic: if you “ate rice,” it means there is prosperity in your home and everything is in order with you. At the same time, the use of this greeting in modern China is somewhat limited, and it should be used sparingly, and that, of course, in accordance with the current communicative situation. When meeting good friends, a very emotional expression corresponding to Russian is also often used: “How many years, how many winters?” or “Long time no see!” (“Hendo mei khan zen nile!”).

Obviously, when entering into contact with a Chinese person, appeals play an important role. Since the 40s XX century In China, calling by surname has become very popular. When addressing a group of people or an audience, they most often say: “Comrades” (“Thongzhimen”). It is characteristic that this address eliminates the need to greet each member of the group separately. In recent years, the address “gentlemen” (“xienshengmen”) has also become less widespread.

When talking with unfamiliar people, the Chinese behave in a peculiar way. They keep the position of their face and body motionless, sit straight, with their back stretched out, do not move at all, only their lips move slightly, and their voice approaches a whisper. Very loud conversation is considered simply unacceptable. Our eyes and eyebrows also tend to move during a conversation, giving the interlocutor additional information about our mood, impressions of the conversation, etc. The Chinese person’s face remains impartial or expresses unctuousness and gratitude - this is a manifestation of his politeness, under which he hides his true feelings and relationships.

The Chinese avoid looking directly into the eyes of their interlocutor. “Only enemies in mortal combat look straight into the eyes,” they believe. For good acquaintances who have gathered for a conversation, glaring at each other is considered indecent to this day.

The Chinese speak calmly and leisurely, and they tend to use beautiful phrases and philosophical sayings. To say “yes” or “no,” the Chinese resort to the most intricate and figurative expressions. To refuse someone something by directly saying “no” is considered rude. Evasiveness is considered a manifestation of intelligence and character. A Chinese will very rarely allow any harsh or offensive remark to be made in a conversation. If he is dissatisfied with something, he will not express it directly, but will tell his interlocutor some fictitious story in which he can find the necessary hint. Speaking directly and frankly is not the Chinese style. The Chinese do not like direct questions. Therefore, they prefer to express their thoughts allegorically, using historical and poetic comparisons, various turns of phrase and allusions. Referring to historical novels, the Chinese believe that the authority and experience of their ancestors is indisputable. At the same time, it is believed that a literate Chinese must know three ancient novels: “The Three Kingdoms” (“Sangozhi”), “River Backwaters” (“Shuihu”) and “The Dream in the Red Chamber” (“Honglomen”).

Comparison with someone - the best compliment you will receive from a Chinese person may be that you are like someone. Moreover, sometimes the figure with which you are compared is not always clear to you. Often you have to wonder why or in what respect you were compared to a certain person and how to react to this, from our point of view, dubious compliment. The Chinese themselves feel uneasy if some member of the team is not like anyone else. They rather try to liken him to someone else, and then peace of mind comes.

The Chinese have a rather subtle nature. They are touchy and proud, painfully endure their mistakes, responsive to praise, but do not attach much importance to a set of simple pleasantries uttered in conversation until they are convinced of the sincerity of what is said. They strive to read their partner’s thoughts, to catch the discrepancy with what is being said in the intonations of the voice. Therefore, excessive assertiveness, bias or insincerity in a conversation with a Chinese person can cause a negative reaction in him and even scare him away.

Chinese culture has always emphasized the peculiarities of communication between people. The Chinese are masters of understanding the psychological state of their interlocutor and skillfully using it. At the same time, the Chinese themselves do not consider it possible to let their interlocutor understand their own internal state. They tend to hide their feelings under the guise of a smile or kind words or respectful greetings. The Chinese have learned to control their speech and emotions even at times of great psychological tension. At the same time, it should be noted that under the mask of impartiality and restraint of the Chinese, there is an easily excitable temperament, an impressionable, sensual, vindictive and vindictive nature. Therefore, during a conversation with a Chinese, you need to show maximum restraint, be balanced and tactful.

Organizing the conversation plays an important role in communicating with the Chinese. They, as a rule, willingly talk about the family (primarily about the elderly and the male half of the family). This circumstance is due to the fact that the interests of the family are valued very highly. In addition, the content of the conversation may include issues of national history and culture, Chinese cuisine, and products manufactured in China. The experience of communicating with the Chinese convinces us that such a problem as the annexation of Taiwanese compatriots, Taiwan itself, to China is a topic that all Chinese willingly discuss, since they consider themselves quite competent in this matter. At the same time, when they are on the territory of other countries, they show increased interest in everyday life, sights and other aspects of the social reality that is new to them. And if the Chinese find something of their own in this country or something that has anything to do with China, then this always causes a positive reaction from them. When communicating with people unfamiliar to them, the content of the conversation can be the arrangement of their home, personal affairs, and the likelihood of realizing long-standing plans. However, in this case the conversation is usually of a general nature. The Chinese tell people they know closely about their immediate plans, for example, about the upcoming purchase of a bicycle, a sewing machine, a watch, etc.

The Chinese are incredibly fond of talking about shopping. The question of the price of purchased goods rarely confuses the Chinese. However, it is unlikely that for reasons of “saving his face” he will tell you the real cost. As a rule, the amount is significantly overestimated. At the same time, the price of goods is an integral attribute of dialogue about things to which the Chinese attach exceptional importance. They discuss each purchase many times within the family circle and with people close to them, evaluating each property and all options for its practical use.

Particularly common topics of general discussion include the topic of Chinese literature, history, weather, etc. the development of one or another general topic of conversation, which logically follows from the occasion of communication, must necessarily include text questions and statements that direct the Chinese’s attention to various channels, allowing, however, to maintain a single topic of conversation. For example, when talking about Chinese cuisine, you can clarify the proportions of meat and vegetable ingredients in a particular dish, ask about the differences in cooking in the city and the countryside, in the North and South of China, find out whether there are educational institutions in China that train specialists in Chinese cuisine , speak about the popularity of exotic Chinese dishes abroad, ask about the devices necessary for cooking, about how much and what kind of fuel is used for cooking (fuel saving is the pride of any Chinese), about whether there are conditions for cooking in a modern city apartment dishes of national cuisine, etc. This kind of conversation makes it possible to involve the opposite party in a fairly frank conversation that will provide the necessary diagnosis of the interlocutor’s expected behavior.

Numerous apologies are also noted for their well-known ethnocultural uniqueness. The most popular and frequently used expression is: “Sorry, guilty, unworthy” (“Tsing wen”). This is quite consistent with the ingrained Chinese habit of self-deprecation at every opportunity and is an integral part of the Chinese culture of communication. Among many other forms of apology, the following expressions stand out for their universality: “I regret, I apologize, I express my regret” (“Dui but tsi”) and “Sorry for the trouble, the trouble caused” (“Mafan nile”). In response to these apologies, as a rule, there follows a stereotypical: “Nothing special, it doesn’t matter, it’s not that important” (“Mei guanxi”) or “Not worth gratitude” (“bu xie”). In response to a guest’s apology regarding the inconvenience caused, one can often hear: “Don’t be shy, don’t stand on ceremony” (“Bu khetsi”) or “Nothing, it doesn’t matter, it’s not important” (“Mei guanxi”).

Due to the fact that the spoken Chinese sentence is in most cases simple, emotional means play a significant role in the design of speech, among which interjections play a prominent place. Chinese speech is very rich in them. Interjections according to their meaning can be divided into two fairly independent groups: emotional and dominant. Emotional interjections express the most varied feelings and experiences of the Chinese, his attitude to the speech and actions of the interlocutor, assessment of the situation, etc. and are more numerous. Interjections of the dominant type in the Chinese language are less numerous and primarily express the will or motivation of the speaker. In colloquial (informal) speech, interjections are much more common, especially among rural Chinese. The use of words as pause fillers is also quite widespread among the Chinese. As for onomatopoeia, they are quite rare and, perhaps, not so characteristic of the Chinese. When communicating with the Chinese, you must remember that in conversations they often use not only names, but also nicknames, which are very popular in China. Nicknames usually characterize some negative or other quality of a person (for example, dwarf, short, dumb, fool, monkey, etc.).

The Chinese culture of communication is characterized by the use of non-verbal means of communication. When talking among themselves, the Chinese sometimes use their hands to visually demonstrate the subject of conversation. In particular, with the help of their hands they show the conventional size and shape of the objects under discussion, as well as all conventional operations with them. In the nature of Chinese gestures, it is worth highlighting some differences depending on the specific situation. Thus, in an official setting, the frequency of gestures is reduced and reduced to nothing. Differences in facial expressions and gestures between people from different provinces are obvious. Southerners are more relaxed, they tend to have a rather relaxed manner of communication.

Having examined some verbal and nonverbal signals of the actual behavior of the Chinese, we can talk about their influence on the establishment and development of contact. Speech and non-speech actions (language and accompanying facial expressions and gestures) are not only important material for expressing the emotional states of communication partners, but also a means of transmitting relevant information. The communicative behavior of the Chinese (as well as representatives of some other eastern peoples) is characterized by quite pronounced ceremony, restraint, secrecy, turning into slowness, and the presence of a large number of stable mandatory colloquial and procedural “politeness stamps.” At the same time, a distinctive feature of the Eastern communication scheme is the mutual gaze of communication partners in the process of interpersonal communication. Verbal and non-verbal communication with the Chinese is also characterized by the fact that it requires a certain patience due to the presence in their ethnic psychology of such qualities as reluctance to make decisions on their own, lack of inclination to take risks, and the habit ingrained in their minds of repeating the same thing several times, often leave the question unanswered, etc. Consequently, knowledge of the behavioral characteristics of the Chinese, determined by the uniqueness of the ethnocultural environment, and their adequate interpretation help to increase the diagnosis of negative aspects in maintaining interpersonal relationships.

The Chinese love jokes and laugh a lot. A Chinese proverb says: “Anger makes you old, laughter makes you young.” At the same time, the Chinese often use proverbs, sayings, and allegories, which demonstrate such traits of the Chinese character as cheerfulness and wit. Knowledge and use of proverbs and sayings will not only decorate the speech of our compatriot, but will also help strengthen his authority in the eyes of the Chinese.

In their interlocutor, the Chinese value not only the manner of conversation, but also his intelligence, wisdom, and experience, which they place above physical abilities. An interlocutor who knows the history and literature of China well is respected.

Knowledge of the national psychological characteristics listed above will help the Russian partner establish and develop acquaintances with the Chinese. He must look for such forms of personal communication that would allow him to reveal the true feelings and intentions of the Chinese, to determine the degree of sincerity of his relationship towards him. In addition, correctly selected forms and methods of communication make it possible to influence the Chinese in order to successfully solve business problems.

It is necessary to take into account that the Chinese perceive primarily the form, and not the content of any phenomenon (addresses, phrases, etc.). Thus, the method of historical analogies, designed to appeal to the value of the past in the minds of the Chinese population, was present in almost all ideological and political campaigns, the periodic holding of which was caused by various reasons for the internal political situation in the PRC. At the same time, the main commandment of Maoist propaganda was the impact of form, not content, which took into account, firstly, the value of form as such for the Chinese and, secondly, the fact that the form can be endowed with psychologically consonant characteristics, thanks to which the content hidden behind it will be taken for granted.

In its practical activities, the Russian partner can use similar methods of influencing the Chinese, since they most fully take into account their national psychological characteristics.

Below is brief information about some features of the national character and linguistic thinking of the Chinese partners, communication with which has always presented a certain difficulty for the Russian side.

1. For a Chinese, any official contact with a European is, first of all, a meeting with another world, it is always a duel from which he must emerge victorious to the cheers of his compatriots. If we, Russians, ask the leader of the Russian side during negotiations about the results achieved, then our question usually does not have a “nationally civilized” connotation, and for us the Chinese are the same partner as the British, Indians, etc. The Chinese are a different matter . They are interested in the result of communication and, in this regard, what the Chinese side looked like against the background of the Western “barbarians,” and how far they were able to impose their “preparations” on the opposite side. This approach is rooted in the very depths of the Chinese psyche and is present in a hidden form in any negotiations. Hence the psychological readiness to put “pressure” on a partner, serious preparation for negotiations, and attention to all formal details.

2. The behavior of the Chinese in any life situation is largely determined by stencils, which go back to the commandments of ancient philosophers and form the basis of education to this day. This may seem like an anachronism that does not help, but hinders decision-making in specific circumstances. However, it is enough to remember our good soldier, who was thoroughly drilled into the provisions of the Guard Service Charter and who, in an extreme situation, automatically acts according to the learned “scenario” and acts, as a rule, correctly. An analogy is appropriate to draw on the actions of the Chinese during the negotiations. From the book “The Art of War”, revered by every Chinese, by the ancient philosopher Sun Tzu, a whole series of practical advice follows, such as: “find the enemy’s weak point and strike, the enemy has fallen - finish off”, etc. Here it can be argued that in any book devoted to war, there are similar recommendations (just remember “The Art of Victory” by A. Suvorov). However, for us such books and such commandments are nothing more than facts of history, distant or close, while for the Chinese it is the state of his consciousness, his attitude and behavior. Naturally, such traditional upbringing is easily supported by all sorts of modern instructions and instructions, which in some cases makes the Chinese more confident in his behavior than his Western partner.

3. For thousands of years, the Chinese have lived under a strictly centralized state, which has taught them top-down discipline and precise execution of a narrowly defined task. As a rule, all negotiations conducted by the Chinese with the Russian side, regardless of the rank and scale of the negotiations, are “conducted” from one console. An analysis of the behavior of the Chinese during negotiations and private confidential conversations with them lead to the idea that there are some centralized instructions on how to trade with Russia and how to impose their own conditions on it (as a rule, not beneficial to Russia).

4. It is known that the Chinese are taught to strictly control their emotions from childhood. This is typical for the entire East, but for China in particular. Direct display of feelings, especially in front of foreigners, is considered absolutely unacceptable. In this regard, of great interest are the studies of the Hong Kong authors “The Art of War” by Sun Tzu and “The Art of Management in Business” (1994), which has been formed over thousands of years - it gives the Chinese certain advantages during negotiations - a smile mask allows the Chinese to avoid an unexpected direct question, to translate conversation on another topic, thus gaining time, and returning to the question posed with a thought-out answer. At the same time, the Chinese always tenaciously monitor the facial expression of the interlocutor and constantly analyze the partner’s emotional reaction to his remarks and questions. In the Chinese tradition, it is to conduct a conversation in such a way as to emotionally “sway” the interlocutor, push him to more or less direct expression of feelings and through this understand the true intention of the partner.

5. Almost all experts on China note such an “innate” trait of the Chinese as subconscious egocentrism, which at the everyday level can be formulated as follows: “it’s so convenient and beneficial for me.”

Is it convenient and beneficial for others? The average Chinese usually doesn’t think about it. According to the “laws” of egocentrism, Chinese society has lived for thousands of years, and no amount of education can eradicate what is inherent in the entire way of life, although the corresponding verbal rhetoric (“taking into account your wishes...”, “we understand your problems...”) has been worked out quite well. Egocentrism is also characteristic of foreign policy, which is not least due to the arrogant idea of the ancient Chinese about the “middle” position of their state.

6. The Chinese are characterized by so-called “strategic” thinking and behavior (not an official term) - methodicality, determination and perseverance in realizing a long-term goal, regardless of the effort expended. Among the Chinese, behavioral stereotypes are formed under the strong influence of folk tales, which reflect the deep properties of the national psyche. One of these parables, and one of the most popular, tells specifically about the fanatical perseverance of a man who set a “super task” for his clan - to move a mountain (“Old Man Yu moves a mountain”), the solution of which required the daily efforts of more than one generation.

7. Since ancient times, the Chinese have worshiped strength. The transition from a subservient attitude (“I have a strong partner in front of me”) to a harsh dictate (“the partner has weakened”) usually took place quickly and cynically (cynically from the position of Western morality).

These are some of the psychological characteristics underlying the behavior of the Chinese. Now a few comments of a more specific nature.

The strength of the Chinese is their good knowledge of their counterparts. Unlike the Russian side, the Chinese side clearly knows the names of all members of the Russian delegation, the names of their positions, and often their service record. The situation is similar with the subject of negotiations. Russian representatives may know the essence of the issue much more deeply, but often do not have the so-called “background knowledge” on the subject.

Another feature of the “Chinese approach” is the desire to impose a large number of questions and put their partners in the position of being on the defensive, answering questions that very often are not directly related to the subject of negotiations, but create a psychologically unfavorable situation for the opposite side.

The Chinese cannot be denied the ability to quickly find the “pain points” of their interlocutor and derive tangible benefits from this. Having realized the partner’s dependence on one or another circumstance, the Chinese side is able to quickly adjust its line of behavior and base its entire further game on influencing these “pain points.” There is no need to expect generosity here. The Chinese are good at using any illogicalities in their partner’s position. In general, this is one of the main rules that the Chinese strictly follow during negotiations - to find inconsistencies in what a foreigner says with the actual state of affairs.

The traditional “Asian” method of doing business is to extract maximum information by breaking down a general problem into many small ones. It is known that the closer to a specific private issue, the less “politics”, control, “secrets”. During negotiations, the Chinese often strive to create a larger number of working groups and subgroups in order to establish direct contact between specialists and routinely ask a lot of technical “harmless” questions, which are then summed up from all groups, and as a result, a common “picture” is created, which impossible to obtain through normal negotiations.

Very often, the Chinese skillfully use official receptions, banquets, dinners and other events where there is a reason to drink to the success of cooperation, to obtain additional information or to clarify existing assumptions. In these cases, the task of the Chinese is to be persistent and bring the guest “to the required condition”; The Chinese side may offer a “parity” principle (“I have a full glass and you have a full glass”), which our compatriots usually accept with pleasure and without a second thought (“we are stronger than the Chinese”). However, after a certain moment (when the “client has matured”), a Chinese man joins the conversation, who only imitated drinking alcohol and whose task is precisely to extract maximum information from the guest’s facial expressions, fragments of phrases, and his emotional reaction to certain questions . In the estimate of entertainment expenses, alcohol is always given the green light.

The Chinese pay very serious attention to the translation and, more broadly, language aspect of negotiations. It is considered unacceptable for the Chinese side to go on a foreign trip without their own translator, and not one brought in from another organization, but their own, a full-time one, specializing in the specific topic of these negotiations. The question here is not so much a matter of distrust of the translator from the opposite side, but rather a sober understanding of the objective complexities of interlingual communication. In addition, Chinese translators are the “eyes and ears” of the relevant services. As a rule, each translator has his own task and his own “questionnaire”. There are cases when a Chinese translator seems to correct the expressed thought, which “does not fit” into the instructions given. As for the Russian side, there is often a facile idea of the opportunities that open up provided that you carefully prepare your own language and prepare your translator to work as part of a specific delegation.

The issue of the quality of translation of contract articles requires special discussion. It is known that the Chinese carefully analyze our version of translations into Chinese, trying to find any manifestations of ambiguity in order to later use these logical flaws for their own selfish purposes. One cannot expect generosity from Chinese partners here.

Generally speaking, official Chinese delegations (precisely official ones) give the impression of a well-coordinated team, correct in behavior, psychologically prepared to achieve the task, with a sense of their strength and internal superiority. If we add to this the Chinese attention to the formal side of the matter (accuracy in time, knowledge of the protocol, a fairly high level of entertainment expenses), then you get a complete picture of a worthy and complex partner.

How can you adjust your line of behavior taking into account the national psychological characteristics of the Chinese?

1. An analysis of the behavior of the Chinese in the Russian market leads to the idea that the starting point for them is the thesis: the “big brother” is seriously ill - a rare chance to strengthen their position at his expense. The total collection of economic (and other) information allows one to judge the financial situation of a particular enterprise and “twist their arms.” In this regard, the arms trade is an interesting phenomenon: on the one hand, Russian military-industrial complex enterprises are in dire need of financial injections, which pushes them to humiliatingly expect corresponding orders from the Chinese side, for which they are ready to make significant concessions; on the other hand, in the foreseeable future China can only obtain modern weapons and technology from Russia. The question arises: who needs whom more? It seems that Russia's position here looks preferable. The problem is the need for a psychological change. As for the Russian side, in many documents, even in government orders on the sale of this or that weapon, “defeatist” (or clearly non-offensive) notes can be discerned through the lines. It seems that in the entire scheme of contract preparation, negotiations, etc., there should be a clear offensive line.

2. Many participants from the Russian side consider China a natural ally of Russia - taking into account the common historical destinies, sympathy for the successes of Chinese socialism, taking into account the decreasing role of Russia in the world. As a result of such sentiments, individual “negotiators” may lose their “fighting spirit” and make partial concessions (not necessarily on the issue of prices). At the same time, the strict pragmatic orientation of China's policy is completely obvious. Moreover, at a certain stage, China from a “strategic partner” can overnight turn into a “strategic adversary” - just remember the geopolitical position of the two countries and the demographic factor. The Russian side’s line of conduct should be very correct, but without any “fraternization” sentiments.

3. Taking into account the fact that the Chinese hobby is searching for any inconsistencies in the partner’s statements, it seems advisable to conduct specific “command staff exercises” at the stage of preparation and negotiations. During such control operations, one side (the Chinese) must question all the main positions of the Russian side, that is, it is necessary, if possible, to think through all the tricky questions that the Chinese may ask during negotiations.

Along with the search for serious arguments in defense of its position, the Russian side should, as the Chinese do, make it a rule to carefully analyze the statements of the opposite side from the point of view of compliance with their logic, identify “stretches” in logical transitions and actively use them to their advantage. The experience of negotiations shows that serious “trump cards” can be found along this path. The main thing here is to give your partner the opportunity to speak out, take your time with the discussion, ask a sufficient number of clarifying questions, gain time and think over your reaction to the stated position of the Chinese side during the break.

In general, the most unpromising way in negotiations is to get involved in the debate “half-turn”, instantly revealing your “home preparations”. Directly expressed agreement, as well as disagreement, is highly undesirable. It has been noticed that emphasized calm and dignity often infuriates the Chinese, which under certain circumstances can be very useful for the Russian side.

4. Particular attention should be paid to analyzing the questions that the Chinese ask ordinary negotiators. Usually these issues are beyond the sight of the head of the Russian side. At the same time, “collecting” such questions and generalization can shed additional light on the true intentions of the Chinese partner.

5. It is known that to achieve good results in any negotiations, a respectful attitude towards your partner is required. This is especially true for the Chinese. A well-placed compliment and praise play a much larger role in negotiations with the Chinese than when communicating with European partners. A proven way to the heart of a Chinese person is knowledge of Chinese culture and traditions. If your French partner perceives your example from French literature as a beautiful figure of speech, then for the Chinese your short excursion into Chinese history or, by the way, a Chinese proverb said will create a more friendly atmosphere.

A special conversation requires the linguistic behavior of the negotiators, the ability to formulate their speech (monologue and dialogic) in such a way that it is completely understandable to the partner and gives him a feeling of additional psychological comfort.

When communicating with speakers of Indo-European languages, we a priori proceed from the fact that: a) the logic of constructing a phrase in a given specific pair of languages is basically the same; b) the system of figurative means is largely the same; c) Russian-speaking and foreign-language cultures have long traditions of interaction. As for such elements of linguistic behavior as repetitions, rhetorical questions, comparisons, phrase length, etc., they are perceived as elements of speech culture in general, without reference to a specific language. The long traditions of interaction between Indo-European linguistic cultures and the systemic commonality of the corresponding languages have taught us the idea that the main thing is a well-delivered Russian phrase, and as for its sound in a foreign language, this is solely a matter for the translator, and with a good translator there will be no loss of meaning or distortion must. This is a well-established and generally correct idea. But only until we interacted with speakers of some languages of the Far Eastern region, who have a number of features in terms of the sequence of presentation of thoughts, and in terms of the length of phrases, and in terms of the frequency of use of one or another means of expression, etc. Chinese is one of these languages. If you do not adapt your speech, do not rely on “grammar for the listener,” then logical accents may be erased, and the aesthetics of the phrase may not be revealed, and even the most experienced translator will not be able to ensure the adequacy of the translation.

It seems that such negative aspects of the linguistic behavior of the Russian side, which the leader is not even aware of, can and should be minimized as much as possible.

We will try to show some features of the Chinese language that form and correspond to the features of the linguistic thinking of the Chinese.

1. Due to the fact that in the Chinese language there is a certain deficiency of the actual grammatical means (there are no endings, the expression of gender and number is optional, there is no grammatical agreement, etc.), the overall coherence of the text is based primarily on such a sequence of facts and events , which should not happen in real life. Therefore, it is advisable to construct a Russian phrase in approximately the same way.

2. The Chinese language describes a certain situation in a more detailed way than Russian; in other words, Chinese texts usually contain more simple and short sentences. Let's explain with an example. In Russian, the sentence “The barking dog woke up the child” sounds quite normal. In Chinese, this rather complex content will be conveyed by two successive events: “The dog barked (first event), and the child woke up (second event).” Of course, an expression like: why know such linguistic subtleties is appropriate here, this is entirely up to the translator. For a specific example, the objection is completely appropriate. But if the length of the Russian sentence and, accordingly, the number of events “condensed” in it are significant, this will cause great translation problems in conditions of time shortage and difficult perception by the Chinese side of the general meaning of what was said. As a result, failures in communication and a negative psychological background are possible.

3. As you know, in the Chinese language there are no attributive clauses like Russian with the conjunction word “which”. Phrases with the word “which” and, in general, attributive phrases should be treated with particular care. In Russian we can say: “The text of the protocol, which was agreed upon yesterday by the heads of the working groups at their meetings, which were held in an orderly manner and on time, and which reflects the position of the Russian side to the maximum extent, will be fully ready for signing by the end of the day.” The phrase is far from ideal in terms of style, but it is quite typical and is perceived by a Russian-speaking listener without much difficulty. However, it is very difficult to translate such a phrase smoothly - taking into account the fact that this phrase is followed without a pause by two or three more similar sentences - and the problem here, as in the example above, is not only and not so much the qualifications of the translator. The fact is that in Chinese the definition always comes before the word being defined, and the longer the definition, the more difficult it is for the listener to determine which word it defines. This also causes internal irritation and discomfort in listeners.

4. You need to know that in the Chinese language the degree of opposition between oral and written speech is much greater than in Russian (meaning the syntactic aspect). This must be taken into account in the process of oral communication when drawing up the most important documents, since the Chinese do not miss the opportunity to use this contradiction to achieve their own goals.

5. A significant role in achieving a positive communicative effect in the Chinese language is played by repetitions and interrogative sentences that draw attention to a particular problem. When working with the Chinese, there is no need to be afraid of repetitions and tautology. Repetitions and underlining create a favorable background for the coherent presentation of your thoughts.

6. Anyone who is somehow connected with China knows how much a good joke is valued in this country. Russians are also big fans of jokes, and it is rare for Russian-Chinese negotiations to take place in a completely dry atmosphere. But the problem here is that the jokes of the two peoples are rooted in completely different cultural and civilizational traditions. You can joke only if you are absolutely sure that the joke will “work” and will not cause puzzled looks or strained smiles. For example, jokes that are so beloved by the Russian public, as a rule, do not find the proper response in the souls of the Chinese. The Chinese react without understanding (and sometimes with internal irritation) to jokes on sexual topics or topics of adultery. Jokes like: “Why was Comrade Wang late? He probably went to the left yesterday, because there are a lot of beautiful girls in Novosibirsk” - they seem wild and devoid of wit to the Chinese.

7. The Chinese language is in many ways more specific than Russian. We can say: “Who will get the laurels of the winner?” meaning “Who will be the winner?” or “We must not put the cart before the horse” to mean “We must act consistently, according to the logic of cause and effect,” etc. In other words, we can be less specific and more specific. For the Chinese language, more specific forms of expressing thoughts are preferable. Taking this feature into account when communicating with Chinese partners allows you to save valuable time (very often a short remark with a figurative meaning thrown by the Russian side forces the Chinese translator to ask again, and the Russian to indulge in long-winded explanations).

Based on the above, first of all it must be borne in mind that the Russian partner must have good knowledge of the history and traditions of China. This knowledge is needed in order to use their cognitive interest when establishing contacts with the Chinese, to influence their emotions and feelings, to be able to arouse their interest in oneself, to make a pleasant impression, to choose the right reason for contact or a good topic for conversation, the right line their behavior at future meetings.

The desire of the Han people to make contact with strangers creates generally favorable opportunities for an enterprising person to establish a circle of useful acquaintances. It is probably not difficult to gain the favor of a Chinese person if you speak well and respectfully about his homeland, emphasize your admiration for the history, culture and successes of China, and show your knowledge in this matter. As a result of communication, the Chinese should be left with a pleasant feeling, he should be convinced that he is communicating with a worthy person. At the same time, it is most seriously necessary to take into account that when communicating and working with the Chinese, any unflattering assessment of China and its people causes misunderstanding or a hostile reaction.

It is important to know that the Chinese are very proud and touchy. For most of them, a sense of national pride is intertwined with a sense of personal dignity, with a strong belief in the value of their personality. An offended Chinese becomes vindictive; he will not forgive the insult and will patiently wait for an opportunity to take revenge on the offender.

It is characteristic that the Chinese perceive the insult with equanimity. Sometimes we may not even notice that we have offended him, and at the same time he will not show his feelings in any way. The Russian partner must always be extremely tactful and attentive in dealing with the Chinese.

When you have personal contact with the Chinese in the process of studying them, the question of mutual trust inevitably arises. This aspect, in principle, is universal, but in relations with the Chinese it becomes especially acute due to a certain wariness towards Eastern peoples that is deeply rooted in our consciousness.

During contacts with the Chinese, you often get the feeling that they are being dark, behaving insincerely, or not telling something. This feeling arises in you as a result of the fact that the Chinese are characterized by this manner of behavior due to the deep differences in the political, economic and social spheres between our countries. At the same time, it is necessary to understand that the Chinese enter into contact, and even more so into trusting relationships, very carefully and slowly, moreover, distrust of foreigners is part of their historical heritage.

At the same time, it must be taken into account that the sincerity and frankness of the Han people are significantly different from ours. They even have a saying: “Whenever we open our mouths, lies come out of our lips.” Sometimes, as difficult as it is for a Chinese to tell the truth, it is just as difficult to believe it if it is expressed by someone.

At the stage of establishing and consolidating acquaintances with the Chinese, our compatriot’s task is to turn the Chinese’s initial desire to meet with him, sometimes based on not yet fully realized curiosity, on affected feelings, into an active, motivated desire to continue acquaintance. But you must be prepared for the fact that a lot of time passes between the preliminary oral agreement and the final decision in the form of a written contract, for example, on business cooperation, during which the Chinese position may change several times. In this situation, it is necessary to show maximum patience. It should be borne in mind that when doing business with the Chinese it is impossible to act according to a pre-conceived plan. We must assume that they will adjust already agreed upon decisions on the fly and unexpectedly abandon any promises. This is a consequence of the characteristics of the Chinese, their psychology, and attitude towards foreigners.

Psychological aspects of negotiations with the Chinese.

The place of negotiations is China. The Chinese like to set the meeting place in their office or in meeting rooms of various public places (hotels, restaurants, business centers). If the Chinese have priority in choosing and assigning a place for negotiations, it would be appropriate to ask the other party where exactly they are scheduling a meeting, what kind of place it is, and what the full program for the negotiations will be. Typically, Chinese companies have a tradition of combining negotiations with subsequent refreshments. It is not always convenient to refuse this, but when it comes as a complete surprise to you, it will not be easy for you to refuse and, most importantly, to be understood by the Chinese. Eating in China is part of the negotiation process; refusal of food is sometimes perceived as an insult or an insult (especially if lunch or dinner has already been ordered in advance). However, it should be taken into account that the lack of advance notice of a planned joint meal on the part of the Chinese is also a gross violation of etiquette, including Chinese. Almost always, these types of events are discussed with foreign guests in advance.

If there is no clear delineation of responsibilities for choosing a place for negotiations between the parties and you do not feel constrained in choosing such a place, it is better to choose something that is most suitable for you in terms of the style and habits of a European person. Usually, if the place of negotiations is appointed by the Russian side, this evokes respect from the Chinese partner. Especially if this place is chosen in a purely Western business style (special meeting rooms at hotels, specialized business centers for foreigners, Russian institutions abroad). The further course of the negotiations and the attitude of the Chinese side largely depend on the meeting place during the first acquaintance, if the Chinese understand that you paid a lot of money for renting an apartment, or when the meeting takes place on the territory of diplomatic institutions. This obliges the Chinese to be serious, gives you additional trump cards in terms of psychological influence on your partner and facilitates the negotiation process in the direction you want.

The place of negotiations is Russia. When planning a meeting with the Chinese on your territory, you should under no circumstances accept invitations from your Chinese partner (if the initiative comes from him) without first stipulating the place of negotiations. It is likely that the Chinese are simply inviting you to their hotel room for “sofa talks.” Agreements reached during such “get-togethers” usually end in nothing. The Chinese who come to Russia are determined to find out your level of wealth, assess the degree of your interest in the transaction, and will do this based on the practical steps you take in relation to them. Appointing a “worthy” place for negotiations is half the success.

If you do not have a well-equipped meeting room in your office, it is better to negotiate on neutral territory when you first meet. Transferring subsequent negotiations to your office will pleasantly surprise your Chinese partners and give you an extra plus. Don’t be afraid to be caught “showing off.” Being probably the biggest poseurs in the world, the Chinese rarely notice this vice in Europeans, unless, of course, they go too far. When demonstrating your financial position and wealth, it is important to maintain a certain middle ground, in no way showing that the surprise and admiration of the Chinese (who may be many times richer than you) flatters your pride and that this is exactly the effect you were trying to achieve with this entire demonstration. Modesty has the greatest effect, especially when it is natural.

Don't try to stand out. But don’t be afraid to appear rich either—wealth and expensive things are very prestigious in China. Try to adhere to a business style as much as possible, avoiding excesses in clothing and especially jewelry. Businesswomen and wives should avoid excessively revealing necklines and provocatively short skirts above the knees. Extravagance in the clothing of a business person can cause an inadequate reaction from the Chinese negotiating partner, especially during the first meetings of the negotiating parties.

Search for a partner.

The Chinese are extremely distrustful when it comes to doing business, especially if it involves commercial risk. Finding a worthy partner in China is extremely difficult, despite the large population and the high density of various commercial structures in the cities. Any proposal coming from a European is perceived in advance by the Chinese as a “surprise with a catch.” Quite often in China you can encounter open hostility towards an unfamiliar European. This leads to an important conclusion for Chinese conditions: any process of finding a partner should begin with the choice of an intermediary - a conductor of your thoughts.

As a rule, in China there is a fairly wide choice of this kind of intermediaries: from gloomy personalities at airports and railway stations to sticky “translators” at exhibitions and in hotels. Unless you have taken care in advance to find a reputable intermediary through a consulting firm, travel agency, or personal acquaintances, you should in any case avoid contact with the above-mentioned individuals.

The search for a business partner is necessary and can be started at home. To do this, first of all, you should carefully study all the regional literature on China available to you. In the future, knowing the realities will greatly facilitate your communication with the Chinese. It should be taken into account that China, much like the former Soviet Union, is a multinational country. Moreover, even the main nation of the country - the Chinese (“Han” - from the ancient name of the Chinese principality of Han - that’s how they call themselves) differ so greatly in appearance, in language dialects and cultural traditions that they can essentially be considered different nationalities. The only thing that connects all these nationalities in this case is hieroglyphic writing. Short southerners - lovers of fruits and vegetables, who consider plus 20 degrees Celsius almost frosty - will not understand without a translator the “meat-eater” northerner, who does without a hat even at minus 35. But it’s worth writing down your words in hieroglyphs - they are perfectly compatible with they'll get along well.

If you want to find a lively and resourceful partner who will understand you perfectly and will be ready to commit minor violations of the law in order to avoid excessive costs for product certification and customs duties, then you better look for him in the northern provinces of the PRC: Heilongjiang, Inner Mongolia, Liaoning, Jilin. However, you must be prepared for the fact that your temperamental friend can easily ignore your agreements with him.

The recently famous Southern China will give you a more civilized and more law-abiding partner. However, this does not mean that Southerners will be more accommodating or pliable in matters of business. Quite the contrary: experience, erudition, commercial literacy, awareness, perfection of financial instruments give southerners serious trump cards in negotiations with you.

The division of the Chinese into northern and southern is very arbitrary. The south of China is more developed economically and is famous for its consumer goods. North - Manchuria is the base of heavy industry, a buffer zone of trade with Russia, replete with not only intermediaries greedy for profit, but also serious partners. At the same time, many northerners work in the south, and in the north there are many people from the southern provinces. So in the end, it’s all about your ultimate goal.

You can directly search for a partner in several ways:

- through friends - one of the most effective and less expensive ways. It is worth noting, however, the very high probability of deception on the part of professional swindlers specially brought to you, of whom there are no less in China than in Russia. This method must be approached with great caution;

- through specialized offices - a rather expensive, but nevertheless effective method. You can become a client of specialized intermediary companies, translation agencies, trading houses, consulting firms, etc.