Cultural Context
Cultural
context can be defined by our upbringing and cultural background. This refer to
thoughts , opinions and feelings that result from experiences. Cultural context
is divided into two groups and they are high context cultures and low context
cultures. A high context culture is a culture in which the individual has
internalized meaning and information ,
so that little is explicated stated in written or spoken messages In conversation , the listener knows what’s it
meant , because speaker and listener share the same knowledge and assumptions ;
the listener can piece together the speaker's meaning.While a low-context culture is one in which information
and meaning are explicitly stated in the message or communication. Individuals
in a low-context culture expect explanations when statements or situations are
unclear, as they often are. Information and meaning are not internalized by the
individual but are derived from context, e.g., from the situation or an event.
Chinese have
a high context and non-verbal style of communication. It is high context in the
sense that certain knowledge is already assumed . This is opposed to low
context culture , where more information is exchanged during conversation .
There is no need in instances to repeat information that has been built up over
time . Its assumes a shared understanding between communicants. The Chinese also
make significant use of nonverbal means of communication , such as implied
meaning , non-verbal cues ,indirect statements and symbolic language , in an
effort to build long term relationships and importance of face and social
harmony and not to offend another person . For instance , Chinese
businessperson will rarely say “no” directly in response to a suggestion . They
will often suggest. Similarity , open-ended questions are common , as they
don’t force a person into a corner as ‘yes or no’ questions. Chinese are more
likely to be polite but vague. A high value is placed on ambiguity and tact. In
china communication tend to be very efficient because of their information flow
at work and in privacy . They discuss everything in advance and consider meetings
as an official “ceremony” where is commonly agreed the decision will be
announces. This is important in the way of
‘giving and keeping face’. They are also informed before they meet each
other. Much explicated and detailed
discussions would probably seen as an insult because everything is already
clear. In
low-context communication systems, people translate a large part of the meaning
into explicit code . Low context group prefer
a direct style of communicating and also
focus on the explicit meaning of words . The popular saying, “You
can take my words to the bank ” conveys a belief that individuals say exactly
what they mean. Americans, Germans, and Israelis, are direct communicators,
each having varying degrees of directness. This group prefers to
deal with conflict head-on and uses statements like, “Let’s put everything on
the table” or “Let’s get everything out into the open”. They believe that if
you discuss everything, you can resolve the conflict. Direct communicators
believe that it is better to say what needs to be said.
The two
antagonistic principles of ‘Yin’ and ‘Yang’ are the main ethical beliefs for the Chinese which constitute the driving force
behind all movements. ‘Yang’ is the positive principle while ‘Yin’ is the negative
principle. Taoism which originated from Lao Tzu involves the concept of Tao (
which means path or way ), teaches that one single Way is the principle of
existence and action for the universe as a whole and for all of its parts. Confucius
then translated the concepts of Taoism
into practical ethical guidelines. Therefore, everyone has a place and duty in
accordance with his/her position in life. As for the ethical principles, the
Chinese education system is to inculcate character building at a very young age
by instilling ethical values. For the Chinese, a cultured person is one who
lives life to the fullest. This led to the developments of rich art forms and enjoyment
of beautiful things. The Chinese ethical belief also emphasizes on the concept
of the family. The parents are responsible for the children and in turn the
children are responsible for the parents when they get old. Lastly, the Chinese
custom of ancestor worship includes complicated rituals that begin at the
funeral when the spirit of the deceased is recalled.
In the
ancient China legal system, education was mainly believed to create social
control in Confucianism. Legalism was, however, based on the concept that
humans were acted upon to evil or wrongdoing which led to the understanding
that written law and punishments were required in order to maintain order in
society. In general, filial piety and legal action prevention were attempted to
be enforced by the Ancient China’s legal system. In today’s world, Civil and
Commercial Law have taken place as people seek protection from various abuses
committed in the pursuit of economic competitive advantage as a result of China’s
rapid economic modernization. In China, suspects are assumed guilty by the
Criminal Law and must be proven innocent. Although preventive laws and measures are being slowly
adopted, it is usual for a Chinese suspect to be arrested and routed past the
legal system. Many of them have criticized the CCP ( Chinese Communist Party ) or
violated any of the state security laws.
Social Customs of the Chinese Culture
Concept of time:
The Chinese value punctuality very dearly. It is seen to be
rude if one arrives late for an appointment and causing the other side to wait.
Therefore, it is best to arrive at least 10 minutes earlier for an appointment.
Values, Beliefs and Manners:
It is crucial to be punctual no matter an informal or formal
meeting. Being late might cause negativity with the other party.
If an informal meeting is to take place at a Chinese’s
house, it is important to take off your shoes because to the Chinese wearing
shoes in the house is disrespectful to Chinese.
Gifts are usually brought to informal meetings as a token of
appreciation and also as a friendly gesture. When accepting gifts, you must
accept it with both your hands.
The Chinese like the number 8 because they believe it
symbolizes prosperity and luck. Avoid using or associating anything with the
number 4 because most Chinese associate the number 4 with death because the
pronounciation of number 4 in Chinese is similar to the word death in Chinese.
Business and social settings:
When making formal appointments, it is best to be done at
least one month before the appointment date. This is so that each party is will
be clear of the appointment details and no last minute misunderstandings can
take place.
Respect for Authorities :
In a meeting, the seniors are greeted first by the juniors.
During a business negotiation, the senior of the group will
be the one to present the idea to the opposite party.
Non Verbal
Communication
What is non-verbal
communication? It defines as a way for communication that using body language to
deliver a message to others. Facial
expressions, body gestures, movement of body stance, eye contact and gaze,
appearance and voice tone are forms of nonverbal communication. In
the other hand, non-verbal communication also can be sent or received in
written texts. Normally we use
letters, e-mails, books, magazines, the Internet or via other multimedia to
apply non-verbal communication in daily life.
As we know, different body gestures
have different meanings. Different nationalities bring different gestures and
emotions. And now, let us talk about Chicness’s non-verbal communication in
China. China is the world’s most populous country with population that over
1.35 billion. According to United States’ list of world population around 19.2%
of the world population are Chinese peoples. In fact, Chinese people have the
majority amount in the world. Let’s me introduce some Chinese non-verbal
communication in gestures.
First at all, is about greeting gestures. When we meet a
professor or someone older, we should lower your head and bend
slightly to show respect to them. Besides, shaking hands is not used
that showing the different status between peoples, as the previous two cases,
but between socially equal people, friends or businessman. Sometimes, we do nodding head or slight bow close friends, but hugging
and kissing are uncommon in Chinese culture when people greet.
Second, let’s move to touching gestures. Normally, Chinese doesn’t like being touched by others especially to the strangers. Let have an example here, a man had touched a woman in a public, it known as irreverence act to woman. But Chinese girl have a close physical contact with their female friends. Is a common thing for girls walk along with arm in arm, holding hand or hugging each other’s for girls in primary school or kindergartens. Usually for girls, but not for boys. Boys do that will out of expectation and others will thought something wrong with him.
Touching each other’s in Chinese culture are uncommon.
Third, is eye contact. For Chinese, a lack of steady eye is showing that lack of attention and not respects others. Is a common thing that Chinese usually will blank their eyes when they lack of confident or attention. But, when they speak face to face, direct eye contact and staring each other is uncommon.
"Eye contact is an important aspect of good communication as it can help to get our point across to our audience in a powerful way.
Forth will be conversations overlap and interruption. If you need call a person, face the palm downward and the fingers are moved in scratching motion. If you beckon a person with the palm face upward, it may be considered that you look down the person and it is very rude. And do not use the middle finger to beckon someone, it is consider very rude.
Using your index finger to
beckon someone is a gesture only reserved for dogs in the Philippines and doing
it to a person could result in arrest or violence!
Last but not least,
jeans are not allowed to attend formal meeting or gathering in Chinese. Business attire is conservative and
backward-looking. In a formal gathering, men should wear dark coloured,
conservative business suits. While women should wear conservative business
suits or dresses with a high neckline. Women also should wear flat shoes
or shoes with very low heels. At last, avoid wearing bright colours shirt when
attending.
How is a wear of the person will reflect how the person take serious to the event.
Conducting Businesses
Business
dealings
1.
Respect
the business card.
2. Smile. Don’t look too serious.
3.
Don’t
expect much eye contact.
4. Make friends first, do business later.
5. Speak slowly.
6. Let people save “face.”
7. Arrange one-on-one meetings.
8. Avoid being too casual.
9. Let them smoke.
10. Don’t take a Chinese person saying “yes”
literally to mean affirmative.
Business meetings
A formal Chinese
business meeting generally consists of 5 main steps or stages:
1. Introduction
There is generally a secretary or an interpreter to guide the business meeting, and to introduce the representatives from both parties to each other. A senior member of the company will then generally give a speech to welcome the UK visitor(s) and highlight the theme of the meeting, and the intentions or expectations of the day.
2. Presentations of both parties
Your company presentation should be prepared in advance in Chinese
In order to help each party understand each other’s backgrounds, both parties are likely to be asked to give a short presentation on themselves and their company this may include a brief history of the company, current opportunities, reasons for cooperation, including the benefits both parties anticipate to gain.
1. Introduction
There is generally a secretary or an interpreter to guide the business meeting, and to introduce the representatives from both parties to each other. A senior member of the company will then generally give a speech to welcome the UK visitor(s) and highlight the theme of the meeting, and the intentions or expectations of the day.
2. Presentations of both parties
Your company presentation should be prepared in advance in Chinese
In order to help each party understand each other’s backgrounds, both parties are likely to be asked to give a short presentation on themselves and their company this may include a brief history of the company, current opportunities, reasons for cooperation, including the benefits both parties anticipate to gain.
3.
Exchanging viewpoints
This stage invites initial enquiries, questions or doubts, even probing for solutions of some of the existing or anticipated problems. Participants are expected to address the ‘how’, ‘when’, ‘where’, ‘what’ and ‘why’ of working together.
4. Discussion for agreement
Business relationship can be built or broken at this stage, since further cooperation depends on the level of agreement. A contractual agreement is unlikely to be arrived at through one single meeting – rather it is likely to be the result of an arduous process, involving several meetings before a mutually satisfactory conclusion is reached.
At this stage there may still be a degree of ‘detachment’, but there is a Chinese saying: “even if we do not make a deal, we are still friends.”
5. Conclusion
If conditions are favourable for both parties, the process will usually be concluded by formal hand shaking, followed by a banquet. Occasionally, however, you may find that the Chinese party suggests postponing the negotiation process, or leaving it to a further meeting. This need not be a cause for concern; a sudden cessation of contact is very rare and it is more likely that your hosts wish to discuss things amongst themselves for a while longer. Once a decision has finally been made, appropriate information and agendas for future meetings will also be agreed on and distributed.
This stage invites initial enquiries, questions or doubts, even probing for solutions of some of the existing or anticipated problems. Participants are expected to address the ‘how’, ‘when’, ‘where’, ‘what’ and ‘why’ of working together.
4. Discussion for agreement
Business relationship can be built or broken at this stage, since further cooperation depends on the level of agreement. A contractual agreement is unlikely to be arrived at through one single meeting – rather it is likely to be the result of an arduous process, involving several meetings before a mutually satisfactory conclusion is reached.
At this stage there may still be a degree of ‘detachment’, but there is a Chinese saying: “even if we do not make a deal, we are still friends.”
5. Conclusion
If conditions are favourable for both parties, the process will usually be concluded by formal hand shaking, followed by a banquet. Occasionally, however, you may find that the Chinese party suggests postponing the negotiation process, or leaving it to a further meeting. This need not be a cause for concern; a sudden cessation of contact is very rare and it is more likely that your hosts wish to discuss things amongst themselves for a while longer. Once a decision has finally been made, appropriate information and agendas for future meetings will also be agreed on and distributed.
Business Negotiation
In the Chinese business culture, dining together is an important part of the negotiation process. A Chinese banquet not only helps to foster inter-personal relationships, it also provides a less formal setting in which problems and difficulties encountered at the negotiating table can be discussed in a more relaxed manner and solutions can be proposed in an atmosphere which will not lead to a loss of "face" if they are declined.
To the Chinese, foreign companies are too often inflexible in their business approach to China. The rationale of the Chinese is simple; the business climate in China has undergone and continues to undergo wrenching changes and any business strategy must be sufficiently flexible to adapt to changing circumstances. Accordingly, even after a contract has been negotiated and signed, it only forms the basis for future negotiation as circumstances change.
An important negotiating forum is the informal meeting away from the negotiating table. We have already alluded to the Chinese fondness for working out agreements behind the scenes and it is here that solutions to problems can be floated without the fear of losing "face" if rejected. BDI plays a particularly valuable role in this area, as, interposed between the two negotiating partners, we are viewed as honest brokers and our experience and knowledge of both Chinese and Western business practices allow us to suggest creative solutions to what are often difficult problems.
Business ethics/work practice
Winning Chinese business requires a combination of tactics and strategies. Some even refer to Sun Zi ‘s classic ‘The Art of War’, and apply this ancient wisdom to modern business life.Honesty and trust are at the heart of good business ethics. Consistent honesty may gain trust and vice versa. In many instances, Chinese business people prefer to rely on trust and established relationships between people, rather than on legal documents and contracts.
