The objectives of this course are to increase awareness of your own cultural values and those of the Chinese and explore the issues of working successfully with your Chinese counterparts.
Also to offer practical advice for business etiquette and provide a framework for on-going cultural sensitivity.
Topics Covered
Introductions by Course Leader, Objective Setting and Agenda
A Brief History - China’s power and civilisation with a recorded history of some 4,000 years, the West’s role in the Opium Wars, Western occupation of key areas.
Political Environment - Mao Tse-Tung and his Little Red Book, the Great Leap Forward (1958) and the Cultural Revolution (1966), Deng Xiaoping, open door policy.
Economic Environment – Iron Rice Bowl, China’s economic reforms, corruption, unemployment, one-child policy, emergency of China’s dinky (double-income, no kids yet) generation, joining the World Trade Organisation, hosting 2008 Olympics and World Expo 2010.
Social Environment - Cultural heritage, relations with the West, sexual equality, privacy, family and friends, erosion of traditional Chinese values, relationships with foreigners, attitude to foreign women.
Business Environment
Confucianism is a form of humanism, based on the teachings of Confucius.It still underpins the Chinese ethics and the rules governing accepted standards of behaviour and a basic understanding will help delegates build relationships with their colleagues
Each ‘behaviour’ is explored through a briefing, discussion and enactment of authentic business scenario so that participants are involved in learning and practicing new skills.Videos and other visuals may also be used.
Underpinning Behaviours:
Guanxi (relationships/connections)
Mianzi (face)
Kèqi (modesty/humility)
Xiào (Confucian filial piety)
Hierarchism
Taboo subjects
Other Confucian Values
li (ritual / courtesy) - Confucian Superior Man
shù (reciprocity) -Confucius’ Golden Rule
rén (generosity) Confucian perfect virtue
zhong (sincerity - Confucian perfect virtue
Communication & Business Meetings
Underpinning influences, behaviours and protocols
Making arrangements and preparing for a meeting
Logistics and preliminaries
The structure of meetings, techniques, closing and following up a meeting
Forms of address
Chinese style of verbal and non-verbal communication
Negotiating Techniques
Preparing for and conducting negotiations
Chinese negotiating tactics
Do’s and don’ts for negotiating with the Chinese
Overcoming objections
Business Entertaining
Protocols and making arrangements
Preparing for and hosting banquets
Table manners, dishes
Closing and following up a banquet
Business Etiquette
Underpinning influences and behaviours for exchanging gifts and favours
Choosing gifts
Reciprocity
Etiquette for exchanging gifts
Guidelines for rewarding personal service
Conclusion: Strategies for Working Effectively Together
An action plan of practical do’s and don’ts. What to do and what to avoid when working with your Chinese partners. Practical and useful tips that will help cement relationships and get the best out of multi-cultural working.
The objectives of this course are to increase awareness of your own cultural values and those of the Chinese and explore the issues of working successfully with your Chinese counterparts.