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e-learning China 2018

by: Hofstede Insights

 

 

Nĭ hăo

Welcome to this introductory e-learning on doing business in China!

Here you will learn about different aspects of the Chinese culture in order to be better prepared, develop opportunities and achieve your business objectives most efficiently in China or with the Chinese. 


Keep in mind that your learning experience will be enhanced by taking advantage of the wide range of tools offered by the platform such as the forum and the tools.

This is not intended as a comprehensive manual. Rather, it is intended as a starting point to help you develop your understanding of the principles involved in doing business in China; a virtual place where you can get advice about strategies you might try; and a means via which you can begin to build your confidence and capacity to continue the learning journey in your own contexts and practice.

A full version of this introductory e-learning Doing Business in China is available, for more information contact Hofstede Insights: info@hofstede-insights.com

 

About the lecturer

Diego Gilardoni will guide you through the most important aspects of doing business in China. Diego is one of Hofstede Insights (formerly known as itim International') intercultural management consultants. He is a strategic advisor with eclectic professional experience of over 20 years in three continents, spanning from media to business consulting. A specialist on China, he gained firsthand experience of Chinese corporate culture while working in Shanghai for a Swiss advisory firm specialised in M&A and market entry consulting.

 

 

INTRODUCTION : DECODING CHINA

 

Thirty years ago, almost none could forecast the China of today. The rapid economic modernization of China is changing the country's culture. The present China is more of a challenge than at any period in its history but it is also more attractive than any other place in the world to do business with. This video will explain how you can adapt to the reality of this diverse country. It will reveal key insights gained from first-hand experience that you will find useful in many different aspects of doing business. You will develop skills to help you navigate the Chinese business world.

 

 

KEY CONCEPTS OF CHINESE CULTURE

 

It is very beneficial to develop insight into China's business culture to avoid misunderstandings that can hinder working relationships or ruin deals. Thus, it is very important to be aware and show sensitivity to Chinese culture. In the following video, you will learn facts, terms, and concepts of this millenary culture.

 

 

 

 

PART 2: NEGOTIATION

This video will introduce you to the negotiation processes and styles of the Chinese business culture. Knowing the negotiation practices of your opponent will give you the essential understanding of what a negotiation means to the different parties.

 

 

PART 3: BUSINESS ETIQUETTE

When you show your respect and interest for your Chinese partners following their rules of etiquette, you do not need to worry about doing everything without flaw. The Chinese are very pragmatic and make concessions to foreigners. They will appreciate your efforts to follow social guidelines. The Chinese will try to understand your point of view and will really appreciate your attempts to understand them. In this slideshow, we have collected some of the most important Dos & Don'ts of Business Etiquette in China. You can navigate through the different topics by clicking the right arrow. We recommend that you view the presentation in Full-Screen mode.

 

 

 

 

 

 

 

PART 4: CONCLUSION

Congratulations!

You have made it to the end of the course. This video will help you understand the big picture, and give you the key to doing business in China, in order to increase the chances of success for your business.

 

QUIZ Answers can be found at the bottom of the page

 

1- What are the behaviors to avoid at all costs in order to establish trust with a Chinese counterpart?

A. Asking personal questions about their family

B. Displays of anger, frustration or aggression

C. Involving a middle­man

 

2) Which of these are related to China being a high­-context society?

A. Going straight to the point can be considered rude

B. The boss is expected to give detailed orders to the employees

C. Harmony must be preserved at all costs

 

3)You want to get the opinions of your employees regarding a project. What is the best way to approach them so that they can feel free to speak their mind?

A. Chinese are very forthcoming. If they have not made any comments, you can safely assume that they are happy with the project.

B. Call a meeting to ask what they think about the project.

C. Talk privately with each employee.


 

SUGGESTED READINGS 

Doctoroff, T. (2012) What Chinese Want. Culture, Communism, and China’s Modern Consumer. New York, New York: Palgrave Macmillan.

Fang, T. (2006) Negotiation: The Chinese style. Journal of Business & Industrial Marketing, 21 (1).

Fenby, J. (2014) Will China Dominate the 21 st Century? Cambridge, United Kingdom: Polity Press.

Gan, S. (2014) How To Do Business With China. An Inside View on Chinese Culture and Etiquette. Bloomington, United Kingdom: Author House.
 
Haw, S. (1990) China: A Cultural History. London, United Kingdom: B.T. Batsford Ltd.

Kumar, R. and Worm, V. (2011) International Negotiation in China and India. A Comparison of the Emerging Business Giants. New York, New York: Palgrave MacMillan.

Lafayette De Mente, B. (2013) The Chinese Way In Business. The Secrets of Successful Business Dealings in China. North Clarendon, Vermont. Tuttle Publishing. 

March, R. M. and Wu, S.-H. (2007) The Chinese Negotiator. New York, New York: Kodansha International.

Nisbett, R. E. (2010) The Geography of Thought. How Asians and Westerners Think Differently…and Why. New York, New York: Nicholas Brealey Publishing.

Schuman, M. (2015) Confucius And the World He Created. New York, New York: Basic Books.

Vahle, G. R. and Bursen, T. (2014) Managing in China. The Truth about Cultural Differences in the Chinese Workplace. Expat Guide.

Wee, C.H. and Combe, F. (2008) Business Journey to the East: An East-West Perspective of Global-is- Asian. Singapore, Singapore: McGraw-Hill. 
Wintle, J. (2002) The Rough Guide: History of China. London, United Kingdom: Rough Guides Ltd. 

Zhang, H. and Baker, G. (2013) Think Like Chinese. Sydney, Australia: The Federation Press.

 

Quiz answers: 

1-B

2-A

3-C Chinese employees are generally expected to remain silent and to speak only when asked to. If a manager asks employees for their opinion during a team meeting, most will not speak or, at most, not fully speak their mind. This is to not embarrass themselves or out of fear that their ideas will contradict with the boss’. Chinese employees will tend to agree with the boss because of the fear of making him lose face