L'importance de la culture dans le commerce des affaires en Chine (document en anglais)

Explain the culture importance in dealing business in China

China has behind it a history that stretches from more than 5000 years and knew periods of communism, civil wars, invasions, Maoism and even the collapse. Since its opening to the markets and foreign investments in 1978, the country has suffer from deep economic and politic changes. After its admission in the World Commercial Organisation in 2001, China offers today a huge open market to international investments thanks to a very strong industrial activity from iron, steel, coal, textile and petroleum. Nevertheless, companies desirous to do business with China have to take into consideration values and Chinese professional codes in order to guarantee their commercial success.

The most common barrier to success with China is the cultural differences. There is an immensely large gap between western and Chinese cultures. Understanding the Chinese culture will have a massive impact on success when doing business with China.

One of the most obvious cultural barriers when dealing with China is the language barrier. Unless you are fluent in Chinese you may experience some difficulties when attempting to deal with Chinese businesses. Even when speaking with Chinese people that can speak English, the translation can get lost and communication can break down.

But there are also lots of things to know about Chinese culture, which are very different from ours and which could permit to deal with China.

I. The 10th most important things to know when you do business with Chinese people

1. Guanxi

Guanxi means “personal and friendly” relationships or connexions and it’s the most important thing to understand regarding business relationships. It is a mutual connection and in that case has mutual obligations.

In China, it is very important having good guanxis with your partners, as it is a key factor of success in China.

2. The concept of face or Mianzi

To have face is to be proud, to have a good image. The concept of mianzi refers to the honour and has a huge importance in China regarding professional relationships with Chinese collaborator. Honour determines reputation and social position, and consequently the basis of the feeling of personal pride. Much more the person in China has a high social position in the society, more her face, her honour will be visible. Face is a noble value like honour in Europe. In the context of business in China, success depends on capacity to “save face or save honour”, “loose face or loose honour”, “give face or give back honour”. It is very dangerous to make loose face to one of your collaborator, through a public humiliation or lack of respect. It is important not making loose face to your interlocutor and to have a useful personality to require respect.

3. Ganbei

“Bottoms up”, or “cheers” in English. Drink together, clink glasses to is one of the basis in China to establish guanxis, a business relationship. Ideally, we drink Baijiu, a strong and not so good alcohol but which impose respect.

Chinese people have understood that alcohol calm the atmosphere and ganbei enable everybody to be in a good mood.

4. Hezuo

Hezuo means “cooperation”. Cooperate in China is very important and imply fair’s fair, a balanced partnership win-win. Chinese people use to say at the end of their interview: “hope we will have a good cooperation”.

5. Kaolu

Kaolu means reflect, think. It is a form of politeness to say “no”, as Chinese people as a form of politeness different of ours.

Between them, a “no” is a direct insult and in general impolite.

6. Huanying

Huanying is the welcoming. Chinese people are very sensitive to the welcoming, especially for the first visit. Chinese people don’t hesitate to wait on hand and foot for their hosts and roll out to them the red carpet.

It is very important that everything happened in harmony.

7. Shunli

That means without obstacle, with gentleness. This word is frequently used in business because Chinese people always hope that their cooperation will be harmonious, without obstacle and that is the art and the manner

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