intercultural management in china

The Chinese CultureOlivier Dania

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Summary

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1. China

2. China artefact

3. China and Occident

The 5 cultural dimensions to Hofstede

4. Make business in China

5. Questions ?

China

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Language

Mandarin

Capital

Pékin

Establishment

People's Republic of China

Président

Hu Jintao

Population

1. 350 billions

GDP

$9.872 trillion

Currency

yuan Renminbi

Culture definition

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"The culture in its broadest sense is regarded as the set of

distinctive spiritual, material, intellectual and emotional features

of society or social group. It includes not only the arts and

literature, lifestyles, fundamental rights of human, value

systems, traditions and beliefs. It thus comprises three main

groups of events: art, language, technique”

Definition of Unesco

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Artefact

China and Occident (1/4)

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Unitary origin and dualistic origin :

The origin of Chinese culture is the unity while that the dualistic representthe Western culture

China : The Consistency leads to the community, at the harmony andavoidance of any conflict.

Occident : The dualism leads to transcendence, individuality, spirit ofcriticism, conflict ... etc..

Harmony and conflict :

China : Harmony is essential for the community. The Chinese need of suchharmony in there relations to maintain their network of collectiverelationships.

Occident : Western history is a history of conflict. 3 major examples: the spirit of criticism, confrontation between reason and religion, finally, the goal of conquering nature.

China and Occident (2/4)

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Individualism versus Collectivism :

Chinese society is marked by a strong loyalty to the group influenced by theimportance of family and relationships within it

China : A person cannot exist without another person in Chinese thought;this promotes the development of the community and is used to maintaina stable society.

Occident : Individualism is still key of the West. For Socrates "the personaldevelopment" is possible with the knowledge of self. Life had indeedintended development of the individual

China and Occident (3/4)

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The concept of power and the hierarchical distance :

In the Chinese society, the figure who represents the authority in anyorganization (family, business, etc..) is highly respected because it has thepower to decide.

China : The roles and status of the Chinese person in the communitydetermines that it has only duties, so there are little or no rights in China.

Occident : individual conscious requires the individual’s right. "Freedomand Equality" are symbols of "human rights", in the West; equality is astandard for most of society

China and Occident (4/4)

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Masculinity versus Feminist :

China is a society relatively masculinity (55), and it is the Asian country hasthe highest degree of masculinity following Japan.

The uncertainty avoidance :

China has a high degree of acceptance of uncertainty, which ischaracteristic of a society that does not seek to have control over thefuture that is not afraid of unforeseen situations.

The degree of long-term orientation :

This is the criterion most important and the most characterizes theChinese society. This means that perseverance and economy are corevalues in China, including values that are taught in Confucianism

Make business in China (1/3)

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Management :

the China is hierarchical society.

Corruption :

The relation-ship based by interpersonal interactions isnecessarily, to negotiate.

Negotiation :

In meetings, Chinese will examine the counterpart’s attitude,speech and apply. During the first encounters, the Chineseusually seem to be bound by their traditional nonlegalisticpractices.

Make business in China (2/ 3)

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Advice to negotiating in China

Emphasis is placed on trust and mutual connections,

The chine are punctual,

The Chinese people don’t like the physical contact,

Chinese stick to their word,

They are interested in long-range benefits,

They are sensitive to national slights,

Make business in China (3/3)

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Advice to negotiating in China

Once Chinese decide who and what is the best, they show great and steadfastness,

In negotiations with Chinese, nothing should be considered final until it has been actually realized,

Chinese do not treat the signing of a contract as a completed agreement.

Chine prefer negotiate through an intermediary to don't lose face,

Chinese posture becomes rigid whenever they feel their goals are being compromised.

Questions

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The Chinese society is … ?

Individual Harmonic

Collectivism Other answer

What is the most important characteristic of the chinese society?

Collectivism Masculinity

The uncertainty avoidance Long term orientation

The Chinese society is … ?

Individual Harmonic

Collectivism Other answer

What is the most important characteristic of the chinese society?

Collectivism Masculinity

The uncertainty avoidance Long term orientation

Questions

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What should you do during a meeting ?

Arrived on time Make a jokes

Importance of physical contact People dress casual

What is the position adopted if the negotiation is compromised?

Friendly Rigid

The same More open

What should you do during a meeting ?

Arrived on time Make a jokes

Importance of physical contact People dress casual

What is the position adopted if the negotiation is compromised?

Friendly Rigid

The same More open

Questions

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A negotiation is finished when ?

If there exist a oral agreement If there exist a written agreement

Both

A negotiation is finished when ?

If there exist a oral agreement If there exist a written agreement

Both

To remember

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Typology of social network :

To remember

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How to make a opinion :

To remember

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Authority power :

To remember

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Problems résolution :

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谢谢关心