Do the Chinese really lose face?

Do the Chinese Really Lose Face? A speech about conflict management for the IHK Frankfurt/Germany

Cross-cultural Differences26. November 2009 China Partner / Daniela Fehring 2

Cross-Cultural Facts  Human  Task & being & trust contract most most important important  Short term  Long term  Flexible  Structured  Trial & Error  Planned26. November 2009 China Partner / Daniela Fehring 3

Cross-Cultural Questions When discussing and coming to agreements, it’s better to ask yourself: 1. Did we understand each other correctly? Did I make myself understood? 2. Are the perceptions of what we will do the same?26. November 2009 China Partner / Daniela Fehring 4

The Hierarchical System of the Chinese THE FIVE RELATIONSHIPS Emperor Subject Father Son Older Brother Younger Brother Husband Wife Friend Friend Power/Role Model Loyalty/Obedience26. November 2009 China Partner / Daniela Fehring 5

Every Society Has Different Rules The most interesting question is not, what strengths and weaknesses a company, culture or society has, but how they manage these strengths and weaknesses. In China the hierarchical structure is accepted, but that doesn’t mean that every Chinese loves it or behaves according to it. If you want to „survive“ in China however – and be successful – you’d better learn how to deal with it in order to achieve your targets. One way to manage hierarchy is to establish „guanxi”.26. November 2009 China Partner / Daniela Fehring 6

Guanxi or the Chinese Way of Networking Real guanxi need time to grow. They consist of reciprocity, concrete support and good emotions. The services you get are free of charge. Business Guanxi in contrast exist just for the reason of a deal (or several). They don’t involve true positive feelings, which means that you might have to pay a “certain fee” for it. The rules of collaboration have to be negotiated between both parties.26. November 2009 China Partner / Daniela Fehring 7

What is a Real Conflict? Fact level ≠ Conflict26. November 2009 China Partner / Daniela Fehring 8

What is a Real Conflict? „confligere“ = „to collide with someone“, „to clash“.26. November 2009 China Partner / Daniela Fehring 9

What is a Real Conflict?26. November 2009 China Partner / Daniela Fehring 10

Glasl‘s Definition of Conflict An interaction between two or more people is only then a conflict, if  the parties involved are dependent from each other  an incongruity occurs, which at least one party perceives as emotional infringement,  a request, a need or expectations were not fulfilled, a commitment or values were breached or the self-esteem was undermined.26. November 2009 China Partner / Daniela Fehring 11

In China, an Additional Aspect Comes into Place: the Face  plays a role when at least 3 persons are involved  is depending on the hierarchical position  comes from the question „How am I seen by the others if I say / do the following?“  In Switzerland, we have bank accounts, in China, they have face accounts26. November 2009 China Partner / Daniela Fehring 12

Worldwide Conflict Pattern in Comparison CONFORMITY = HARMONY = PLURALISM = Conflict Avoidance Conflict Tolerance Conflict Competence Laws/Rights/Rules Balancing of Clarification + different interests Compensation / Solution Breach of rules Imbalance One party inapt / unwilling Authority / Institution Compensation through imposes sanctions intermediary, who has good relations with all Compromise through parties involved neutral mediator26. November 2009 China Partner / Daniela Fehring 13

Handling of Small Conflicts GERMANS CHINESE Name the conflict Ignore Justify their actions, Minimize, adapt, dramatize, show consequences, emphasize the or apologize common ground Insist on clarification Stress the positive aspects „it’s a matter of principle“ „more and more positive“26. November 2009 China Partner / Daniela Fehring 14

Escalation in Comparison GERMANS CHINESE Verbal refusal, rejection Withdrawal, pull-out To ridicule the other person Neutralize, to sideline someone Use of irony and cynicism (Rescue still possible through intermediary) Attack, use of lawyer or going to Open aggression, court– return to discussion collective „war“ difficult, but possible without possibility of return!26. November 2009 China Partner / Daniela Fehring 15

What Can you Do in China?  First of all: Think of giving face!  If you are losing your temper, think twice: are you in the right position to take someone’s face?  As a customer/boss, you can blame others,  but NOT as a supplier or employee26. November 2009 China Partner / Daniela Fehring 16

Other measures that help... If you have taken someone‘s face, there are many strategies to establish the relationship again! If you tell me your story, I’ll give you advice. If a conflict evolves, think about a step by step approach = - not too many topics at the same time + time for listening - if there is too much tension, „slacken the reigns“, - or change the platform - or postpone the discussion.26. November 2009 China Partner / Daniela Fehring 17

Do the Chinese Really Lose Face? If you want additional information / advice contact me at www.china-partner.de daniela.fehring@t-online.de26. November 2009 China Partner / Daniela Fehring 18

Do the Chinese really lose face?

by Daniela Fehring on Jun 21, 2011

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Do the Chinese really lose face? — Presentation Transcript