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Ella Reynders: Doing business with China
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Ella Reynders: Doing business with China



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  • 1. Businesswith China do’s & don’ts By Ella Reynders
  • 2. 欢迎
  • 3. Mengzi
  • 4. Libai
  • 5. Content• Introduction• Influences & historical information – The three great philosophers: Confucius, Lao Zi, Sun Zi – Confucianism, Taoism, Buddhism – Communism, Mao, the Cultural Revolution• Key concept: guanxi• Time to eat• Recommended literature
  • 6. Kong Fu ZiConfuciusBirth:551BCDeath: 479BC
  • 7. Confucian ideas– Rule by Virtue & Benevolence– Familial loyalty and strong family structure– Family as the basis for an ideal government– Ancestor worship– Proper conduct & Mutual respect– Strict hierarchy with rules of relationship– Collective interests (socialism)– Obedience and respect for education and authority– Rules, rituals and rites to avoid conflict
  • 8. The three teachings: Confucianism Confucius says that leading by punishment will create citizens who avoid wrongdoing but will have no sense of honor and shame Confucius says that a good government provides the people with sufficcient food, sufficient armament and has confidence in them
  • 9. The dutiful Confucian wife The five Confucian relationships are often referred to as the basis on which traditional Chinese identity is constructed: Ruler-subject; Father-son; Husband-wife; Big brother-little brother; friend-friend.
  • 10. Plato versus Confucius• Ask questions if you • Do not let others do not understand sth know you don’t• State your opinion; understand sth especially if you • Do not disagree disagree openly
  • 11. Lao zi (6th or 4th century BC?)Founder of Taoism
  • 12. The three teachings: TaoismTao = nature, the pathWu Wei = no action
  • 13. Taoist sayings from Lao Zi Best is the emperor who is barely known Govern quietly And the people will realize They are responsible For their own well-being
  • 14. Taoism lives!• Living in harmony with nature • Rituals and sacred archtecture (the universe), spiritual growth • Arts such as painting, poetry, and a long and healthy life calligraphy, martial arts,... through meditation, Chinese traditional medicine, martial arts, Tai Ji, Qi Gong, dietary and sexual guidelines• Superstition• Belief in demons• Feng shui• Alchemy• Magic and talismans
  • 15. Sun Zi• The Art of WarBirth: c 544 BCDeath:c 496 BC
  • 16. The art of war• Strategically avoid war• Be unpredictable through use of intelligence and deception• Be adaptable through surprise, speed & flexibility• Know the others without being known yourself
  • 17. The Art of War The 36 Strategies• Reveal your actions but hide your intentions• Surprise attacks lead to victory• Build up your own strength while weakening your enemy• Make your enemy underestimate you
  • 18. The Art of War
  • 19. BuddhismChinese seated Buddhaof the Mahayana tradition The four noble truths: – There is suffering – There is cause for suffering – There is cessation of suffering – There is a path leading to the cessation of suffering
  • 20. Buddhism lives!• Yoga to attain a state of non-attachment• Ancestor worship• Acceptance of suffering
  • 21. Mao ZedongBirth: dec 26th 1893Death: sep 9th 1976Leader of PRC since itsFoundation in 1949until his death.
  • 22. Mao’s campaigns• 1934 The Long March• 1957 100 flowers campaign• 1958 The Great Leap Forward• 1966 The Cultural Revolution
  • 23. Zhongshan suit
  • 24. Mao’s Red Book
  • 25. The Cultural Revolution
  • 26. Guanxi:relationship built on reciprocity and loyalty
  • 27. Build up guanxi• Start with getting personal before doing business• Give the right gifts (symbolism, colour,…)• Present gifts with both hands• Do NOT open gifts until everyone has left
  • 28. Build up Guanxi• Sharing meals; treating your BP to a banquet• Do not start talking business before the relationship is consolidated• Return favours even to people you do not know directly• Be respectful
  • 29. Mianzi or Face
  • 30. How to lose face?
  • 31. Aan tafel
  • 32. Ganbei!
  • 33. Recommended literature