Ella Reynders: Doing business with China


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Ella Reynders: Doing business with China

  1. 1. Businesswith China do’s & don’ts By Ella Reyndershttp://chinalinks.eu.pn/en/
  2. 2. 欢迎
  3. 3. Mengzi
  4. 4. Libai
  5. 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. 6. Kong Fu ZiConfuciusBirth:551BCDeath: 479BC
  7. 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. 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. 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. 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. 11. Lao zi (6th or 4th century BC?)Founder of Taoism
  12. 12. The three teachings: TaoismTao = nature, the pathWu Wei = no action
  13. 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. 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. 15. Sun Zi• The Art of WarBirth: c 544 BCDeath:c 496 BC
  16. 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. 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. 18. The Art of War
  19. 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. 20. Buddhism lives!• Yoga to attain a state of non-attachment• Ancestor worship• Acceptance of suffering
  21. 21. Mao ZedongBirth: dec 26th 1893Death: sep 9th 1976Leader of PRC since itsFoundation in 1949until his death.
  22. 22. Mao’s campaigns• 1934 The Long March• 1957 100 flowers campaign• 1958 The Great Leap Forward• 1966 The Cultural Revolution
  23. 23. Zhongshan suit
  24. 24. Mao’s Red Book
  25. 25. The Cultural Revolution
  26. 26. Guanxi:relationship built on reciprocity and loyalty
  27. 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. 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. 29. Mianzi or Face
  30. 30. How to lose face?
  31. 31. Aan tafel
  32. 32. Ganbei!
  33. 33. Recommended literature