Ella Rey

1. Business
with China
do’s & don’ts
By Ella Reynders
http://chinalinks.eu.pn/en/

2. 欢迎

4. Mengzi

5. Libai

7. 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

9. Kong Fu Zi
Confucius
Birth:551BC
Death: 479BC

10. 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

11. 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

12. 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.

13. 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

14. Lao zi
(6th or 4th century BC?)
Founder of Taoism

15. The three teachings: Taoism
Tao = nature, the path
Wu Wei = no action

16. 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

17. 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

18. Sun Zi
• The Art of War
Birth: c 544 BC
Death:c 496 BC

19. 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

20. 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

21. The Art of War

22. Buddhism
Chinese seated Buddha
of 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

23. Buddhism lives!
• Yoga to attain a state
of non-attachment
• Ancestor worship
• Acceptance of suffering

24. Mao Zedong
Birth: dec 26th 1893
Death: sep 9th 1976
Leader of PRC since its
Foundation in 1949
until his death.

25. Mao’s campaigns
• 1934 The Long March
• 1957 100 flowers campaign
• 1958 The Great Leap Forward
• 1966 The Cultural Revolution

26. Zhongshan suit

27. Mao’s Red Book

28. The Cultural Revolution

29. Guanxi:
relationship built on reciprocity and
loyalty

30. 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

31. 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

32. Mianzi or Face

33. How to lose face?

34. Aan tafel

35. Ganbei!

36. Recommended literature