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Lessons in Communication
     Marrying Western Business Philosophy
                       & Chinese Culture

                      AmCham Hong Kong

                              Douglas Menelly
                             October 26, 2010
  Popular   Misconceptions
  Research   Methodology
  Themes    covered in the book
  Communication

  Culture

  Misunderstandings

  Heuristics   – “Takeaways”
•  China is fundamentally “different”
•  Only locals can truly understand and manage the Chinese
  system
•  The body of law in China is limited and/or incomplete
•  Focus on financial metrics is key – administration and
  compliance are secondary considerations
•  If problems arise, they are “fixable” because the system is
  “flexible”
  Experience:
             Four years of observations,
 study, & analysis
  Surveys   & Interviews
  Survey   Recipients:
   20-questions
   Distributed to 30 Western Executives
   Multiple industries
   PRD - Shenzhen, Shanghai, Guangzhou
  Performance Management
  Participatory Management
  Compensation
  Morale
  Office Culture (the Informal Network)
  Problem-Solving, Decision-Making, & Critical Analysis
  Independent Thinking & Creativity
    It works in New York &
     London, so it will work in
     China, right? WRONG !
    Contracts are often the first
     step for a relationship in
     China, not the first step in
     executing a deal
    Chinese Culture & Western
     Business collide – what next?
    Crash Course for Foreigners
  Misunderstandings: lack of knowledge of
  Chinese culture, history, language

  Culture   Confusion: To strengthen
  communication and relationships, foreigners
  need to study the culture and history

  Assumptions: Westerners working in
  China are not “at home” and wrongly make
  many assumptions on how to work with a
  Chinese business partner or company
1)  Accountability: maintain morals
2)  Prepare, Prepare, Prepare
3)  Focus on Values
4)  Ethics
5)  Do not make assumptions
6)  Be patient
7)  Ask Chinese friends for advice
8)  Study the culture
9)  Learn Mandarin
10)  Ask Questions!
I hope you enjoy the book!
Book Reviews, Comments, Video Clips, TV Interviews, and
               more available on my website

               www.menelly.com
          doug.menelly@gmail.com
Courtesy: Korn/Ferry

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America Chamber of Commerce (HK)

  • 1. Lessons in Communication Marrying Western Business Philosophy & Chinese Culture AmCham Hong Kong Douglas Menelly October 26, 2010
  • 2.   Popular Misconceptions   Research Methodology   Themes covered in the book   Communication   Culture   Misunderstandings   Heuristics – “Takeaways”
  • 3. •  China is fundamentally “different” •  Only locals can truly understand and manage the Chinese system •  The body of law in China is limited and/or incomplete •  Focus on financial metrics is key – administration and compliance are secondary considerations •  If problems arise, they are “fixable” because the system is “flexible”
  • 4.   Experience: Four years of observations, study, & analysis   Surveys & Interviews   Survey Recipients:   20-questions   Distributed to 30 Western Executives   Multiple industries   PRD - Shenzhen, Shanghai, Guangzhou
  • 5.   Performance Management   Participatory Management   Compensation   Morale   Office Culture (the Informal Network)   Problem-Solving, Decision-Making, & Critical Analysis   Independent Thinking & Creativity
  • 6.   It works in New York & London, so it will work in China, right? WRONG !   Contracts are often the first step for a relationship in China, not the first step in executing a deal   Chinese Culture & Western Business collide – what next?   Crash Course for Foreigners
  • 7.
  • 8.   Misunderstandings: lack of knowledge of Chinese culture, history, language   Culture Confusion: To strengthen communication and relationships, foreigners need to study the culture and history   Assumptions: Westerners working in China are not “at home” and wrongly make many assumptions on how to work with a Chinese business partner or company
  • 9. 1)  Accountability: maintain morals 2)  Prepare, Prepare, Prepare 3)  Focus on Values 4)  Ethics 5)  Do not make assumptions 6)  Be patient 7)  Ask Chinese friends for advice 8)  Study the culture 9)  Learn Mandarin 10)  Ask Questions!
  • 10. I hope you enjoy the book! Book Reviews, Comments, Video Clips, TV Interviews, and more available on my website www.menelly.com doug.menelly@gmail.com