Doug discusses the challenges of cross-cultural business exchanges in China, highlighting communication gaps and methods to overcome cultural and language barriers.

1. Lessons in Communication
Communication Gaps between Westerners and Chinese
in the Chinese Business Community

2.  A verbal or written message
 A process by which
information is exchanged

3.  Communication and the method
of delivering messages varies
around the world
 Westerners often do not perceive
the importance of culture in
China

4.  To strengthen communication and relationships,
everyone must focus on what’s important to all
people involved
沟 关 每 么
 Westerners working in China are not “at home”
and wrongly assume business relationships in
China are the same as in their home country
关

5.  Westerners must spend a lot of time and
effort to learn about Chinese values and
culture in order to build strong business
relationships
关
 An understanding of Chinese culture is
critically important for foreigners to
properly communicate in China

6. 1) Do not make assumptions!
2) Be patient
3) It is OK to ask Chinese friends for advice
4) Study the culture
5) Learn Mandarin
6) Ask Questions

7.  Be honest and focus on values
 Recognize and use the methods of
communication most preferred by
business partners (Email? Phone?
Meeting?
伙
 Ethics are critical to building trust
关

8.  Thank you for your time!
 Feel free to contact me with any questions
 Book will be published in 2010, and I will
provide you with a free copy
“Cross-Cultural Management:
A study of the Integration of Western
Management and Chinese Culture”
 SEI is seeking two interns.
dmenelly@seinnov.com