The document discusses improving understanding between Western and Chinese people. It notes that many Westerners have misconceptions about China and Chinese people, and vice versa. Some of these misconceptions include views of each other as technologically advanced but morally corrupt, or as having long noses or being "foreign devils." It emphasizes the importance of relationships, humility, and patience in working with Chinese people and understanding their perspective.

1. Repton School, Upper VI th Form Talk, 16 th November 2007 Andrew M. Williamson OR (N’59) porta vacat culpa

2. through the bamboo curtain Improving understanding between Western and Chinese people (c) Minim Consulting, 2007

3. 1996 - 2005 China’s share of world manufacturing doubled to 8% , and her output rose 260% from US$240bn to US$620bn In 2005 Chinese exports to the UK rose 25% to £13bn UK exports to China rose 20% to £3bn 2007 China’s economy is growing c. 10-times faster than the EU’s @ 10% p.a. (e.g. building 2 new coal-fired power stations p.w.) China accounts for 20% of the world’s population and the majority of (non-native) English speakers Were China to sell her gold reserves in the US, she could ruin their economy Why bother about China? S ource : British Chambers of Commerce UK Guide to Worldwide Exporting (2007)

4. Of world-wide sales for the following goods, China manufactured in 2004 at least: 75% 70% 30% 30% 25% 20%

5. To be the natural choice for the next licence issued by the Chinese government to an UK insurance company – including by means of: raising the company’s profile and influence in China-based Chinese and UK government, diplomatic and business circles establishing a “circle of friends” from whom to select a joint venture partner market intelligence and com-petitor watching The Arch, May 2007 I’m an OR ….. you can trust me!

6. How do you perceive China?  Treatment of animals

7. How do you perceive China? Children at play 

8. How do you perceive China? Housing 

9. How do you perceive China? Taking home the shopping 

10. How do you perceive China? Dressing up to go out 

11. How do you perceive China? Conditions of work 

12. How do you perceive China? Local shopping 

13. “ judge not, that you be not judged” (RSV, Mt 7.1) How do you perceive China? ( c) Minim Consulting, 2007

14. Whilst YOU may have no misconceptions about China, so many Westerners do that most Chinese may assume that you share them … and treat you accordingly Improving understanding between Western and Chinese people ( c) Minim Consulting, 2007

15. Whilst SOME CHINESE may have no misconceptions about the West, so many do that they may assume that you assume that they too share them … and treat you accordingly Improving understanding between Western and Chinese people (c) Minim Consulting, 2007

16. Improving understanding between Western and Chinese people stereo-typical Western view of China (c) Minim Consulting, 2007

17. The West’s view of China foot binding tiananmen square QUOTATIONS FROM CHAIRMAN MAO TSE-TUNG fu manchu

18. Improving understanding between Western and Chinese people stereo-typical Chinese view of the West (c) Minim Consulting, 2007

19. foreign devils long noses technologically advanced morally corrupt

20. Improving understanding between Western and Chinese people stereo-typical American view of China (c) Minim Consulting, 2007

21. Improving understanding between Western and Chinese people “ an unfriendly country” Harris Poll, Sep-02 (c) Minim Consulting, 2007

22. Improving understanding between Western and Chinese people stereo-typical Chinese view of America (c) Minim Consulting, 2007

23. Improving understanding between Western and Chinese people “ Americans are from Mars, Chinese are from Venus” “ We’re ready to be your friends while keeping our characteristics: how about you?” Beijing Review, 23-Jan-03 (c) Minim Consulting, 2007

24. Improving understanding between Western and Chinese people stereo-typical Chinese view of the UK (c) Minim Consulting, 2007

25. foggy sherlock holmes “ men in bowler hats walking at a clip with noses in the air” “ a nation stuck in the past” City Weekend, 13&26-Feb-03

26. “ doffing servants living below stairs in large country houses” City Weekend, 13&26-Feb-03

27. how the West views itself Improving understanding between Western and Chinese people (c) Minim Consulting, 2007

28. how China views her- self Improving understanding between Western and Chinese people (c) Minim Consulting, 2007

29. how China views her- self Improving understanding between Western and Chinese people ( c) Minim Consulting, 2007

30. 500 BC Confucius’ “Golden Rule” of reciprocity antici- pates Jesus’ Second Commandment 1000 AD invented paper, printing with movable type, gunpowder and the compass C13th Marco Polo reports seeing paper money, paddle boats and coal … and is called “The Man of a Million Lies” 1421 Admiral Zheng He discovers America? … and occupies the Falkland Islands? WW2+ first signatory to the UN Charter; and one of 5 permanent members of the UN Security Council facts about China … that the West tends to over-look ... apart from her human rights record

31. Pre-1842 China is a major world power & civilisation, with a recorded history of some 4,000 years (largely ignored by the West) 1839-42 The West challenges China’s centrism and and isolationism, forcibly trading cheap Indian 1856-60 opium in exchange for tea, silk & porcelain, wreaking savage revenge on all who resist (during the OPIUM WARS ) facts about China … that the West prefers to forget

32. Pre-1842 China is a major world power & civilisation, with a recorded history of some 4,000 years (largely ignored by the West) 1839-42 The West challenges China’s centrism & isolation- and ism, forcibly trading cheap Indian opium in ex-1856-60 exchange for tea, silk & porcelain, wreaking savage revenge on all who resist (during the OPIUM WARS) 1842 The West occupies key areas, imposing to colonial rule - including “extra territoriality” 1943 and “most favoured nation” conditions - under the terms of the UNEQUAL TREATIES facts about China … that the West prefers to forget

33. Other Confucian Values l ĭ (ritual / courtesy) (Superior Man) sh ù ( reciprocity) (Golden Rule) r é n (generosity) (perfect virtue) zh ō ng (sincerity) (perfect virtue) Working with the Chinese Underpinning Behaviours guanxi (relationships) miànzi (face) kèqi (humility) xi à o (filial piety)

34. A special personal relationship of reciprocal dependence & trust long-term mutual benefit is more important than short-term individual gain indirect relationship between two people through proper introduction by a third party direct relationship between two people who trust each other and the contact person Not to be confused with the West- ern practice of NETWORKING – which is superficial, short-term & results-oriented Working with the Chinese Underpinning Behaviours guanxi (relationships)

35. BUSINESS IMPLICATIONS Building guanxi If guanxi is the main-spring of society and business in China - how do ‘outsiders’ acquire & maintain it? exchanging gifts and favours ; & banqueting Problem Solving West : “ what can we do?” China : “ whom do we know? ” Working with the Chinese Underpinning Behaviours guanxi (relationships)

36. BUSINESS IMPLICATIONS Business Relations West : friendship may flow from business China : business may flow from friendship Negotiating West : contractual terms China : personal trust Working with the Chinese Underpinning Behaviours guanxi (relationships)

37. Chinese “face” is: regard in which one is held by others or the light in which one appears intangible commodity that is vital to a person’s reputation , dignity and prestige status not only lost, saved or won (as in the West) but also “ given ” (unlike in the West) Working with the Chinese Underpinning Behaviours miànzi (face) “ the Chinese f*** word!”

38. BUSINESS IMPLICATIONS disagreeing or saying “no” admitting & handling mistakes changing your mind asking, granting and refusing favours answering and asking sensitive questions making promises Working with the Chinese Underpinning Behaviours miànzi (face) “ the Chinese f*** word!”

39. BUSINESS IMPLICATIONS preserving others’ face managing conflict disciplining staff controlling your emotions falling victim to another’s face Working with the Chinese Underpinning Behaviours miànzi (face) “ the Chinese f*** word!”

40. BUSINESS IMPLICATIONS ritual refusal ritual self-deprecation false modesty hollow flattery Working with the Chinese Underpinning Behaviours kèqi (humility)

41. BUSINESS IMPLICATIONS blind obedience before truth (“ laoban -ism”) dead men’s shoes upward delegation paternalism ageism Working with the Chinese Underpinning Behaviours xi à o (filial piety)

42. BUSINESS IMPLICATIONS Combined effect collective decision making consensus maintaining harmony lying lack of initiative no agreeing to disagree collective good before personal gain scant regard for copyright Working with the Chinese Underpinning Behaviours guanxi PLUS (relationships) miànzi PLUS (face) kèqi PLUS (humility) xi à o EQUALS (filial piety)

43. SUMMARY “ I came away with the feeling that the Chinese people are some-how fundamentally different, that their reactions are not the same as ours . I despaired of really perceiving the world as it appears to a Chinese person. I hypothesized that with their lack of introspection they were truly unaware of their experiencing. Of course they experience fright, or anger at times, or love, but they seemed astonishingly unaware of having these feelings ” (Carl Rogers, 1979) Working with the Chinese Underpinning Behaviours guanxi PLUS (relationships) miànzi PLUS (face) kèqi PLUS (humility) xi à o EQUALS (filial piety)

44. Be PATIENT … it’s well worth the wait Improving understanding between Western and Chinese people “ They also serve who only stand and wait” [On his blind-ness, John Milton] (c) Minim Consulting, 2007