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Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Working	with	Chinese	executives
Turning	bicultural	anxiety	into	synergy
Wali	Zahid,	ceo Skill	City
CMPak Forum	|	Zong Islamabad	|	Pakistan	|	2016
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Why	this	talk?
§ Executive	leadership	styles	- rooted	in	two	
different	cultures	- can	cause	anxiety	for	
employees	from	China	and	Pakistan
§ Is	there	a	way	we	can	convert	this	bicultural	
anxiety	into	synergy?
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Who’s	Wali	Zahid?
§ Asian	businesses	have	known	Wali	for	25-plus-year	work	on	business	leadership
and	executive	coaching
§ Wali	leads	the	longest-running	Train-The-Trainerworkshop	|	16th	year	|	16+	
Asian	locations	|	1,000+	trainers	trained
§ MBA courses	at	IBA,	ZABIST,	CBM,	UMT,	IIU,	Dow
§ Disruptor,	future-trends watcher,	blogger,	social	media	strategist
§ Past:	Team	Leader,	Prime	Minister	Quality	Award,	Pakistan	|	V2025
§ Past:	Member,	BoG PSTD	|	advisory	at	LCWU,	Indus	Valley
§ Past:	Member,	Board	of	Studies,	CBM	and	advisory	IBA
§ Now:	Member,	BoG PIM	(Pakistan	Institute	of	Management)
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Leads	CEO	leadership	workshop
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Leadership	of	Muhammad	(SAW)
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
World’s	first	paperless	TrainTheTrainer
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
2050	interview	– Urdu	Digest
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
V2025
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Pakistan	of	future
§ Wali on
Pakistan of
future: The
News
§ 14 August
2014
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
‘16
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
That’s	us	on	web	|	skillcity.co
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
That’s	me	on						/mywali
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
That’s	us	on						/skillcity
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
That’s	me	on
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
author	page
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
HumanizeMed
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Certificate	in	Green	Pro
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
A	bit	of	health	warning
§ Being	a	Pakistani	thinker,	and	usually	self-critical,	I	
may	sometimes	be	overly	unfair	to	the	Pakistani	
executives…	with	a	tilt	towards	the	Chinese,	but	
hope	that	I	can	be	forgiven	for	this	‘crime’	😛
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
1
First,	understanding	both
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Four	windows
1. Cultural	variations
2. Individual	differences
3. Executive	work	preferences
4. Context	variations:	local	vs expat	leader
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
But	first,	there’s	not	one China
§ Hans	Rosling BBC	clip:	200	years/200	countries
§ If	you	dig	deeper,	there	are	as	many	Chinas	as	you	
can	think	of
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Cultural	variations:	Edward	T	Hall
§ High	context	vs low	context	culture
§ China	is	a	high	context	society
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
High	vs low	context	culture
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Contrasting	communication	styles
Traditional	Asian	High	context	Cultures
1.	Establish	social	trust	first
2.	Value	personal	relations	and	goodwill
3.	Negotiations	slow	and	ritualistic
4.	Agreement	by	general	trust
5.	Motives	indirectly	expressed
6.	Communication	is	implicit,	non-verbal
7.	Formal
8.	Goal-oriented
9.	Emotionally	controlled
10.	Self-effacing	and	modest
11.	Long-term	and	asymmetrical	reciprocity
12.	Personal	and	public	relationships	often	overlap
US/Australian	Low	context	Cultures
1.	Get	down	to	business	first
2.	Value	expertise	and	performance
3.	Negotiations	as	efficient	as	possible
4.	Agreement	by	specific,	legalistic	contract
5.	Motives	directly	expressed
6.	Communication	is	explicit,	verbal
7.	Informal
8.	Spontaneous
9.	Emotionally	expressive
10.	Self-promoting	and	ego-centric
11.	Short-term	and	symmetrical	reciprocity
12.	Personal	&	public	relationships	often	separate
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Vary
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Leaders	from	7	regions
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Cultural	variations:	Geert-Hofstede
See	China’s	118	LTO	(Long	
Term	Orientation)	and	
compare	this	with	
Pakistan	(0)
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Future	Orientation	Index	2013
1	The	Guardian
2	http://geert-hofstede.com
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Low- vs high-trust	societies
Pakistan	is	
several	points	
behind	China	on	
Trust	Index
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
At	Communist	Party	meetings,	leaders	take	
pains	to	blend	in	with	one	another
BBC
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Pakistan	parliament:	individualism
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Employee	engagement:	China	6%
No	country	data	
on	Pakistan.	
Compare	with	
India:	8%;	global	
average:	11%
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Context:	Global	configuration
§ China	becoming	a	leading	superpower	real	soon
§ Pakistan	becoming	one	of	the	top	20	economies	
in	the	world	in	2050	(Goldman	Sachs)
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
World	in	2010
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Compare:	In	2005,	the	world	was...
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
World	in	2050
Goldman	Sachs: Jan	2012	report
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
PK	bordering	2	giants	- China	&	India
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
And	it’s	not	just	future…
§ Even	today’s	competence	lies	with	China
§ Bill	Gates	TED	2013	clip
§ Shanghai	tops	the	student	scoring/ranking	in	the	
world	– USA	15th
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Who	has	1	billion	users	and	is	about	to	
overtake	Facebook?	QQ
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
§ UK	tops	
countries	
positive	that	
China	is	next	
superpower:	
Pew	2014
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Individual	view:	Locus	of	control
§ Is	the	power	to	command	something	within	oneself	or	
seeking	external	support	for	that	result
§ Control	varies	from	situation	to	situation	and	person	to	
person	depending	on	the	maturity	of	conduct
1. Internal	locus	(taking	personal	responsibility	for	your	outcomes)
2. External	locus	(giving	credit	to	&	blame	others	for	your	outcomes)
§ (Wali’s Revised	Internal	Locus)
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Executive	work	preferences:	RIDO
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
RIDO	scale:	mark	yourself
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
E
F
SB
A
P
C
I
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
The	16-fold	model	of	TMP
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Team	Management	Wheel
What	role	are	you?
What	colour are	you?
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
RIDO/TMP
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Pacing	skills	case	study
§ Two	volunteers	for	role	play
1. Mumtaz
2. Noor
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Trust	critical	to	communication
§ If	No trust,	
communication	will	be:	
§ Lengthy
§ Complex
§ If	trust there,	
communication	will	be:	
§ Brief
§ Simple
Key:	Develop	trust	at	both	work and	social level
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Task	vs relationship?	Fiedler
Task-oriented vs Relationship-oriented
• Directive
• Distant
• Non-directive
• Supportive
Highest	priority:
Getting	results
Which	culture	more?
Highest	priority:
Good	interpersonal relations
Which	culture	has	more?
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
(Wali	on	defining	leadership)
§ It’s	helping	people	achieve	their	objectives	and	(in	
that	process)	yours
§ It’s	not	about	you	anymore…	it’s	about	them!
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Context	variations:	local	vs expat
Different	sets	of	behaviour:
§ Home	ground
§ Overseas	positions
This	also	adds	to	a	stressful	working	scenario
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Focus-energy	matrix
ENERGY																																		High
Distraction
40%
Procrastination
30%
Purposefulness
10%
Disengagement
20%
High
FOCUS
Low
Source:	Bruch	and	Ghoshal,	HBR
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
How	people	are	promoted
§ Research:	What	takes	you	ahead	at	job?
§ Learning: What	does	this	tell	you?	(Ashridge,	UK)
Performance	(work)
Image	(reputation)
Exposure	(visibility)
10%	
30%	
60%
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
4	styles	of	political	behaviour
To	be	effective,	
you	need	to	
move	into	‘Wise’	
quadrant!
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Leader	mindsets	in	networks
McKinsey:	Leadership	and	innovation
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
So…	collision	or	convergence?
What	do	we	do	with	conflicting	styles?
§ Give	in?	Agonise?	Blame?	Fight,	Bitch	about?	
Create	defense	walls?
Or
§ Synergise?	Establish	trust?	Develop	common	
ground?
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
2
The	change	and	its	issues
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Response	to	change	initiatives
§ Our	responses	to	any	change	initiatives	over	time	
are	likely	to	be:	either	
§ negative	or	
§ positive
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Negative	response
§ A	negative response	to	change	is	to	be	expected.	Change	is	
different	and	many	people	will	be	against	it	on	principle
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Positive	response
§ Even	those	in	favour of	change	will	need	managing	to	ensure	they	
do	not	succumb	to	pessimism	as	they	go	through	different	phases
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Gaining	acceptance
§ Gaining	acceptance	goes	through	the	process	below,	starting	with	
innovators	- until	the	laggards	are	won	over	- or	leave
§ Use	the	innovators	as	Ambassadors	of	Progress
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
3
7	steps	to	take	to	build	synergy	&	
improved	performance
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
1.	Use	pacing	skills
1. Appreciating	that	different	people	prefer	
different	ways	of	communicating
2. Altering your	style	to	match	the	person	you	are	
communicating	with
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
2.	Learn	from	each	other
§ What	can	you	learn	from	Chinese	leaders?
§ What	can	you	learn	from	Pakistani	leaders?
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
2a.	Learning	opportunity…1
There’s	plenty	to	learn	from	Chinese leadership	
style	to	achieve:
§ Ambition
§ Unparalleled	growth
§ A	secure	future	role
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
2b.	Learning	opportunity…2
There’s	plenty	to	learn	from	Pakistani leadership	
style	to	achieve:
§ Compassion
§ Relationships
§ Brand	value
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
3	Both	sides	need	not	to	be	afraid	of
§ Stress
§ Conflict
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
3a.	Dealing	with	stress
§ Watch	Kelly	McGonigal - How	to	make	stress	your	
friend	- TED	2013	clip
§ A	new	window	to	stress
§ Stress	is	not	harmful	until	you	believe	so
§ Develop	a	self	security-orientation	(.e.	not	
operating	from	insecurity)
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
3b.	Conflict:	avoid	or	manage?
§ Do	not	avoid;	manage	it
§ Because	wherever	there	are	people	there	is	conflict.	
§ Avoidance	is	elusive.	Take	up	early.
§ Accept	it	as	part	of	the	process	(do	not	take	it	
personally).
§ Do	not	let	it	reach	boiling	point	(loud,	violent,	bloody)
12	Angry	Men?
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
4.	Build	mutual	trust,	inclusivity
§ In-group	and	out-group	is	past
§ We	are	usually	oblivious	of	our	own	blind	spots
§ Diversity	and	inclusivity	is	in
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
5a	Line	managers	meet	expectations
Setting	expectations	for	others	– work,	standards,	behaviour
0%_____________________________________________________100%
Using	their	fullest	potential
0%_____________________________________________________100%
Giving	feedback	on	how	they	are	doing	in	current	job
0%_____________________________________________________100%
Providing	them	learning	and	growing	opportunities
0%_____________________________________________________100%
Providing	a	sense	of	caring	to	team	members
0%_____________________________________________________100%
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
5b	Move	towards	followers’	wants
Four	basic	needs:
1. Trust
2. Compassion
3. Stability
4. Hope
Strengths-Based	Leadership
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
6.	HumanSigma
The	financial	effect
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
7.	Press	for	improved	performance
§ How	many	‘P	hours’	to	put	in?
§ Rise	and	shine	clip	of	Nike
1. What’s	the	Chinese	behaviour?
2. What’s	the	Pakistani	behaviour (so	far)?
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
2012	Olympics:	China	bags	38	gold
China’s	16-year-old	swimming	sensation,	
Ye	Shiwen,	with	2nd	Gold
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
2016:	Will	China	be	top	gold-taker?
§ With	superpower	status	comes	greater	number	of	
gold	medals	😊
§ Let	us	wait	for	2016	Rio	medal	count
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
And	behold:	I	get	gold	medal	replicas
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
…	and	a	1-on-1	meet	with	Zong ceo
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Thank	you!
Wali Zahid
skillcity@live.com
skillcity.co
walizahid.com
Skill	City:	Asian	Answers…	to	Asian	Questions skillcity.co
Follow	me	on						/mywali

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