Monthly Archives: December 2013

WORK IN CHINA

China Expat Survival Tips: 15 Ways to Apply “Face” in China

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Watch and SuitMany Western business people working in or traveling to China for the first time have heard of the Chinese concept of Face. However, understanding the basic elements of Face and knowing how to apply it within an office environment are very different. Applying Face correctly can depend on a deep and comprehensive knowledge of the Chinese people, society, and culture, which many Westerners new to China may lack. However, it is also possible for Westerners is to learn about and adopt common methods used by the Chinese to give Face to each other and earn Face for themselves. In this way, Western business people can more easily show respect to the Chinese which can lead to a more harmonious and effective working environment and a better China experience in general.

An article published by efinancialcareers provides a useful list of 15 ways for Western expatriates working in Chinese companies to effectively apply the Chinese concept of Face. A number of the most useful tips, based upon the author’s own experiences in China, are explained below. 

Create Face for Yourself

  1. Buy and wear well-known brands
  2. Have a successful family
  3. Pay the bill when dining out
  4. Learn about Chinese culture

Creating Face for yourself is a good way to build your reputation and prestige within the office in China. For instance, wearing well known brands (as appropriate for your workplace) can show that you are well off and stylish without bragging. Similarly, as family is important to the Chinese,  demonstrating that you have a stable and successful family, through photos or attendance at company outings, can earn the respect and admiration of coworkers. When dining with colleagues in China, paying for the bill, or more specifically paying for the bill over the objections of others, is a way to gain Face for yourself and show respect and friendship to your coworkers.  The Chinese Paying the bill gives Faceidea of courtesy and reciprocity provides that everyone needs to take a turn at paying the bill sooner or later, but attempting to pay it more than your equal share of the time can show you to be generous and helps to build and maintain relationships with your coworkers. Even when a coworker is taking “their turn” at paying the bill, making half an attempt to pay the bill shows that you care.  This and other efforts to learn about and understand Chinese culture will show that you are committed to China and can significantly increase your own Face at the workplace.

Work Harmoniously With Your Coworkers

  1. Don’t openly flaunt money or possessions
  2. Don’t trip over vague or misleading phrases
  3. Support your boss
  4. Be over-generous to team members
  5. Avoid complex English

Respect Chinese employeesYour work life in China can be made a lot easier when you respect the Face of your Chinese coworkers as well as giving them Face directly. Although many Chinese respect the possession of money and expensive items, it is considered immodest and rude to opening flaunt or brag about them and can insult your coworkers.  Being on good terms with your boss is important, and giving Face when appropriate can accomplish a good deal in this regard. For instance, a manager or boss in China places a huge deal of importance on their own Face and prestige as a leader. Praising the leadership of your boss in front of clients, quickly and efficiently carrying out their orders and giving them useful ideas or suggestions which they can receive credit for can cement your position in a given role and open up avenues for promotion in the future. Likewise, it is important to not trip over or misunderstand directives from your boss which are worded in a vague or roundabout manner. For example, you may be asked if you would be able to attend a conference on the weekend, or how you feel about working overtime in a given week. In each of these scenarios your boss likely is telling you to do these things, and not making him or her tell you directly will give Face Give Face to build relatonshipsand preserve your relationship with them. In many cases if you refuse your boss, he or she may not actually order you to comply but feel a loss of Face and regard you as less of a team player. Relationships with coworkers are important too, and while many managers and white collar workers in China tend to copy the “get ahead quick” attitude of their Western colleagues, it is not considered polite to show it. Instead, show you are a team player by praising contributions of your colleagues, even if you have done most of the work. In this way you can preserve their Face and gain Face for yourself for acting as a generous team member. Lastly, try and avoid making your coworkers or business partners feel embarrassed or awkward. Despite a nationwide focus on learning English in China, not many Chinese speak it fluently.  This is especially true of successful local business tycoons located far from China’s huge eastern metropolises. Thus, insisting on using complex English can result in you being misunderstood, and can also cause a loss of Face through embarrassment for the Chinese. Instead focus on simpler language and building mutual understanding and respect.

Don’t Cause a Severe Loss of Face

  1. Don’t disagree openly with your boss
  2. Don’t be seen as a threat
  3. Take time before you criticize
  4. Resolve differences ahead of time

Hierarchy is important in ChinaA big mistake to make in China is causing your coworkers to lose Face, especially those that are above you in the office hierarchy or those that can negatively influence your career. The worst mistake with regards to causing a loss of Face applies to your boss or other high ranking Chinese executives. For instance, disagreeing with your boss in front of others is a sure way to make them lose Face. It doesn’t matter who is right or wrong, by disagreeing OPENLY, you are questioning their leadership. Instead speak with them in private if you find it necessary to question one of your boss’ decisions.  Also, most Chinese leaders feel like they need to be the smartest or most competent to maintain their prestige as a leader. If you act as though you are smarter or have more experience than your boss, you may immediately be labeled as the enemy and slowly forced out. Until you are promoted, focus on acting as an effective #2. In addition, it is a good idea to avoid criticizing coworkers and do your utmost to settle any differences in advance of public meetings or discussions. Even if you directly criticize one of your subordinates, it still has the potential to backfire. When an employee is criticizing can backfirecriticized directly, especially if it is in front of others, he or she could feel embarrassed and lose Face to the extent that it negatively affects the employee’s relationship with you, negatively affects the employee’s work, or causes them to leave the company in embarrassment or anger. And if you argue with others in meetings there is the potential leave a bad impression and have others label you as a troublemaker. Thus, it is always a good idea in China to settle any differences beforehand and by all means avoid criticizing others when possible.

To see the full list of 15 ways to apply Face along with perspectives from China business experts,  the article,  “The ancient Chinese cultural concept that could save your banking career,” can be viewed HERE on efinancialcareers’ website.

As can be seen from list items presented above, in China, Face is all about respect. And to use Face properly you must 1) create Face for yourself, 2) give Face to others, and 3) don’t make others lose Face. Creating Face for oneself is easier to a degree, while giving Face to the Chinese and preventing them from losing it can be much harder. And while gaining a comprehensive understanding of how to use Face in China can take many years of studying Chinese culture and working among the Chinese people, following the tips above is a good place to start.

Thanks for reading!

Do you have any additional questions on how to apply the concept of Face in China? Do you have any additional tips or ideas on how to apply Face based on your own experiences? Please feel free to post your thoughts in the comments section below.

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CULTURE BASICS

Are Relationships Predestined? They are in China!

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Yuánfèn  (缘分) is a common term often heard among the local Chinese and is strongly tied to the idea of relationships in China, both personal and business. As discussed in a previous article on relationships, in China, there is a strong emphasis placed on building and maintaining networks of personal and business relationships.

Beyond the fundamental importance of relationship networks in China, the idea of Yuánfèn can represent an even deeper meaning for many Chinese.

Through this somewhat ambiguous yet important term, many Chinese people come to believe that some relationships contain a touch of destiny, and as a result, this can lead to even greater commitment with regard to certain relationships.

However, due to the many cultural and language gaps between China and Western countries, Yuánfèn is not a term that many Western businesspeople are familiar with.

Even if Westerners have heard the term, they often do not fully understand its significance. The following article details some of the specific points relating to Yuánfèn in China, as well as how Western expatriates can best apply them to their lives and businesses.

 Defining Yuánfèn (缘分) 

Although the term Yuánfèn is ambiguous and has many different interpretations, there are several meanings that hold more weight than others.    Yuán (缘) by itself means karma or fate; the second character Fèn(分) can mean the division between two halves. When combined, the term Yuánfèn (缘分) can be defined in the following ways:

  1. A relationship that has been predestined
  2. Fate or chance that brings (two or more) people together
  3. A predestined affinity (with a person, place, etc.)

While much of the information available about Yuánfèn through popular sources, including the internet, pertains chiefly to its application in the areas of love and romance, it is important to be aware that Yuánfèn can be applied to any type of relationship.

These additional areas can include relationships of the personal, business, and political persuasions.  Additionally, in colloquial language, it is not unheard of for the Chinese to use the term Yuánfèn to describe their relationship (or lack thereof) with a country, custom, or habit.

For example, Westerners with a great love of China might choose to remark that they “have Yuánfèn with China.” In contrast, a Chinese person who has had to give up smoking may comment that he or she “has no Yuánfèn with cigarettes.”

 The Origins of Yuánfèn 

The origin of the Chinese concept of Yuánfèn comes from an ancient Chinese and Asian idea that two people can be drawn inexorably together through an innate connection in the universe. And although this concept can, especially when translated incorrectly, be construed as akin to the English concept of “destiny,” there are several important distinctions.

First, the inevitability of this link does not, in fact, derive from any god-like figure as Westerners might understand it. Second, it focuses more specifically on two people sharing a strong bond that draws them together, and does not necessarily relate to what they may or may not be fated to accomplish together.

A large part of the significance of Yuánfèn draws upon ideas inherent in the Buddhist faith, which has long been prevalent in Chinese culture. Practitioners of Buddhism believe that all living things are reincarnated at the end of their lives to lead new lives on Earth. By itself, the probability of two people coming together in a world of over seven billion (or in a country of over 1.3 billion Chinese) is significantly low.

When one considers the possibility that two individuals might go through countless incarnations on earth before finally chancing a meeting would make such a meeting (and relationship) even more special and profound.

 Yuánfèn in China Today: Business, Friendships, and Romance

For friends in China, Yuánfèn can be that special element that determines a lifelong friendship. As there is not really a reliable method to determine whether or not there is truly an innate connection between two people, the Chinese chiefly rely on common backgrounds, interests, and their emotional impressions to let them know whether or not they feel they have Yuánfèn with a specific person.

For example, if two individuals working in the big city meet, and upon conversing discover that they are from the same small town, they might feel as if they have Yuánfèn. This would be especially true if they met by chance on multiple occasions.

One common, if non-business-related, area in Chinese society in which Yuanfen is often encountered is in romantic relationships. Two people who meet by chance or through a certain set of circumstances, and thereafter find that they possess strong feelings for each other, often believe that their meeting was the will of the universe.

However, being fated to be drawn together and being fated to end up together do not necessarily go hand in hand. The Chinese have a saying in this regard, yǒu yuán wú fèn (有缘无分).

It means that although two people might have been fated to meet, in the end, they were not destined to remain together. It is a saying commonly used in China when one person wishes to break up with another.

Perhaps more important to the Western businessperson is Yuánfèn’s potential to influence and affect the formation of important personal and business relationships.

Despite an overt focus by younger Chinese people on Yuánfèn’s romantic implications, there are many Chinese within the business community who think of the idea of Yuánfèn when meeting new contacts. Through upbringing and societal structure, many Chinese, especially older ones, will hold key contacts close to their chests, a silo separate and protected from the outside world.

If they say they have Yuánfèn with you, they may be tentatively offering you the opportunity to have a stronger personal relationship with you. This, in turn, can lead to more business opportunities down the road.

What Does This Mean for Westerners?

While the idea of Yuánfèn does not directly affect the way the Chinese go about forming and maintaining relationships, it can certainly offer fresh insights into the thought process that a Chinese person is subject to when meeting new people.

From the concept of Yuánfèn, not only do the Chinese believe that two people can bebrought together by fate, but also that they will be. Thus, many Chinese will, over the course of their lives, be on the lookout for those special or gifted individuals with whom they can or are fated to develop close connections.

In contrast to Westerners, who are used to getting to know people over a long time, especially in the workplace, Chinese people may be prone to making much quicker decisions. If a Chinese business person meets someone with whom he or she shares common business interests,  hobbies, or an emotional connection, they may make a very quick decision to extend their friendship to that person.

Likewise, if a Chinese businessperson gets a bad impression from someone, they may be much quicker to cut all contact or decide against that person in a specific matter. Understand, of course, that the Chinese people in general are still very friendly and hospitable to Westerners.

The concept of Yuánfèn does not usually affect the normal course of forming friends or business relationships. It will, however, affect who the Chinese choose to form especially close and trusting relationships with.

Additionally, as the Chinese economy and society continue to develop, the concept of Yuánfèn may remain more relevant to smaller portions of the overall population. And as Yuánfèn is strongly connected to the concept of relationships in China, Yuánfèn will then continue to matter the most where relationships play a greater role in Chinese business and society.

This means inland areas far away from the modern metropolises (e.g., Beijing and Shanghai), and in local industries dominated mostly or solely by Chinese players (e.g., government and Baijiu/sorghum liquor manufacturers) who rely on strong regional and national relationship networks.

Age can also be a factor; in the author’s experience, it was much more common for Chinese business people born in the 1980’s or earlier to refer to or believe in the concept of Yuánfèn as it might relate to their life or business. Younger Chinese workers, especially those with experience in the West, may not put much, if any, stock in Yuánfèn in the workplace.

To summarize, while Western business people will not be able to count on Yuánfèn in all their dealings with the Chinese, it is by no means something that can be discounted entirely. And because many Chinese use their emotions in part to decide on Yuánfèn, it’s important for Westerners to always try to put on their best face.

One can never know when too casual an attitude or too direct an approach can cause discomfort to the Chinese and spoil a potentially rewarding and beneficial relationship. 

If you’re interested in thoughtful perspectives on China, cross-border work, and how culture, incentives, and organizations shape real outcomes, you’re welcome to subscribe to China Culture Corner and receive future posts by email.

I also share related ideas and longer-form video commentary on LinkedIn and YouTube, and post updates across the channels linked above.

If you or your organization is navigating China execution or cross-border alignment challenges, I work with teams on an embedded and remote basis. Reach out directly: Sean@SageSightConsulting.com

LIFE IN CHINA, WORK IN CHINA

China Expat Survival Tips: Joining a Chinese Company

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group activeChinese companies in Mainland China are expanding and improving their operations to increase profits and compete globally. Part of this includes sourcing top-tier Western talent for a variety of functions including finance, operations, sales, and marketing. However, for the Western business professional contemplating a move to Mainland China, it is essential to first be aware of the many differences present in Chinese companies. The office culture of many companies in Mainland China, even those operated by Western companies, can cause stress and worry for the unprepared Western expatriate as a result of differences in culture, business practices and unspoken social rules. Research  suggests that at least 30% of  expatriates on assignment in foreign countries  may not complete their entire assignments. It is likely that some of these failures in China are a result of stress and other difficulties brought on by cultural differences. To increase an expatriate’s chances of success and reduce the time required for cultural acclimation, it is a good idea to first be aware of the basic elements at play within a Chinese office environment.

An article published by efinancialcareers lists a number important points to be aware of before joining a company in the Chinese finance industry. In fact, many of these lessons can be applied to Chinese companies in many sectors throughout China. Some of the more widespread issues are listed and expanded on below:

  1. You Need to Understand Guānxì. Guānxì is your relationships with coworkers and the favors owed between you and them. The Chinese make use of gifts, social dinners, and other methods to maintain their relationship networks and navigate the office environment. To get things done in a Chinese company, it is essential to form friendships and alliances with your coworkers and supervisors.
  2. Account for Yearly Bonuses. When accepting a contract at a Chinese company, be aware that your actual salary is based upon 13  months rather than 12. It is  customary in China for all employees to receive a yearly bonus before the Chinese new year equal to one month’s pay.
  3. Don’t Rush Meetings. Meetings can take time in China. On one hand, when meeting with new people the Chinese will want to get to know you first and will not want to get down to business immediately. At internal company meetings, social etiquette can prevent direct communication as no one wants to cause embarrassment. Don’t try to rush things or it is possible to alienate or annoy clients and coworkers.
  4. Learn the Company’s Hierarchy. In a Chinese company there is much more space (or power distance) in a company between the highest and lowest level employees. While in Western companies there can be much more freedom for low and mid level employees to talk and mingle with company executives, this is usually not the case in China. You probably won’t be able create relationships higher than your direct supervisor.
  5. Orders are not Debatable.The leadership model in many Chinese companies is markedly different than many successful Western firms. Chinese leaders are not accustomed to discussing courses of action and getting everyone’s opinion and buy-in. They give orders and expect them to be carried out.
  6. Don’t Cause a Loss of Face. Causing a loss of face can be dangerous in China as it strains relationships. It can also drive away coworkers or prevent a promotion. Also, be careful when criticizing others, or offering up an opinion lest you become a disliked member of the office.
  7. After Work Company Entertainment May Not be Optional. When invited to attend a company dinner or karaoke event after office hours, attendance  is likely expected. These occasions not only offer an opportunity to relax, but also act to reinforce the various relationships within the company. If you don’t attend, it can reflect badly on you and your supervisor may feel you are not demonstrating the proper amount of respect and loyalty for the company.
  8. Expect to Minimize Expenses. No matter what official company policy might be, the Chinese have different ideas than some Westerners on company expenses. For example employees in Chinese companies are expected to be proactive in saving the company money. This might include things such as sharing hotel rooms on business trips, using personal cell phones for company calls,  and providing personal receipts for the company to write off as business expenses. Not complying can cause one to be seen as greedy and not a team player.

For the full list from efinancialcareers’s website including perspectives from local experts in China, the article,  “Ten things to know before you join a Chinese bank,” can be viewed HERE.

All in all, Chinese companies are not so different from Western ones in that they have similar goals; they simply have different ways in which they go about achieving those goals. A solid foundational understanding of Chinese business culture and the Chinese office environment can go a long way towards preparing new Western expats for China and preventing costly mistakes. For more information on the fundamentals of Chinese culture, take a look at the China Culture Corner’s section on Culture Basics.

Thanks for reading!

Do you have any additional tips, advice, or questions about working in a Chinese company? Please feel free to post your thoughts in the comments section below.

Follow the China Culture Corner to to receive regular updates by email!