All posts by Sean Upton-McLaughlin

Sean is a business and communications professional based in Shenzhen, focused on China, culture, and cross-border work. His writing explores how language, incentives, and organizational structures shape real outcomes when Chinese and overseas teams work together.
COMMUNICATION TIPS, LIFE IN CHINA

3 Ideas For More Effective Networking With the Chinese

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Networking in China

Do you want to expand your circle of Chinese business contacts? Do you want to make more Chinese friends? Are you unsure how to talk with the Chinese at networking and other social events?

Networking events have become a very popular pastime in Mainland China, especially in areas with a large numbers of Western expatriate workers. But aside from providing Westerners with the opportunity to relax and expand valuable networks of Western business and personal contacts, there is the potential to connect with the Chinese as well. Although the more conservative ideas and beliefs of the Chinese on social and business relationships do not often mesh well with more open and relaxed Western networking practices, this has not prevented a growing number of Chinese locals from attending networking events, especially  in the big cities. These not only include younger Chinese who have previously studied and worked overseas, but also more “local” business people and officials.

Despite the opportunities presented by this upswing in Chinese attendees, connecting with them is not as easy as you might first think. Overcoming differences in culture, language, and communication styles might initially seem like a simple proposition, but in realty can present a greater challenge. However, with a little practice and some insights into how the Chinese communicate, things can become a lot simpler. In the following article I share a few important tips on how to take the first step in connecting with the Chinese, whether for business or pleasure.

It’s Important To Actually Approach the Chinese

Creating relationships with the ChineseOne problem I’ve seen prevent other Westerners from effectively connecting with the Chinese at events is an initial unwillingness or hesitance to approach them. This does not usually stem from any kind of ill will, but rather from language barriers and differences in communication styles. Many Westerners new to China have not had much experience with the Chinese language or culture, and this can lead to a great deal of stress, especially following a long work day. Many Chinese attendees, especially those older or more senior, are more reserved or hesitant to speak in English for fear of embarrassment. Thus, it might be no surprise that at these types of after work social and networking events, the room often separates out into two distinct groups – locals speaking Chinese and Westerners speaking in English (or another Western language).

However if you are really interested in making new Chinese contacts, someone has to take the first step, and why not you? Simply find a group, and insert yourself into the conversation with a hello or “ni hao,” and the group will almost certainly move to welcome you. In addition, it’s worth considering that any Chinese “loners” at a given event may turn out to be a more senior, or possibly more local individual (with more local connections), and seeking them out will at the very least provide you with a a good introduction to more local Chinese communication styles, and potentially a good contact with local industry connections.

 Try To Create an Emotional Connection 

It is also worthwhile to consider the idea that, through emulating local Chinese communication styles, you may allow yourself to create a greater degree of rapport with the Chinese. While this prospect may seem difficult or uncomfortable to some readers, for those who sincerely wish to expand their network of Chinese contacts, creating an emotional connection in your conversations with the Chinese can be incredibly effective. Due to traditional Chinese concepts such as Face, and ideas of proper behavior, conversations can take on a slightly different tone between Chinese attendees of networking events, and contain nuances separate from the experiences of most Westerners. And because Chinese relationship networks tend to be much more personal than many in the West, the Chinese prefer to feel some sort of emotional connection when networking or meeting new contacts. If Westerners can tap into this type of connection when networking with the Chinese, then it will be possible to more quickly and effectively create new friendships or partnerships.

In practice actually emulating or copying specific Chinese communication styles effectively can be difficult at first. Therefore from my own experience in China I have selected several simple methods, displayed below, which Westerners can use to immediately start building an emotional rapport with the Chinese:

  1. Offer more compliments than usual: Face is such a rudimentary part of Chinese people’s daily lives that even among close friends and business partners little compliments fly back and forth simply on pure reflex. If you can pick up on this “rhythm” of the conversation, native Chinese will likely feel more comfortable around you.
  2. Let your enthusiasm show through: The Chinese focus on Face and relationships also combine to create what can only be described as an atmosphere of greater enthusiasm, as if everyone were best friends. Therefore its not advisable to be cool, and reserved when trying to make new Chinese friends and contacts.
  3. Defer to age and seniority: There is a cultural attitude among the Chinese to respect those that are older, more experienced, more senior, or simply those who have a higher status (e.g. famous). Those in these positions expect this type f respect even at casual events, and providing it can engender positive feelings between the two of you.
  4. Try out some Chinese: The Chinese take pride in their country, culture, and language and seeing a Westerner try to speak Chinese with them will usually impress them and demonstrate your own appreciation of China. And when you are talking with Chinese people who are unsure of their own English language skills, being able to communicate in Chinese is an easy way to get the conversation started.

With regard to the above ideas on emulating Chinese communication styles, it should be noted that the Chinese (all of us, in fact) respond to interpersonal communications both consciously as well as subconsciously. This means that although a Chinese person will almost certainly consciously recognize that Westerners communicate differently, they can rarely escape the subconscious reaction to respond positively to the application of Face or other Chinese communication styles. In contrast, a Westerner who adamantly refuses to adapt to local communication styles, may find it difficult to create strong and lasting connections with the Chinese.

Know How the Chinese Think About Relationships

20120817001Another very Chinese concept you might want to keep in mind when networking with the Chinese, is that of Yuanfen. While many Westerners may have never heard of this term, the idea behind it is simple enough, that some relationships are predestined, and some people are pulled together by the mysterious forces of the universe. While many younger Chinese only give credence to the romantic implications of Yuanfen, older and more traditionally minded Chinese are much more likely to view Yuanfen as relevant to all relationships, including business and politics. And when a Chinese person believes in Yuanfen, first impressions can matter a lot. Specifically, if a Chinese person discovers you share a common background, interest, or professions, in addition to experiencing the type of emotional connection described above, they may decide they have Yuanfen with you right away. Therefore make sure you put your best face forward lest a potential friend or business partner slip through your fingers and a potential opportunity be lost.

Final Thoughts

When networking in China, whether for fun or professional reasons, the more time and effort you invest, the more you get can get back. In my opinion, by not networking with the Chinese, a Westerner loses out on a potential valuable opportunity to make new friends and learn about a new culture. For the business minded, you never know who might be a potential business partner you might not have approached otherwise. All in all, life is a journey, and knowing more people helps you get where you want to go faster, and have more fun along the way.

Thanks for reading!

Do you have any additional questions about communicating effectively with the Chinese at networking events? Do you have positive stories of your own you would like to share with other readers? Please feel free to post your thoughts in the comments section below.

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LIFE IN CHINA

The Difficulties in Connecting With Influential Chinese

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In China it is common to encounter Western business people looking for introductions to Chinese executives or government officials. This is usually accompanied by the idea that these kinds of powerful connections, or guanxi, can be the lynchpin in establishing a successful business or venture in the Chinese market. And while possessing strong guanxi in China can indeed help one’s business to grow and flourish, actually obtaining it is not as easy as some may think.

The Chinese think about introductions and networking in a very different manner than most Westerners. While many Western business people thrive on an open and all inclusive model for meeting new people, influential Chinese business people are more low-key, and prefer to remain within their own social circles. Despite this, it is indeed possible to network with and obtain introductions to the influential in China, though, to succeed, it is essential for Westerners to study and understand the Chinese mindset. Below, the author lists several common points of concern he has observed in Chinese executives and officials.   

“Who Are You and Why Should I Care?”

Power and money are the true capital in modern China, and the Chinese business and political “influencers” do not exit on the same level as the rest of Chinese society. In order to be able to directly connect and converse with these influential Chinese power players, it is vital to possess something to which they can respect and relate. For example, CEOs and top executives from well known Western MNCs will have a better chance at obtaining introductions or meetings with their Chinese counterparts. This is not merely due to a relative equality in position and power, but also because high-level Western business people (and politicians) are likely to have high-level connections within their own countries. However, for entrepreneurs and executives of smaller companies, a lack of prestige and connections may prove to be a barrier to obtaining introductions. Status is very important in China, and unfortunately some people just do not “make the cut.”

“Why Should I Share My Network With You?”

Although the Chinese in general are very polite and enthusiastic when talking to Westerners, they are also usually more reserved and cautious with their personal network of contacts. To a greater extent than many countries in the West, the Chinese rely deeply on their networks for both social and business functions, which are essential to life and business in modern China.  In fact, many successful and influential business people in China have succeeded specifically due to their own networks. As such, the Chinese are usually very cautious about opening up such an important part of their life to someone they don’t know, no matter how powerful. Therefore, networking in China seldom occurs as it might in Western countries. Generous amounts of time is required for both parties to get to know one another other, both before and after an introduction takes place. After all, to paraphrase an English expression, the Chinese don’t let just anyone see the goose that laid the golden egg.

“What’s In It For Me?”

Even if an influential Chinese person is impressed with a Westerner’s position and with what he or she can offer, there may be an additional factor causing an influential Chinese business person to hesitate. After all, if a Westerner is offering a potential Chinese contact, introduced through a Chinese intermediary, a chance to increase their own money, influence or power, why should the intermediary not get anything in return? In fact, many introductions that take place in China are not necessarily one close friend introducing another. If a Chinese person claims to have guanxi in a certain sector, they may simply mean that they “know a guy” who then knows “another guy.” Therefore, if the person that they are introducing may not actually be a close friend at all, there may be no guarantee of a payout for the Chinese contact. In these cases the Chinese which a Westerner hopes will provide an introduction may feel more comfortable waiting until they get something which they want. It is also common practice in China, especially in sales, for facilitators of business deals to receive unofficial commissions or other perks. Within the sometimes-murky realm of high-level personal relationships in China, nothing is free.

“Will This Damage My Relationship With My Contact?”

Lastly, the Chinese people are universally concerned about staying on good terms with their business and personal contacts. Thus, before providing introductions into their network, one issue an influential Chinese person will consider is not only the potential benefit (for their contact as well as themselves), but also any potential risks as well. For example, if a Chinese person discovers any risks to a valuable relationship, he/she will likely choose to pass on providing a specific introduction.

How Can “Regular” Western Business People Get Introductions in China?

Unfortunately, there just isn’t any quick and easy way to gain instant access to the rich and powerful in China, especially if one lacks power and prestige of one’s own. However, this does not mean that it is impossible to gain access to influential Chinese business people.  This author, through his own experience in China, points out a few tips below that could help:

1) Spend time on-the-ground in China: When it is impossible to reach out and connect with powerful Chinese directly, it may be necessary to first spend some time in China, learning about the business environment and working within the local business community. Many Chinese cities, especially the large metropolises, possess numerous business and trade organizations at which it is very easy to meet and greet a variety of Chinese business people. Through this type of networking, it may be possible over time to slowly get in touch with influential Chinese.

2) Create a Successful Company: Creating your own company or venture, which either has a strong advantage in the Chinese market or presents advantages for Chinese companies doing business abroad, can create new corridors for connecting with influential business people in China. On one hand, a successful company or brand may entice offers for partnership or purchase. On the other, certain Western regions (e.g. Silicon Valley in the USA) have large entrepreneur communities focusing on the Chinese market. Networking in your home country in this context may present the opportunity to meet powerful Chinese VC executives, who in turn would have their own powerful circles of contacts.

3) Expand your network in your home country: Building a strong network of connections in one’s own country is also a method which can build a foundation for later contact with China’s business “influencers.” This is especially relevant in light of the fact that an increasing number of Chinese companies are starting to set up operations in foreign countries. While its true that many Chinese returnees or overseas workers join these companies, there is no substitute for a lifetime of experience in one’s home country. If a Westerner has something the Chinese want (e.g. connections and knowledge), they may have the chance to get to know some of the powerful executives in charge of these firms.

Thanks for reading!

Do you have any additional questions about connecting with the influential business elite in China? Do you have any helpful examples from your own experiences from working with the Chinese that you would like to share? Please feel free to post your thoughts in the comments section below.

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COMMUNICATION TIPS

What is the Secret to Speaking Better Chinese?

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Many Westerners in China have a love-hate relationship with the Chinese language. No matter whether learning for professional or personal reasons, Westerners all over China and abroad attempt to improve their Chinese language skills on a daily basis, but to no avail.

Despite having studied Chinese for many years, it is common for many Westerners to be unable to speak Chinese fluidly or fluently. It is then no surprise that many wonder if they will ever be able to succeed in learning the Chinese language.

In fact, the Chinese language is by no means beyond the grasp of Westerners living in or planning to move to China. It simply takes the right approach and focus. After five years in China, I have identified several important factors that can make a big difference in attaining verbal fluency in Chinese. I list and discuss them below:

Spend Time with the Chinese, Not Westerners

When Westerners or other learners of the Chinese language ask me how to improve their own Chinese skills, they often confess to spending most of their time in China with other expatriates.

This is a big problem. Chinese cannot be learned by repeating a few phrases each week in restaurants or on the street. It cannot be learned by going out to Western bars. It cannot be learned by speaking English every day.

It can only be learned by engaging in real and in-depth conversations with the Chinese every day and by immersing oneself in a Chinese environment. Many Westerners assume that by being in China, they are immersing themselves in the language and culture, and the rest will follow.

This is unfortunately not the case. Learning to speak Chinese well takes effort every day and requires one to make Chinese friends and spend time with them regularly speaking the Chinese language.

Even Westerners outside of China can immerse themselves in a Chinese environment by seeking out overseas Chinese communities and surrounding themselves with Chinese video and audio material.

There is No Substitute for Making Mistakes and Feeling Awkward

When attending business events and social gatherings, I rarely see Westerners actively trying to speak Chinese with the locals. The room usually separates into two groups – Westerners and overseas Chinese speaking English, and local Chinese speaking Chinese.

This is the easy way out, and certainly not an effective way to learn the Chinese language. The way the Chinese language is learned is by putting oneself in Chinese-only environments and constantly taking risks to try out new words or expressions.

Most of the time, one will make mistakes and will feel awkward or embarrassed. But this is an absolutely necessary part of the Chinese language learning process. How many times do babies fall before learning how to stand? The same applies very much to learning Chinese.

When one makes a mistakes it is clear that one is pushing at their own limits. Only through persistence and dedication can one surpass those limits and increase one’s fluency in the Chinese language.

Don’t Focus on Studying Vocabulary

A question I hear a lot is, “Can you recommend a book or Chinese dictionary to study?” From my own perspective, while it is of course necessary for new students of the Chinese language to put a certain amount of focus on dictionaries and course books, this is a bad frame of mind to get into for those with an existing proficiency in Chinese.

With this approach, a student of the Chinese language ends up with lots of words that they have never or rarely put into practice. Even when one CAN remember all the words they have learned, the words are usually not spoken in a sure and confident manner. Instead, I would suggest that books and other study material be thought of as tools to assist one’s study of Chinese, not be the sole focus of study.

So learn some new words, and then go out into the world and practice using them. When a Chinese person uses a word one doesn’t understand, it’s important to ask what it means, and then remember it. Only by constantly putting newly learned Chinese into practice can it be remembered and mastered.

Decide How Much Chinese is Right for You

In the end, learning any language requires a definite commitment to one’s time. Chinese is especially so due to its characters, tones, and other differences from Latin-based languages.

And learning Chinese is more difficult when combined with the obligations of work and family. Because of these limits on time, many Chinese learners constantly feel that they are spinning their wheels and never improving.

Therefore, I would recommend that current and future students of the Chinese language consider how much Chinese they both want to learn, as well as need to learn. Instead of constantly trying to learn new words and phrases, pick a set number of words and phrases and concentrate solely on mastering their usage.

This and continuous practice can allow Westerners to achieve increased verbal fluency in the areas that matter most to them. In any case, there is one point I hope becomes clear from the above discussion. Learning to speak Chinese may not be easy, but it is simple and straightforward, as outlined above.

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.

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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