Tag Archives: Chinese Companies

WORK IN CHINA

How “Chinese” Should You Act in China?

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mp1538457_1423329768198_2Living and working in China can be a rewarding experience for some and a trying ordeal for others. What “makes or breaks” Western visitors to China is often their ability, or lack thereof, to adapt to Chinese culture and society. This usually involves learning some Chinese, adapting to Chinese communication styles, learning about local working environments and giving up (i.e. not being able to fully follow) some of the customs, habits, or norms of their home country. And while this process is both natural and necessary, it is by no means simple. After all, when living in China, exactly how much should you adapt, and how much of your old culture should you be prepared to give up?

This is a contentious issue, and I have seen it debated on many social media platforms (e.g. LinkedIn, Facebook, and Quora). Both sides have strong proponents, each with their own ideas on the best ways to “survive” in China and the most effective ways to interact with the local Chinese. While I have an obvious preference for localization and adaptation, I’d like to briefly share my thoughts on both sides of the argument, as well as how to quickly, healthily, and effectively adapt to life and work in China. Broadly speaking, there are two main camps: those that want to live a more Western (or non-Chinese) lifestyle, and those that are favor of doing things the Chinese way.

The International Expat

To some extent, the international expat (or expatriate) could be considered a holdover from a bygone era when international business and economics was clearly led by Western countries (e.g. the USA, UK, Germany, etc.) and China was still an underdeveloped country. In the 1970’s and 80’s when Western companies began expanding into China, it was natural for high-level experts,  managers and executives to be deployed to China, complete with expensive benefit packages. Due to the differences in culture, language and economic class, it was natural for Western expats to live apart from the local Chinese, banding together for comfort and companionship. However, despite over 30 years of break-neck development in China, this trend has continued. Life for many expats in China still exists in a bubble, and a number of large cities (e.g. Beijing, Shanghai, Guangzhou and Hong Kong) have their own expat districts or communities. In these areas, expats can distance themselves from Chinese society and culture, and live a life similar to one from their home countries.

Western expats in China don't adaptBut is this really necessary? I have seen a number of comments by Westerners and non-Chinese on social media (sometimes in response to my own posts), saying they will “never, ever, give in and start doing things the Chinese way.” While I have nothing against trying to maintain one’s own cultural identity in China (I do so myself), refusing to do anything the Chinese way can result in some fairly obvious negative consequences:

  • An US vs. THEM mentality
  • A lack of trust between Chinese coworkers and partners
  • A lack of learning opportunities
  • A potentially miserable experience in China

It’s true that a visitor to China can’t really be expected to completely adapt to or accept everything about living and working in China. However, for those of us that choose to live here, it is worthwhile to remember that this was our choice. While it is completely acceptable to disagree with certain aspects of Chinese culture, society or business practices on a personal level, refusing to participate may do more harm than good. Remember, Western expats are now leaving China in increasing numbers, partly because more and more Chinese locals can do their jobs, AND because they understand the culture. While there will likely always be some need for Western expats and experts in China, those that refuse to adapt will not last long.

The Zhōng Guó Tōng

A zhōng guó tōng (中国通), can be roughly translated as: “someone from outside China who possesses a high level of Chinese language skills, a deep appreciation and understanding of Chinese culture, and the ability to fluently engage and interact with Chinese people from different backgrounds.” The zhōng guó tōng is an ever-increasing phenomenon in China, and it not restricted to specific groups or backgrounds. They can be foreign students studying at Chinese universities, travelers exploring the Chinese countryside, or adventurous professionals from all over the world working for Chinese companies. There are an increasing number of Westerners and non-Chinese learning about the Chinese language and culture and adapting to local Chinese customers and practices. This includes: networking and spending time with Chinese locals, imbibing generous amounts of Chinese Baijiu, trying local Chinese delicacies, and doing things in a more Chinese style.

Doing things the Chinese way in ChinaWhile the number of zhōng guó tōng is comparatively smaller than that of International Expats, their numbers are growing. After all, China is full of new, strange, and exciting opportunities, and it makes sense that many would want to experience all they could. However, based on my time in China,  as well as my conversations with other Westerners and non-Chinese, there are several potential negative side effects to this lifestyle. For example:

  • Reverse culture shock can be greater when returning home
  • Other Westerners or non-Chinese often mistake a zhōng guó tōng’s passion for showing off
  • Becoming too close to the Chinese world can distance you from useful Western networks and contacts

The path of a zhōng guó tōng or any non-native Chinese with a love for Chinese culture can be both easier and harder than others. On one hand, with knowledge of the Chinese language, culture and people, it is easier to communicate and get things done. However, on the other hand, this knowledge and passion takes us to faraway shores, and it can be easier to lose one’s way, or at the very least lose heart, from time to time.

Finding a Balance

During my time in China, I have come to the or conclusion that, for Westerners and non-Chinese truly interested in learning about and living in China, trying to choose between Chinese culture and one’s own is not realistic. Just as shutting ourselves off from the Chinese world by living in isolationist expat complexes does nothing to help us adapt, shutting ourselves off from other Westerners while we study Chinese language and culture can also be unhealthy. If we truly aim to live in China (and this applies more to larger cities), it’s very important to live with one foot in each world.

Balancing Chinese and Western customs is importantIn the modern era, there are multiple reasons to stay involved with the international/Western world, some cultural, and some more related to career development prospects. For young Westerners wanting to live and work in China long-term, and who aren’t content with potentially low-paying or illegal jobs teaching English, the bigger international firms offer key opportunities. With this being the case, it definitely pays (sometimes quite literally) to maintain ties with the Western or non-Chinese communities. Therefore, whether through social networks (such as LinkedIn) or through personal relationships, I feel it is very important to maintain ties to the international community.

Lastly, it is important to remember that one reason English and Western culture have dominated the world for the past several centuries is due to continued economic superiority. With the rise of China, this global focus on English and the West can at least be partly expected to shift to China and Chinese. In fact, a trend towards China and the Chinese language is already clear is certain areas. Western expats have in recent years been leaving China in increasingly greater numbers as Chinese with local experience connections replace them. Across the Pacific, I have seen certain Chinese firms in Silicon Valley require fluency in Mandarin as a job prerequisite for some roles, effectively keeping many Americans of non-Chinese decent out of the running. In short, Westerners who want to work in China can no longer afford not to understand the Chinese language (including the writing system) and culture, or not to be comfortable interacting with the local Chinese.

Final Thoughts

In the end we all have to make our own choice on how much to adapt to local Chinese customs and behavior. Some people naturally feel more comfortable in a Western environment, or one resembling their own home country, while others might feel more at home among the Chinese locals. However I believe its important to realize that the Chinese world is becoming increasingly important to global affairs, both economically and politically. When dealing with the Chinese world, those that feel comfortable “walking the walk” will undoubtedly be better prepared, and able to do more.

Thanks for reading!

Do you have any about living and working in China? Do you prefer to live more of an expat lifestyle, or localize and adapt to the local Chinese environment? Please feel free to post your thoughts in the comments section below.

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CHINESE WISDOM

27 Idioms For More Effective Communication with the Chinese

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Working in Mainland China can be tough for Westerners, not simply because of the incredibly different culture and society, but also because almost everyone else speaks a different language.

And while learning Chinese can increase one’s ability to engage with Chinese colleagues and add value within a Chinese organization, most Westerners and those born outside Chinese-speaking countries will always be at a disadvantage compared to native Chinese speakers.

This can lead Westerners in Chinese organizations to feel left out of the loop or looked down on for not being able to communicate effectively. Mainland China has long been an enclosed and isolated country.

When combined with China’s long and illustrious culture, it can be hard for Mainland China natives to accept that non-Chinese are truly capable of understanding them, their culture, or their language.

This can amplify communication difficulties initially caused by language barriers, and make it much harder for Westerners to reach an understanding with their Chinese coworkers and partners.

争先恐后 (zhēng xiān kǒng hòu) is an expression that describes modern Chinese society after Deng Xiaoping’s economic reforms – everyone is “struggling to get ahead” because they are “afraid they will be left behind”.

However, there is an easy solution based on my own experience working with the Chinese, specifically to learn and use Chinese idioms. Chinese idioms are linked to the very cultural history that the Chinese value so highly, and can help Westerners build bridges and communicate more effectively with the Chinese.

In this article, I will introduce the concept of Chinese idioms and set phrases, including their background and significance to the Chinese, and how they can be used when communicating with the Chinese. For those interested in jumping straight in, a list of easy-to-use idioms I often use in business settings is provided at the end of this article.

打草惊蛇 (dǎ cǎo jīng shé) can be literally translated as “beating the grass and startling the snake.” It actually has nothing to do with snakes and instead refers to alerting your enemies to your plans through carelessness.

The History of Literary Knowledge in Mainland China

Chinese idioms (often 4 characters) and set phrases (often 4-10 characters) are short sayings that contain a specific message or moral. They are often based on events or stories of historical significance and are viewed as an important part of the Chinese language and culture.

They possess the added bonus of delivering complex ideas in a quick and concise format. The one downside is that these phrases can not be ad-libbed.

There is only one way to say a particular combination of characters (hence the term “set phrase”), and thus they must be memorized exactly. Knowledge of literary phrases and texts has been highly regarded in Mainland China for hundreds, if not thousands, of years.

A prime example is the ancient imperial examination system, which began coming to prominence in the Tang dynasty (618–906 AD). During the Tang dynasty, the Confucian classics were introduced as a core part of the higher-level examinations, and candidates were expected to memorize sections and even entire texts word for word (or character for character) if they expected to have any chance of success.

As a result, for hundreds of years, Imperial China’s government bureaucracy was dominated by so-called scholar elites, who possessed an outstanding knowledge of Chinese literature and Confucian philosophies (e.g., not science or economics).

And while modern China has now developed beyond this narrow definition of elite status, those in China with academic distinction, including those related to language and culture, continue to be admired for their knowledge and accomplishments.

闭门造车 （bì mén zào chē） is used to refer to someone who “closes their door and builds a cart,” which means to attempt a task that one has no prior knowledge of while disregarding the advice of experts.

Idioms in Modern China

Idioms and set phrases are very common in modern China, and while they are more often found in books, articles, and reports, they are common in spoken language as well.

I have observed them being used regularly by business leaders, academics, and others who desire to demonstrate their knowledge or refinement. Idioms and set phrases are also a very common sight in the Chinese entertainment industry.

In Chinese TV sitcoms, which often feature tales from ancient China, communist heroes, or modern business professionals, it is common for main characters to make use of idioms, which makes them appear smarter, more refine,d or in control of the situation.

Idioms even have specific game shows devoted to them, in which participants have to guess the correct phrase based on a clue. Needless to say, whoever has spent the most time studying and memorizing the idioms will come out ahead.

井底之蛙（jǐng dǐ zhī wā） refers to the story of a “frog at the bottom of a well,” who believed that the well was the whole world,  and that the speck of light above him was the sun. This idiom refers to people who are narrow minded or who discount things outside of their own experiences.

My Experiences Using Chinese Idioms

While I initially learned some idioms and set phrases over the course of my Chinese studies in college, I only really started using them after moving to China for work.

While working in China, I started to notice that idioms were employed in professional environments, mainly by managers, executives, and experts. I also observed that correctly employing idioms and set phrases in conversations with native Chinese speakers almost always led to a very surprised reaction, even more so than when using a colloquial Chinese phrase or greeting.

The correct use of idioms and set phrases in a conversation has almost always resulted in the Chinese speaker expressing their admiration and respect for a Westerner putting in the time to extensively study the Chinese culture and language.

Since then, I have continued to study idioms and set phrases, and have found them to be a very useful tool in my communications with Chinese managers and executives. For me, and I hope for you as well, these phrases have helped to bridge the cultural and language barriers between China and the West, and have allowed greater degrees of trust and cooperation to flourish between Chinese colleagues.

三人成虎（sān rén chéng hǔ）, or “three people can turn into a tiger,” warns that a repeated rumor can become fact, or at least believed by the public at large.

Here Are Some Idioms to Get You Started!

I have provided a shortlist of idioms and set phrases below (in addition to the five links above), which I have personally found to be very useful and relatively easy to apply in conversations with the Chinese.

The trick to effective idiom study and usage for non-native Chinese speakers is to choose and focus on a set number that you can see yourself using on a regular basis.

After that, it’s a simple matter of practice and repetition. To start with, try combining idioms you like with simple phrases such as “this/that is,” “don’t,” “remember…,” and “we should…, ” etc.

For those of you new to the Chinese language, I would suggest first checking out this guide to Hanyu Pinyin and basic pronunciation. Good Luck!

Simple Idioms and Set Phrases

 一举两得 (yī jǔ liǎng dé): to achieve two gains in one effort. This means the same thing as the English expression, “to kill two birds with one stone.”

入乡随俗 (rù xiāng suí sú): when entering a village, obey all the local customs and traditions. This is the Chinese version of “when in Rome, do as the Romans do.”

前所未有 (qián suǒ wèi yǒu): unprecedented (e.g. of a situation).

不可思议 (bù kě sī yì): unimaginable or unfathomable.

骑虎难下 (qí hǔ nán xià): when one is riding a tiger it is hard to dismount. The idea behind this idiom is that when one is stuck in a difficult situation, all one can do is continue onwards and do one’s

Chinese idioms are an important part of Chinese language and culture
best.

讨价还价 (tǎo jià huán jià): to haggle over a price.

精益求精 (jīng yì qiú jīng): to improve something that is already outstanding.

对牛弹琴 (duì niú tán qín): playing a lute to a cow. This saying describes talking to the wrong audience or to an unappreciative one.

功亏一篑 (gōng kuī yī kuì): failing for lack of a final bucketful. This saying refers to failing due to the lack of a final effort.

实事求是 (shí shì qiú shì): to seek the truth from facts. This saying means to be practical and realistic.

班门弄斧 (bān mén nòng fǔ): to play with one’s axe in front of the house of Lu Ban, the master carpenter. This saying refers to showing off one’s slight skill in front of an expert.

好事多磨 (hǎo shì duō mó): good things do not come without toil, or the road to happiness is paved with hardships.

听天由命 (tīng tiān yóu mìng): to consign oneself to the will of heaven. This saying means to resign oneself to fate or trust to luck.

情不自禁 (qíng bù zì jīn): unable to restrain one’s emotions; cannot help oneself.

半途而废 (bàn tú ér fèi): to give up halfway or leave something unfinished.

 Longer Set Phrases:

万事俱备，只欠东风 （wàn shì jù bèi, zhǐ qiàn dōng fēng）: everything has been prepared, and all that is needed is an easterly wind. This saying means to lack only one crucial (and final) item.

  • 读万卷书，行万里路 (dú wàn juǎn shū, xíng wàn lǐ lù): to read 10,000 books and walk 10,000 miles. This saying extolls the virtues of both knowledge and experience.
  • 天外有天，人上有人 (tiān wài yǒu tiān, rén shàng yǒu rén): there is a heaven outside  of heaven and a person above a person. This saying reminds us that there will always be someone better or more skilled.
  • 不经一事，不长一智 (bù jīng yī shì, bù zhǎng yī zhì): wisdom only comes through experience.
  • 兵马未动，粮草先行 (bīng mǎ wèi dòng, liáng cǎo xiān xíng): before the troops get underway all the supplies must be prepared. This saying extolls the importance of being prepared ahead of time.
  • 千军易得，一将难求 (qiān jūn yì dé, yī jiàng nán qiú): while it is easy to raise an army of 1,000, a competent general is hard to come by. This saying means that it is hard to find a good leader.
  • 单丝不成线，独木不成林 (dān sī bù chéng xiàn, dú mù bù chéng lín): a single thread cannot become a cord, and a single tree does not make a forest. This saying extolls the necessity of cooperation or being part of a greater whole.

    • 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

    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!