THE ART OF DOING BUSINESS WITH CHINESE UNDERSTANDING THE CHINESE CONCEPT OF FACE RACHEL QU

TOPICS  Chinese Concept of Face ( Miàn Zi & li ǎ n)  Why are Chinese super sensitive to face ？  How to give face in business context ？  What makes Chinese lose face ？

CHINESE PEOPLE IN AUSTRALIA Source: Census 2011

FACE （ MIÀN ZI ）

FACE (MIÀN ZI)

FACE (LI Ǎ N)

THE CHINESE CONCEPT OF FACE Chinese concepts of face can be differentiated into : Social face (Miàn Zi) Moral face (li ǎ n)

MIÀN ZI & LI Ǎ N Social Face (Miàn Zi ) Social face is gained either through the status achieved by one’s talent, endeavors, or ability; or through the status ascribed by one’s consanguineous relationships.

MIÀN ZI & LI Ǎ N Moral Face (Li ǎ n) Moral face refers to the social evaluation of one’s moral character, which is the baseline of one’s integrity of personality. An individual may choose not to strive for social face, but must protect moral face in all situations

CHINESE BELIEF SYSTEM FAITH IS THE FOUNDATION MORALITY IS THE OBJECT OF ESTEEM Benevolence, Loyalty Compassion Truth

HUMAN RELATIONSHIPS WERE MAINTAINED THROUGH MORAL CULTIVATION

 Skeptical Mentality  Self-protective Mentality MORE SOCIAL FACE; LESS MORAL FACE Traditional belief systems replaced, human relations were distorted.

WHY ARE CHINESE SO CONCERNED ABOUT SOCIAL FACE TODAY ?

CHINESE CIRCLES OF INFLUENCE Friends Family Acquaintances Strangers

 when developing a new business relationship;  how to give a face at the business meetings;  how to give a face at business dinners;  how to give a face when making a toast;  how to give a face when giving business gifts GIVING SOCIAL FACE IN BUSINESS CONTEX

WHEN DEVELOPING A NEW BUSINESS RELATIONSHIP: EXHIBIT YOUR CREDENTIALS

CONNECT WITH HIGH-PROFILE PEOPLE (AND TAKE PHOTOS!)

Present or receive the card in both hands. Examine a business card before putting it in a card case. Read your name slowly when presenting the cards When giving out cards, do start with the highest-ranking person GIVING FACE WHEN EXCHANGING CARDS

 Have one side of your business card translated into Chinese  Include your title in your business card  Display any outstanding reputation or interesting details about your company on the card (eg, the oldest or largest in its field). GIVING FACE WHEN EXCHANGING BUSINESS CARDS

 Avoid direct negative replies  Avoid direct negative opinion  Avoid starting to talk about business straight away BUSINESS MEETINGS: WHAT TO AVOID

 If you are asking for an opinion, you might hear “Let me think about it”  If you are asking about the possibility of the business, you might hear: “If the future opportunity arises, I will be in contact”.  If you’re extending an invitation, you might hear “Another day” or “Next time”  It sounds “difficult” or “inconvenient” DECODING THE CHINESE WAY OF SAYING NO

 ALWAYS be punctual. Always early is even better!  Try to learn the Chinese names of the senior officials  Address Chinese counterparts by their title or last name. (eg, Mr. Wang)  Maintain eye contact  Do not assume that a nod is a sign of agreement GIVING FACE AT BUSINESS MEETINGS

GIVING FACE AT A BUSINESS DINNER

GIVING FACE WHEN BUILDING BUSINESS RELATIONSHIP (GUĀN XÌ)

SEATING ARRANGEMENT

 Attend the formal business dinner punctual in formal suits  Try everything that is offered to you  Always offer someone else food or tea before you serve yourself  Be aware the serving of fruit signifies the end of the meal  Say YES if you are invited to post-dinner entertainment (Karaoke) DO’S

1.Do not sit till you are guided 2.Do not initiate business talk over the dinner 3.Do not eat or drink before a host 4.Don’t take the last pieces from a serving tray 5.Do not overreact when asked personal questions DON’TS

NO UPRIGHT CHOPSTICKS No!

GIVING FACE WHEN TOASTING 乾杯 (Gānbēi) – Cheers (This toast indicated you want each person to empty the glass in one gulp). 隨意 (Suíyì) – Cheers (This toast indicates you want each person to drink as he or she wishes)

GIVING FACE AT YUM CHA

 Give better gifts for senior level  Present the gifts with two hands  Gifts may be refused a couple of times before they are accepted.  Do not wrap gifts in black or white GIVING FACE WHEN GIVING GIFTS

WHAT TO GIVE

 Numbers can signify good fortune or bad luck  8Prosperity  6Smooth sailing  9Everlasting  1Will  2Son  7Wife  4Death MODERN INTERPRETATION OF THE NUMBERS

 Good combinations  98Everlasting prosperity  166All smooth in life and work  168Good fortune all the way  899Good fortune long-lasting  Bad combinations  14Nearly die  74Wife die NUMBER COMBINATIONS

Your network of “Relationships” is like a bank, “Face” is the money, and “Giving gifts” is the way in which you conduct your deposits and withdrawals. Sales Manager, Manufacturing Industry, China JAMES TAN