The Dao of Outsourcing

It is widely known relationships are key to business success in China and most westerners doing business in China understand basic cultural nuances like how to present business cards, refrain from showing emotions, give face, etc.  Although the process for building relationships with Chinese is no different from how relationships develop elsewhere, finding common interests, developing rapport, showing respect, etc., in practice it is difficult due to cultural differences.  Unfortunately, many foreigners doing business in China develop negative attitudes of Chinese companies and culture causing unintentionally disrespectful attitudes towards Chinese business associates.  These attitudes damage relationships and jeopardize business results.

An essential skill when doing business in China is the ability to develop rapport and build relationships with Chinese associates.  There is a learning curve, and these skills develop over time.  Having a sincere respect for China and Chinese culture enables foreigners to overlook the small obstacles that inevitably arise when working with Chinese partners.  Here are four tips that help improve the ability to build business relationships in China.

Learn Chinese history

China has a long, often bloody and interesting history.  China’s past and the difficulties of previous generations has shaped Chinese culture.  Chinese are very proud of their history, and many popular Chinese sitcoms are based on historical events and characters.  A masters in Asian studies is not necessary to do business in China, but taking a general interest China’s history gives foreigners more respect for the country.

Chinese enjoy discussing China’s history, so a basic understanding allows foreigners to participate in conversations which helps build relationships.  A good resource is A Traveller’s History of China, because it covers the complete history of China and is a quick and easy read on the flight over.  This book will give you the basics to engage in an intelligent conversation about Chinese history, and increase awareness and interest in China.

Travel within China

The main cities for business in China are Shanghai, Hong Kong, Beijing, and Shenzhen, and most foreign business people in China rarely venture from these cities.  If only exposed to China’s “westernized” cities, it is easy to develop an inaccurate perception of China.  The heart of China is in the midsized cities and inland provinces.  Taking a weekend or even week long vacation to the countryside or tourist attractions provides a different and more well rounded perspective of China.  Also, business associates will often be interested to join, which will improve the relationship, and provide conversation topics for dinner banquets.

Enjoy Chinese food

Dinning is an integral part of relationship building in China.  Chinese are proud of their food (as they should be, it is delicious), and in the initial stages of relationships with Chinese, food is often a topic of conversation.  An open mind is necessary as the types and parts of animals Chinese enjoy eating are different from western cuisine.  For the adventurous with strong stomachs, jump in and enjoy, but if offered a delicacy and the “gross factor” is to high, a polite refusal is appropriate. For example, “I tried <insert strange food name here> before and it was delicious, but unfortunately my stomach is not accustomed to Chinese food so I need to pass this time”.

Respect different political beliefs

Those from democratic counties often have an strong belief that democracy = good and communism = bad combined with strong ideals around free speech.  Although conversations do not turn towards politics often in China, it is important to discuss politics diplomatically.  Generally, Chinese are nationalistic and proud of their country so negative conversations regarding China’s politics may damage relationships.  It is not essential to agree with Chinese government policies but and a good response to questions related to the government is, “I am impressed with the governments ability to bring so many citizens out of poverty over the past ten years and sustain such a substantial growth rate.”  Remember, changes in government policies are the underling reason foreign companies are now interested in China and relationships with Chinese businesses.

Building and developing mutually beneficial relationships is essential for business success in China. As China grows and matures as a power in the worlds global economy, the ability to work with Chinese companies will become more important.  Investing time in understanding China and Chinese culture increases the ability to create rapport and develop relationships. After developing a sincere respect for China and Chinese culture you will receive respect in return, creating a bridge of friendship that will lead to specific business results.

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