How to communicate with the Chinese

Описание: #GKtv
#Howtocommunicate withChinese
#Chinesestrategy

How to communicate with the Chinese

This video, ‘How to communicate with the Chinese’ was many months in the planning but was executed suddenly. Mr Terrence Teng, and Miss AN Goh, both advocates & solicitors, helped a great deal.

Introduction
Know the difference between Straits Chinese and Old School Chinese

The Approach to those who have had a traditional upbringing-say e.e.g having had Chinese Education - is different from those who are from traditional Chinese  families - but who are English educated.
Be mindful of this difference.
Understand Chinese cultural norms

先做人 再做事; 
[pronunciation: : xiān zuò rén zài zuò shì 
Meaning: ‘First conduct yourself (with integrity), then handle worldly affairs.’

Win his or her heart
Traditional values are important
Showing respect towards elders
‘Face’ is absolutely important
Titles
Tonality
Eye contact
Apologies

The Traditionalists value honour
‘Water face’
inquire after of his family

They will anxious to avoid
Making enemies with people not on the table
Direct confrontation
Dealing with a subject directly

Recognise the 3 stages

(a). The Beginning

(b). The Circumambulation - the dance

(b).  The Close - Soft landing

[1)]. Beginning

Dos

Early gift, parting gift
Parting-Dinner, Tea, Souvenir [FB]
Let him talk of his family
Children
Rapport
Break barrier
Social status
Donts

Do not rush into the main subject - wait
Do not confuse hospitality with gushing with bonhomie
Do not praise
[2]. The Circumambulation- The negotiation- The ‘Dance’

When should you move into the main subject?

Let him have his say FIRST
The Chinese will NEVER approach their objective directly-difference between bearing around the bush; circle
They will through for minor points first. They will ‘circle’ around the main, unspoken subject’.
It is a good strategy to agree with the ‘minor points’, but watch and wait for the 800 Lb Gorilla: that will come later, much, much later.
The most important one is always, ‘BTW, can you include this in the other things you are offering?
This will be the most important thing he wants

Remember 
‘Winning’ means, ‘everyone wins’; and there are no losers
以和为贵 
[Pronunciation: : yǐ hé wéi guì ]
[Meaning: ‘Harmony is the most precious (or ‘Harmony is  to be prized).’]

Find out what he wants

Listen carefully,

Do not let him 'lose face'

How to refuse what he wants

Winning=Draw

Body language

人事 通 万事通 
[Pronunciation: : rén shì tōng wàn shì tōng]
[Meaning: ‘An understanding of human relations will lead to a smoother path.’]

Chinese have a lot of pride-he will risk everything not to lose face

Accept and acknowledge that he will be studying your eyebrows, hands, what is where, the photos on your table, the car you drive, where you live.
This is why young Chinese entrepreneurs rush off to buy properties in a ‘famous’ neighbourhood : it is a badge of success
Eye contact -NOt necessary
Bow and talk
Look for common interest

Underlying message

Filter main point-which is a skill
You have to interpret what he wants without asking him
If you ask him, you insult his intelligence
They prefer Personal touch

Face to face meeting is crucial. They do not like emails, Whatspap messages
[3]-End

How to refuse what he wants

Do not say, ‘You cannot, I will not.’
Say, ‘I will consider, and come back to you.’
Let a few days pass.
Wait for the Chinese side to 
(1) make their move 
(2) re-manouevre or
(3) say the same thing in different ways
Early gift, parting gift

Parting-Dinner, Tea, Souvenir
Dos and Donts

Dos

Offer food, especially fruits

Personal touch


Donts

Do not say, ‘How are you?’ 
Say, ‘Have you had something to eat?’
He will always say yes, even if he is starving
Always offer something to eat or drink -  he will refuse, but insist
You could say, ‘There is a lot of tea over here. Please joins us: have some!’
Listen carefully, not to words, but body language
Do not let them lose face
Do not praise but acknowledge his achievements etc. Praise is looked upon with suspicion
Do not confront him directly
Do not refuse, but promise to think it over
Give him a chance to withdraw, without losing face.

GRATITUDE:
I thank the Japanese artist, En. Samad Hassan, the sacrificial research and scripting of Mr. Terrence Teng, and Miss A.N. Goh, both of whom helped a lot.

MUSIC
Dark Guitar Background
D52HLNZ
AudioZen
Licensee: A Samad Hassan
Registered Project Name: GKtv Law
License Date: April 5th, 2021
Item License Code: A4652EDRQV