tag:blogger.com,1999:blog-91726665811228404382024-03-05T02:47:01.281-08:00Doing Business With The ChineseAnonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.comBlogger19125tag:blogger.com,1999:blog-9172666581122840438.post-58258335759879715592015-10-26T03:59:00.001-07:002015-10-26T03:59:55.198-07:00How Do I Find A Chinese Partner?<div class="separator" style="clear: both; text-align: center;">
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<!--StartFragment-->
<div class="MsoNormal">
<span lang="EN-US">A key success factor for doing business in
China is having a local partner, someone who has a vested interest in your
success. But how do you find them? <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">Here are 4 ways you can go about
identifying and engaging someone in China who has your best interests at heart:<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">1.
<b>Go through the chambers of commerce in China. </b> Either directly (via their own staff) or
indirectly (via service providers they work with), the Australian and American
chambers of commerce in China can help you identify an appropriate distributor,
partner or agent. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">2.
<b>Access your local chamber of commerce. </b>
The chamber of commerce in your home country has a program for helping
local businesses break into China. They
often have relationships with Chinese government agencies that help connect
Chinese buyers with Western sellers, and vice versa. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">3.
<b>Ask the government.</b> The US
Department of Commerce and the Australian Trade Commission provide services to
assist American and Australian companies identify and vet prospective business
partners in China. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">4.
<b>Do it the Chinese way – access your OWN network.</b> If you live in an American or Australian city
of any size, there is a roughly 100% chance that you’ve got a Chinese friend,
acquaintance or colleague. Introduce yourself,
build a relationship, and ask for their help in finding a partner This is EXACTLY how a Chinese person would do
it. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">Two important caveats in following any of
the steps outlined above. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">First, don’t rush into it. You MUST take the time to talk to them, meet
them if possible, understand who they are and where they come from and what
their motivations are. That’s just how
China works.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">Second, once you’ve identified a partner,
you should do everything in your power to build a personal relationship with
them. Relationships figure much more
prominently in Asian business culture than they do in the West. Building a relationship now will save you a
LOT of grief later!<o:p></o:p></span></div>
<!--EndFragment--></div>
Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com1tag:blogger.com,1999:blog-9172666581122840438.post-977057879083723852015-09-01T17:23:00.001-07:002015-09-01T17:23:48.244-07:00ChAFTA And Union’s Misplaced Angst<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3ZxOpvt8-n0qrBxEOS2mLDEAsrIZPIwCZNCic4qGXk-8XRgJqGa_0vVqLh8DDZ3uxDG4FGK3szpcUHLpFSYSV8pW0FbFO4WVm24eGGDCmn4vVAN5mtg6U5TRNOSI5Kee9jnxdZNIjPvyI/s1600/Countries+Australia+China+100.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3ZxOpvt8-n0qrBxEOS2mLDEAsrIZPIwCZNCic4qGXk-8XRgJqGa_0vVqLh8DDZ3uxDG4FGK3szpcUHLpFSYSV8pW0FbFO4WVm24eGGDCmn4vVAN5mtg6U5TRNOSI5Kee9jnxdZNIjPvyI/s320/Countries+Australia+China+100.jpg" width="320" /></a></div>
<br />
<div class="MsoNormal">
<a href="" name="OLE_LINK2"></a><a href="" name="OLE_LINK1"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">I love the anti-ChAFTA
advertisement sponsored by Australia’s Construction Forestry Mining and Energy
Union.<span style="mso-spacerun: yes;"> </span>More effective than a thousand economic
arguments is the image of light bulbs disintegrating as jobs are snatched from
deserving, photogenic Aussies.<span style="mso-spacerun: yes;"> </span>A voice
tells us, more in sorrow than anger, that Tony Abbott has given away the game
to China.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></span></a></div>
<div class="MsoNormal">
<a href="" name="OLE_LINK1"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US"><span style="mso-spacerun: yes;"><br /></span></span></span></a></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://youtu.be/WuYuMmG7Dz0"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjy7WiLimfd_t0JNCMOVHWlZ0LRUAWrTD4XwFbMEL7ilt25x52Zi4pHm2GZOSFcYQg6ZiEWOk2wRhfDJxklGMRx7Ir2KEcByErMCLH_DOx_H9rSAWY4p3NcG2tbT4489klPTVxGj88OoUoZ/s320/Screen+Shot+2015-09-02+at+8.18.49+am.png" width="320" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">The unions’ anxiety is based on the idea that
Chinese companies will import armies of low paid Chinese workers to do the job
of Australians.<span style="mso-spacerun: yes;"> </span>Which is just
crap.<span style="mso-spacerun: yes;"> </span>That’s simply not going to happen
for three reasons:<o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="margin-bottom: 6.0pt; margin-left: 17.85pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; text-indent: -17.85pt;">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><!--[if !supportLists]--><span lang="EN-US" style="mso-bidi-font-family: Cambria; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: Cambria; mso-fareast-theme-font: minor-latin;"><span style="mso-list: Ignore;">1.<span style="font: 7.0pt "Times New Roman";">
</span></span></span><!--[endif]--><u><span lang="EN-US"><b>Local Councils</b></span></u><span lang="EN-US"> – Unions have been exercised by part of ChAFTA that says “Australia
will remove the requirement for mandatory skills assessment” for a variety of
construction-related trades.<span style="mso-spacerun: yes;"> </span>Which is
absolutely true, the agreement does say that.<span style="mso-spacerun: yes;">
</span>But it doesn’t say anything about excusing Chinese companies from local
building standards, or relieving them of local council oversight.<span style="mso-spacerun: yes;"> </span>When I think about a Chinese electrician,
with no English and no knowledge of Australian building standards, listening to
a local inspector explaining why his work has failed to meet Title 5, Section
III, Subparagraph A, Point 7 of the local building code, I just want to
laugh.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></span></span></div>
<div class="MsoListParagraph" style="margin-bottom: 6.0pt; margin-left: 17.85pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; text-indent: -17.85pt;">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><!--[if !supportLists]--><span lang="EN-US" style="mso-bidi-font-family: Cambria; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: Cambria; mso-fareast-theme-font: minor-latin;"><span style="mso-list: Ignore;">2.<span style="font: 7.0pt "Times New Roman";"> </span><span style="font-family: 'Times New Roman'; font-size: 7pt; font-style: normal; font-variant: normal; line-height: normal;"><b>
</b></span></span></span><!--[endif]--><u><span lang="EN-US"><b>Runners</b></span></u><span lang="EN-US"> – I pity the poor idiot who brings low paid, moderately skilled
workers to a place as beautiful as Australia and then has to keep them from
doing a runner.<span style="mso-spacerun: yes;"> </span>Large-scale importation
of Chinese workers has been successful in African countries where the local
skills are low and the local environment is uninviting.<span style="mso-spacerun: yes;"> </span>But in Australia?<span style="mso-spacerun: yes;"> </span>A country that many Chinese see as,
literally, the nicest place on earth?<span style="mso-spacerun: yes;"> </span>Be
serious.<span style="mso-spacerun: yes;"> </span>The workers would be applying
with the local Australian firms like a shot.<span style="mso-spacerun: yes;">
</span>Or simply disappearing into the country.<span style="mso-spacerun: yes;">
</span>Unless ChAFTA also allows for indentured servitude and physical
restraint (which it does not), the attrition rate among imported workers would
be ruinous.<o:p></o:p></span></span></span></div>
<div class="MsoListParagraph" style="margin-bottom: 6.0pt; margin-left: 17.85pt; margin-right: 0cm; margin-top: 0cm; mso-list: l0 level1 lfo1; text-indent: -17.85pt;">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><!--[if !supportLists]--><span lang="EN-US" style="mso-bidi-font-family: Cambria; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: Cambria; mso-fareast-theme-font: minor-latin;"><span style="mso-list: Ignore;">3.<span style="font: 7.0pt "Times New Roman";">
</span></span></span><!--[endif]--><u><span lang="EN-US"><b>Money</b></span></u><span lang="EN-US"> – On average, workers in China make about 25% of what Australian’s
make.<span style="mso-spacerun: yes;"> </span>Which sounds like a good savings
until you start adding on the extras.<span style="mso-spacerun: yes;">
</span>Working overseas usually earns a 50% to 100% premium over domestic work,
especially if the worker speaks any English.<span style="mso-spacerun: yes;">
</span>Housing, food and transportation have to be provided.<span style="mso-spacerun: yes;"> </span>Higher local health and safety standards have
to be met.<span style="mso-spacerun: yes;"> </span>The list goes on and, in the
end the savings simply don’t justify the trouble of importing large numbers of
workers.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">Will we see some dormitories in Perth, Brisbane and
Sydney filled with Chinese construction workers?<span style="mso-spacerun: yes;"> </span>Certainly.<span style="mso-spacerun: yes;">
</span>Will it move the needle even slightly on employment for Australian
tradies?<span style="mso-spacerun: yes;"> </span>Not a chance.<span style="mso-spacerun: yes;"> </span>If anything, ChAFTA will result in more
development projects that require more Australian craftsmen, both to build and
to maintain.<o:p></o:p></span></span></span></div>
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<br /></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">So, like me, appreciate the cleverness of exploding
light bulbs and pictures of sad tradies being sold out by the Prime
Minister.<span style="mso-spacerun: yes;"> </span>But don’t mistake that for the
actual loss of Australian jobs.<span style="mso-spacerun: yes;"> </span>Because
that’s simply not going to happen.<o:p></o:p></span></span></span></div>
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Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com1tag:blogger.com,1999:blog-9172666581122840438.post-15586484660594031262015-08-12T22:35:00.000-07:002015-08-12T22:35:00.146-07:00A Model For Explaining Chinese Business Culture 向外国人解释中国商业文化的模型<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgPARFDB8qdwB0zwLZTOWuhZmyYp2v6YBSxZuDHy-rEKEHWPrrJbgYVJ1hFYSpzCeuabOdFqBzYg0eQA37swSJiOEI9_CCYXqHw1Ryw2ivMk8Is6SLAfpMIsB3GINPYrLfdDJH1a01nDhkM/s1600/People+Asian+108.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgPARFDB8qdwB0zwLZTOWuhZmyYp2v6YBSxZuDHy-rEKEHWPrrJbgYVJ1hFYSpzCeuabOdFqBzYg0eQA37swSJiOEI9_CCYXqHw1Ryw2ivMk8Is6SLAfpMIsB3GINPYrLfdDJH1a01nDhkM/s320/People+Asian+108.jpg" width="320" /></a></div>
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<a href="" name="OLE_LINK2"></a><a href="" name="OLE_LINK1"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">This post is less of an article
and more of a request for comments, opinions and insights.<span style="mso-spacerun: yes;"> </span>It has to do with how to explain Chinese business
culture to foreigners.</span></span></a><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">本文与其说是一篇文章,不如说是一篇和大家交流评论、观点及见解的文章。本文内容是关于如何向外国人解释中国的商业文化。</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">As a Westerner who’s spent some time in China, my
Western friends and colleagues often ask me to explain something that has
happened to them in their Chinese business.<span style="mso-spacerun: yes;">
</span>Usually this is a question about something bad – they have a dispute
with their Chinese partner; their sales pitch to a Chinese customer failed;
they can’t find a reliable Chinese vendor.<span style="mso-spacerun: yes;">
</span></span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US"><span style="mso-spacerun: yes;"><br /></span></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">身为一个在中国工作生活过一段时间的西方人,我的西方朋友和同事们经常请教我,来解释一些发生在他们中国生意上的事情。通常都是些不太好的事——比如他们和中国合伙人有了分歧;比如他们面向中国消费者的销售提案失败了;再比如他们找不到可靠的中国供应商。</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">Given the huge differences between Chinese and
Western culture, the answer is often complex.<span style="mso-spacerun: yes;">
</span>Face, hierarchy, different views of time, China’s rapidly changing
business landscape, massive urbanization, the growth of the Chinese middle
class, and outdated views of China in the West all play a part.<span style="mso-spacerun: yes;"> </span>But my friends don’t have time for a lecture
about 5,000 years of Chinese history, or a complete overview of business
practices in China – frequently they’re in the middle of the problem and are
just looking for something that helps them understand what’s going on.</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US"><br /></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">考虑到中西方文化的巨大差异,答案往往是极其复杂的。面子、层级、时间观念的不同、中国快速变化的商业格局、大举城镇化、中国中产阶级的增长、以及西方世界对中国早已过时的观念都起到一定作用。但是我的朋友们没有时间去了解中国上下五千年的历史,也没有时间去了解中国所有的商业惯例——通常他们深陷问题之中时,只想找到什么东西来帮助他们理解到底是什么情况。</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">To make sense of these complex issues, and give my
friends quick answers, I try to simplify and relate the problems to some of the
most important cultural differences, facts of life in China, and trends in
Chinese society.<span style="mso-spacerun: yes;"> </span>So, for instance, when
my friends ask why Chinese people often won’t say “yes” or “no” directly, but
instead give softer, more nuanced answers, I explain this in terms of Face and
Harmony: “The Chinese are very concerned about face, and about maintaining
harmony in the group, so they communicate in an indirect way.<span style="mso-spacerun: yes;"> </span>They don’t want you to be offended, so they
don’t say things directly, they say them in a softer way.”<o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US"><br /></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">为了弄明白这些复杂的问题,给我的朋友们一个直截了当的答案,我尝试着将问题简化,并把它们和中国最主要的文化差异、生活及社会趋势关联起来。所以,比如当我的朋友们问为什么中国人不直接说“是”或“不是”,而是给一个不温不火、模棱两可的回答,我会用面子与和谐解释给他们听:“中国人很要面子,也很注意保持团队的和睦关系,所以他们用含蓄的方式进行交流。他们不想让你感觉被冒犯了,所以不直接说,而是给了你一个温和的回答。”</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">Face + Harmony = Indirect Communications</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">面子</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;">+</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">和谐</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;">=</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">含蓄地交流</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">Or, when one of my colleagues asked why did a
Chinese boss criticize an employee in public – wasn’t the boss worried about
the employee’s face – I explain this in terms of Face and Hierarchy:<span style="mso-spacerun: yes;"> </span>“No, face is hierarchical, so the Chinese
boss doesn’t have the same obligation to protect the employee’s face as the
employee has to protect the boss’ face.<span style="mso-spacerun: yes;">
</span>The Chinese boss is relatively unconcerned about the face of his
subordinates.”</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US"><br /></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">又或者,比如我的一个同事问到为什么中国的上司会在众人面前批评一个员工——难道上司不顾及员工的面子吗?——我会用面子和层级解释给他听:“不,面子是看层级的,所以中国的上司不会像员工照顾老板面子那样去照顾员工的面子。相对而言,中国上司不太考虑下属的面子。”</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">Face + Hierarchy = Chinese people are relatively
unconcerned about the face of people below them</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">面子</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;">+</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">层级</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;">=</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">中国人相对而言不太顾及比自己层级低的人的面子</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">My question to the LinkedIn community is which
differences, facts and trends ARE the most important?<span style="mso-spacerun: yes;"> </span>Which ones best help explain Chinese business
to foreigners?<span style="mso-spacerun: yes;"> </span>This is my initial list:</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">我对领英社区的问题是:哪些差异、事实和趋势是最重要的?哪些因素最能向外国人解释中国的商业?</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="mso-fareast-language: ZH-CN;"> </span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">下面是我草拟的一份列表:</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><br /></span></b></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US">Cultural
Values Held By Most Chinese People</span></b></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></b></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">大多数中国人持有的文化观念</span></b></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></b></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></b></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Relationships (<i style="mso-bidi-font-style: normal;">guanxi</i>)</span></u><span lang="EN-US"> – Relationships are more
important than rules</span></span></span></div>
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<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">关系</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——关系比规则重要</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Hierarchy </span></u><span lang="EN-US">– All
relationships are hierarchical and, thus, unequal</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">层级</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——所有关系都是分层级的,所以说也是不平等的</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Face</span></u><span lang="EN-US"> – Face is more
important than facts; perception is more important than reality</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">面子</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——面子比事实重要;感受比现实重要</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Group Orientation</span></u><span lang="EN-US"> –
The group is more important than the individual</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">集体倾向</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——集体比个人重要</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Long Term Orientation</span></u><span lang="EN-US"> – The long term is more important than the short term</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">长期倾向</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——长期比短期重要</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Incremental Improvement</span></u><span lang="EN-US"> – Step by step improvements are better than revolutionary change</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">逐渐提升</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——一步一步地改善比变革性的变化要好</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Pragmatism</span></u><span lang="EN-US"> – It’s
better to accomplish what you can without waiting around for the perfect answer;
don’t let perfect be the enemy of good enough</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">实用主义</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——达到你能达到的水平比完美主义要好,足够好就可以了,不用追求完美</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Harmony</span></u><span lang="EN-US"> – Things go
better when everyone gets along, or at least don’t get too unhappy with others
in the group</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">和谐</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——大家关系都很好的时候事情会更加顺利,所以至少不要和团队里的其他人不高兴</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US"><o:p><br /></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US">Important
Facts Of Daily Life In China</span></b></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></b></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">中国日常生活中的一些重要事实</span></b></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></b></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></b></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Huge Number Of People</span></u><span lang="EN-US"> – China is much bigger and has many more people than Western
countries</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">人口多</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国比西方国家大得多,也有更多的人口</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Feudalism</span></u><span lang="EN-US"> – You owe
loyalty to your boss, who controls many things in your life (e.g. money and
time).<span style="mso-spacerun: yes;"> </span>This is sort of a combination of
guanxi, hierarchy and group orientation</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">封建主义</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——你要忠诚于你的雇主,他掌握着你生活中的许多事情(比如金钱和时间)。这是关系、层级和集体倾向的一种结合</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Cultural Revolution</span></u><span lang="EN-US">
– The Cultural Revolution had a huge impact on Chinese society that is still
being felt today.<span style="mso-spacerun: yes;"> </span>For instance, the low
level of trust Chinese people have in the government and in people they don’t
know were made much worse by the Cultural Revolution</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">文化大革命</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——文化大革命对中国的影响至今仍能感受得到。比如,文化大革命让中国人不信任政府和陌生人的情况更加严重</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Rapidly Changing Environment</span></u><span lang="EN-US"> – China is changing much faster than other countries, not only
economically but socially, culturally, politically.<span style="mso-spacerun: yes;"> </span>2005 was quite different than 2015; 1995 was
almost like a different country</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">环境的快速变化</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国比其他国家变化得更快,不仅仅是经济上的变化,在社会、文化和政治上也有变化。</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;">2015</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">年就和</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;">2005</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">年非常不一样;而</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;">1995</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">年几乎就像另一个世纪</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Niches</span></u><span lang="EN-US"> – Chinese
society and Chinese markets are not monolithic, they are made of many small
niches</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">笼屉型——中国社会和中国市场不是完全统一的,而是像笼屉一样由许许多多小单元汇聚成一个整体</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Age</span></u><span lang="EN-US"> – China’s
population is aging rapidly and this has many significant impacts on society
and the economy</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">年龄</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国人口正在迅速老龄化,这将对社会及经济产生重大影响</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Gender</span></u><span lang="EN-US"> – China has
significant gender imbalances, both in the cities (where there tend to be more
young women than young men) and in the countryside (where there are MANY more
young men than young women)</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">性别</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国性别失衡现象非常严重,在城市(年轻女性比年轻男性多)和农村(年轻的男性人口比女性人口要多得多)都是如此</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US">Trends</span></b></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"> <o:p></o:p></span></b></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">趋势</span></b></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><b style="mso-bidi-font-weight: normal;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></b></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Economic Development</span></u><span lang="EN-US">
– China continues to develop economically, and at a very fast rate compared to
other big economies</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">经济发展</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国的经济将继续发展,且发展速度比其他经济大国要快得多</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Quality and Luxury</span></u><span lang="EN-US"> –
Chinese consumers increasingly demand quality and luxury; they are not
satisfied with low quality goods, even if they are very inexpensive</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">对高质量和奢侈的需求</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国消费者越来越要求质量和奢侈;他们对质量不好的物品感到不满,即使价格非常便宜</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Urbanization</span></u><span lang="EN-US"> – Over
the past 30 years, a huge number of people have moved from the countryside to
the city and this process is still going on</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">城市化</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——在过去</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;">30</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">年中,一大批中国人从农村走向城市,这一过程仍将继续</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Infrastructure </span></u><span lang="EN-US">–
China is building infrastructure at a rapid pace</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">基础设施建设</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国正在快速进行基础设施建设</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">Middle Class – The Chinese middle class is growing
very fast</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">中产阶级</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国中产阶级成长速度非常快</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;"><br /></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="EN-US">Technology </span></u><span lang="EN-US">– China
is using technology to get ahead.<span style="mso-spacerun: yes;"> </span>For
instance, although it still lags in the “old” technology of making computer
chips, it is far ahead in the “new” internet space</span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><u><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">科技</span></u></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">——中国正在用科技迎头赶上。比如,虽然它在做电脑芯片这种“旧”技术上仍然落后,但在互联网空间这种“新”技术上却遥遥领先</span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">Are these the most significant cultural values,
facts of life and trends in explaining China to foreigners?<span style="mso-spacerun: yes;"> </span>If you had to relate every problem using only
these elements, could you do it?<span style="mso-spacerun: yes;"> </span></span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">这些最重要的文化观念、生活和趋势能否向外国人解释中国呢?如果你必须把每个问题都和这些因素关联起来,你能做到吗?</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US">Give me your thoughts.<span style="mso-spacerun: yes;"> </span>I’m anxious to hear the experiences and
perspectives of others.</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="ZH-CN" style="font-family: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-language: ZH-CN; mso-fareast-theme-font: minor-fareast;">告诉我你的想法。我非常希望听到你不同的经验和见解。</span></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="mso-bookmark: OLE_LINK2;"><span lang="EN-US" style="mso-fareast-language: ZH-CN;"><o:p></o:p></span></span></span></div>
<div class="MsoNormal">
<br /></div>
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Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com1tag:blogger.com,1999:blog-9172666581122840438.post-35006401346313988672015-08-03T03:21:00.001-07:002015-08-03T03:21:45.383-07:00Why The Sky Isn’t Falling In China<div class="MsoNormal">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjisJn0XYO-q63NEYZp0L45VIqBMSb_UANiEmW7w0e6a9P6aX8led3VppJ1PqGv8BhAZO0sYvXdBQhusm8l1j7BpnPpijS6LiSGYEgLB_dshcUB3TIDt41lDdr0MKViz1AuGYt2EDotC8fV/s1600/Countries+China+Great+Wall+15.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="417" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjisJn0XYO-q63NEYZp0L45VIqBMSb_UANiEmW7w0e6a9P6aX8led3VppJ1PqGv8BhAZO0sYvXdBQhusm8l1j7BpnPpijS6LiSGYEgLB_dshcUB3TIDt41lDdr0MKViz1AuGYt2EDotC8fV/s640/Countries+China+Great+Wall+15.jpg" width="640" /></a></div>
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<span lang="EN-US">If you’ve spent much time watching the
Chinese stock market lately, you can be forgiven for feeling a little bit
anxious.<span style="mso-spacerun: yes;"> </span>Watching 40% of a market’s
value evaporate in 6 weeks is ugly.<o:p></o:p></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgmKbdXIPwfkkh6m-BAaPumQOpZk7NSRi4sn8djM_dtS9UAqKKQoJFveEpp_ag25SZLAlCFxBzMzo37zFguhQb3zQrEAjU2U8y527q9sy-YObuWQH4tDV-IKh4nD4VKDRi5kve1qCo_sIo7/s1600/Article+-+Why+The+Sky+Isn%25E2%2580%2599t+Falling+In+China+Pic+1.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgmKbdXIPwfkkh6m-BAaPumQOpZk7NSRi4sn8djM_dtS9UAqKKQoJFveEpp_ag25SZLAlCFxBzMzo37zFguhQb3zQrEAjU2U8y527q9sy-YObuWQH4tDV-IKh4nD4VKDRi5kve1qCo_sIo7/s400/Article+-+Why+The+Sky+Isn%25E2%2580%2599t+Falling+In+China+Pic+1.png" width="400" /></a></div>
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<span lang="EN-US">Equally, if you listened to the recent quarterly
earnings calls of some of the world’s largest multinationals, you might wonder
if the Middle Kingdom isn’t on the verge of economic collapse.<span style="mso-spacerun: yes;"> </span>Speaking of China, Volkswagen warned of a
“bumpy road ahead;” Anheuser Busch InBev cited “economic headwinds.”<span style="mso-spacerun: yes;"> </span>Ludovic Subran, chief economist for trade
credit giant Euler Hermes summed up the general gloom.<span style="mso-spacerun: yes;"> </span>“Companies thought that China was the land of
opportunity, but it’s not living up to that promise.<span style="mso-spacerun: yes;"> </span>They realize the business environment is
changing for the worse.”<a href="https://www.blogger.com/blogger.g?blogID=9172666581122840438#_ftn1" name="_ftnref1" style="mso-footnote-id: ftn1;" title=""><span class="MsoFootnoteReference"><span style="mso-special-character: footnote;"><!--[if !supportFootnotes]--><span class="MsoFootnoteReference"><span lang="EN-US" style="font-family: Cambria; font-size: 12.0pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: 宋体; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">[1]</span></span><!--[endif]--></span></span></a> <o:p></o:p></span></div>
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<span lang="EN-US">When I asked one of my Chinese colleagues
about this depressed state of affairs, and whether people in China were as
worried as people in the West, the reaction was decidedly calm.<span style="mso-spacerun: yes;"> </span>“No,” she said.<span style="mso-spacerun: yes;"> </span>“These changes are needed to keep growing in
the future.”<o:p></o:p></span></div>
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<h3>
<b style="mso-bidi-font-weight: normal;"><span lang="EN-US">What
Goes Up…</span></b></h3>
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<span lang="EN-US">Start with the stock market.<span style="mso-spacerun: yes;"> </span>Although the Chinese government has been
desperately trying to prop up falling prices, this is more of a PR exercise
than a worry about financial Armageddon.<span style="mso-spacerun: yes;">
</span>Thanks to a cooling in the overheated Chinese real estate market,
coupled with a liberalization of investment regulations, a significant volume
of money has found its way into Chinese stocks, more than doubling the size of
the market over the past 12 months:</span></div>
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<span lang="EN-US"><br /></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpfKaL38onmJynH6VM7kj-2AWfK-VuWs6uki78EGR-NdDD_rINToHqQ3RGPM7OU97GkJdkPYwHH8K6BXedd20zj-v9C8fV4ObheDnH69rvMUvSdnTgWZFAQmy0PIgYS6jqWSGBNyZu-SyB/s1600/Article+-+Why+The+Sky+Isn%25E2%2580%2599t+Falling+In+China+Pic+2.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpfKaL38onmJynH6VM7kj-2AWfK-VuWs6uki78EGR-NdDD_rINToHqQ3RGPM7OU97GkJdkPYwHH8K6BXedd20zj-v9C8fV4ObheDnH69rvMUvSdnTgWZFAQmy0PIgYS6jqWSGBNyZu-SyB/s400/Article+-+Why+The+Sky+Isn%25E2%2580%2599t+Falling+In+China+Pic+2.png" width="400" /></a></div>
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<div class="MsoNormal">
<span lang="EN-US">Add to this the fact that the Chinese stock
markets are not systematically important in the way that Western ones,
especially US financial markets, are.<span style="mso-spacerun: yes;">
</span>Most of the money that’s come into the market over the past year has
been from individual investors, rather than large banks or pension funds.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="text-align: center;">
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6Cw1DfaHJlKfVJXrge6Te5iJUf0hf8jdHz6QYxkHcbK50Yjb0BTxWp1ma6ghertrDPUgGCVQnLJYqtSQlvzhNoPkMF8hTJwGmVlB-ee4giHWkqlWpehsE7GsSxlwsBe0pktoCCyTUUv0W/s1600/Chinese+Investors+By+Education+Level.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="235" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6Cw1DfaHJlKfVJXrge6Te5iJUf0hf8jdHz6QYxkHcbK50Yjb0BTxWp1ma6ghertrDPUgGCVQnLJYqtSQlvzhNoPkMF8hTJwGmVlB-ee4giHWkqlWpehsE7GsSxlwsBe0pktoCCyTUUv0W/s400/Chinese+Investors+By+Education+Level.jpg" width="400" /></a></div>
<div class="MsoNormal" style="text-align: center;">
<br /></div>
<div class="MsoNormal">
While it’s painful for individuals to see
their savings evaporate, it’s not the same as global companies being unable to
roll over their short term paper, or hedge funds losing control of highly
leveraged derivatives. Seen from this
angle, the recent stock market woes look more like air coming out of a bubble
than the beginning of a regional financial meltdown.</div>
<div class="MsoNormal">
<br /></div>
<h3>
<b><span lang="EN-US">Structural
Changes</span></b></h3>
<div class="MsoNormal">
<span lang="EN-US">And what of the other source of worry,
China’s slowing economy?<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">“That’s been known for a long time,” was my
friend’s response.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">Since taking office, Xi Jinping and Li
Keqiang have said that the Chinese economy needs to transition from
export-driven to consumption-driven<a href="https://www.blogger.com/blogger.g?blogID=9172666581122840438#_ftn2" name="_ftnref2" style="mso-footnote-id: ftn2;" title=""><span class="MsoFootnoteReference"><span style="mso-special-character: footnote;"><!--[if !supportFootnotes]--><span class="MsoFootnoteReference"><span lang="EN-US" style="font-family: Cambria; font-size: 12.0pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: 宋体; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">[2]</span></span><!--[endif]--></span></span></a>.<span style="mso-spacerun: yes;"> </span>That entails significant changes to an
economy that has become the world’s largest exporter of goods.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">Even these ongoing adjustments have left
the economy in a robust state of growth: because of its larger base, 2014’s “disappointing”
7.4% growth rate was larger in absolute dollar terms than the “miraculous”
19.9% growth rate in 2006.<span style="mso-spacerun: yes;"> </span>While the
7.0% growth that so disappoints Mr. Subran is far below the double-digit
expansion of the 1990s and 2000s, it still puts China 9<sup>th</sup> among all
the world’s countries, and 1<sup>st</sup> among G20 economies:<o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-US"><br /></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiGkHVoVViARvzu-bmO0BWs3ZyyLw3g1MOqTsWdfGMVIpxPeGjmcU_0aon7n2TLO9lzGXEyJ3QwfGhvsT0RPiOddELOzxSEEF3UG9Pk44YpeWEb04F_99Gb5Cp1A47EL-CQMK8aXpZt2Dgn/s1600/Article+-+Why+The+Sky+Isn%25E2%2580%2599t+Falling+In+China+Pic+3.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="302" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiGkHVoVViARvzu-bmO0BWs3ZyyLw3g1MOqTsWdfGMVIpxPeGjmcU_0aon7n2TLO9lzGXEyJ3QwfGhvsT0RPiOddELOzxSEEF3UG9Pk44YpeWEb04F_99Gb5Cp1A47EL-CQMK8aXpZt2Dgn/s400/Article+-+Why+The+Sky+Isn%25E2%2580%2599t+Falling+In+China+Pic+3.png" width="400" /></a></div>
<h3>
<b style="mso-bidi-font-weight: normal;"><span lang="EN-US">On
The Other Hand…</span></b></h3>
<div class="MsoNormal">
<span lang="EN-US">Which is not to say that China’s economy
doesn’t face real problems, or that something might not throw a wrench into the
works of the Chinese economic miracle.<span style="mso-spacerun: yes;"> </span>Plenty
of black swans are hovering just off stage.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">Debt, both private and corporate, has
ballooned alarmingly in recent years, reaching $28T, or 300% of GDP<a href="https://www.blogger.com/blogger.g?blogID=9172666581122840438#_ftn3" name="_ftnref3" style="mso-footnote-id: ftn3;" title=""><span class="MsoFootnoteReference"><span style="mso-special-character: footnote;"><!--[if !supportFootnotes]--><span class="MsoFootnoteReference"><span lang="EN-US" style="font-family: Cambria; font-size: 12.0pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: 宋体; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">[3]</span></span><!--[endif]--></span></span></a>.<span style="mso-spacerun: yes;"> </span>Xi’s sustained anti-corruption campaign is
putting pressure on government services (because departments have trouble
filling vacancies) and unsettling officials throughout the country, leading
many to wonder about a possible backlash.<span style="mso-spacerun: yes;">
</span>The middle class is more and more restive for political freedoms that Beijing
is unready to grant.<span style="mso-spacerun: yes;"> </span>Two years on, it’s
still unclear how Xi plans to reconcile the rule of law with fealty to the
Communist Party.<span style="mso-spacerun: yes;"> </span>Any of which may prove
problematic in securing China’s long-term economic prosperity.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US">But today’s stock market wobbles, and a
long-planned set of structural changes to move the economy into a lower gear,
are not signs that the sky is falling in China.<span style="mso-spacerun: yes;">
</span>If anything, these teapot tempests draw attention from more threatening
storm clouds gathering in other parts of China.<span style="mso-spacerun: yes;">
</span>Which, unfortunately, is quite a justifiable reason to wonder if the sky
might someday fall.<o:p></o:p></span></div>
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<a href="https://www.blogger.com/blogger.g?blogID=9172666581122840438#_ftnref1" name="_ftn1" style="mso-footnote-id: ftn1;" title=""><span class="MsoFootnoteReference"><span lang="EN-US"><span style="mso-special-character: footnote;"><!--[if !supportFootnotes]--><span class="MsoFootnoteReference"><span lang="EN-US" style="font-family: Cambria; font-size: 12.0pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: 宋体; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">[1]</span></span><!--[endif]--></span></span></span></a><span lang="EN-US"> FT.com “Corporate giants sound profits alarm over China slowdown” </span><span lang="EN-US" style="font-family: Arial; font-size: 8.0pt;"><a href="http://www.ft.com/cms/s/0/8dacba88-36c4-11e5-b05b-b01debd57852.html#ixzz3hiDqtf5u"><span style="color: #012087; text-decoration: none; text-underline: none;">http://www.ft.com/cms/s/0/8dacba88-36c4-11e5-b05b-b01debd57852.html#ixzz3hiDqtf5u</span></a></span><span lang="EN-US" style="font-family: Arial; font-size: 16.0pt;"><o:p></o:p></span></div>
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<a href="https://www.blogger.com/blogger.g?blogID=9172666581122840438#_ftnref3" name="_ftn3" style="mso-footnote-id: ftn3;" title=""><span class="MsoFootnoteReference"><span lang="EN-US"><span style="mso-special-character: footnote;"><!--[if !supportFootnotes]--><span class="MsoFootnoteReference"><span lang="EN-US" style="font-family: Cambria; font-size: 9.0pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: 宋体; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">[3]</span></span><!--[endif]--></span></span></span></a><span lang="EN-US"> BusinessInsider,com.au Blackrock: soaring Chinese debt is a big
concern and history suggests it won't end well <a href="http://www.businessinsider.com.au/blackrock-soaring-chinese-debt-is-a-big-concern-and-history-suggests-it-wont-end-well-2015-6">http://www.businessinsider.com.au/blackrock-soaring-chinese-debt-is-a-big-concern-and-history-suggests-it-wont-end-well-2015-6</a><o:p></o:p></span></div>
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Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-81705565119919576182014-05-19T22:49:00.000-07:002014-05-19T22:49:02.916-07:00A Sow's Ear Out Of A Silk Purse<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjMsolACe_zGiJYzEYo0fZK0swuLF0w-PnYi67XefawtJL3Hrgb_d2ni7w2YZpz2qMH3PiV-kHbTYmQgfyooolLmvOaN210aNbRooanfc1AvSyCuv2cp3cTAavdB43hcrkQRMQl1qFcCK-k/s1600/Broke.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjMsolACe_zGiJYzEYo0fZK0swuLF0w-PnYi67XefawtJL3Hrgb_d2ni7w2YZpz2qMH3PiV-kHbTYmQgfyooolLmvOaN210aNbRooanfc1AvSyCuv2cp3cTAavdB43hcrkQRMQl1qFcCK-k/s1600/Broke.jpg" /></a></div>
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<i>The failure of the WH IPO shows that Chinese companies are still not ready for the world stage.</i><br />
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Explaining a $600M payout was never going to be easy. Nor was stitching together two giant regional meat companies into a global superstar, or floating that company just nine months after it was created. But those were the tasks that Shuanghui International and its parent WH Group (WH) set themselves following their $7B acquisition of US pork producer Smithfield Foods (Smithfield) last year. Buoyed by the obvious logic of combining the world's largest pork seller (WH) with the world's largest pork supplier (Smithfield), as well as the enthusiasm of would-be punters, WH confidently expected to be the season's hottest share offering.<br />
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In the event, however, the deal was beset by a host of problems, most of them self inflicted. WH managers proved unable to deliver a coherent story about the company's future plans. Despite having two executives (one Chinese and one American) tasked with finding synergies, efficiencies were conspicuously absent from the deal. Dodgy executive pay practices on both sides of the Pacific (including the now-infamous $600M payout to two WH executives) raised uncomfortable questions about self-dealing. Pricing hubris resulted in an inability to find a lead underwriter for the deal, causing the company to enlist a gaggle of 30 "joint sponsors" instead. On April 29, after three downward revisions in the offering value, and faced with a cooling IPO market, the company finally admitted defeat and cancelled the flotation. Speculation is now rampant about how WH will meet the debt obligations it undertook in acquiring Smithfield.<br />
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The WH story vividly illustrates the opportunities and challenges that face Chinese companies going abroad. Having skillfully ridden China's demographic wave over the past 30 years, and having bested rivals in the hurly-burly market that developed since the implementation of Deng Xiaoping's economic reforms, many Chinese companies find themselves flush with cash and seeking new worlds to conquer. WH grew out of a state-run slaughterhouse, fully privatizing along the way, and developed into the world's largest distributor of pork. One can only admire the genius of Wan Long, WH's 73 year old CEO, who built the company from an unknown local abattoir into a mammoth agribusiness. Unfortunately, this genius hasn't translated into success on the global stage. The failure of the WH IPO demonstrates that many Chinese businesses are simply not ready to go abroad.<br />
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One of the most basic manifestations of this unreadiness is that Chinese companies don't think they have a problem. Cross-border deals bring rich rewards, in terms of both money and status, to Chinese executives who carry them off. One of the most striking features of the $600M payout WH made to the CEO and one other executive for completion of the Smithfield acquisition was that the Chinese side saw nothing amiss in it. Significant, profile-raising deals in China are often accompanied not only by kudos, but also by cash for the executives lucky enough to be involved. The pace and value of these deals are at record highs, with Western icons like Volvo, AMC Theaters and Manganese Bronze being acquired by previously unheard of Chinese companies like Geely and Wanda. The volume of such deals is steadily increasing; Rhodium Group, a US consultancy, estimates that Chinese outward foreign direct investment over the next decade will top $1 trillion.<br />
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At the same time that Chinese companies find themselves looking outward, the West is seeking Chinese money in vast quantities. Delegations from cash-strapped companies and investment-hungry municipal governments converge on Beijing and Shanghai every day seeking Chinese sponsorship. A cottage industry has grown up around servicing these visitors, promising access and face time with Chinese investors and officials. Before selling out to WH, Smithfield entertained rival offers from Thailand's CP Foods and the Brazilian meat producer JBS, but both offers paled in comparison to Chinese cash and growth potential.<br />
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Unfortunately, bulging cash reserves and parades of foreign suitors obscure the fact that Chinese managers are largely deficient in the skills needed to successfully manage complex cross-border deals. At the best of times, realizing synergies in a merger is maddeningly difficult; a much-cited study by Harvard Business School claims that three-quarters of all acquisitions destroy more value than they create. In the case of WH, little evidence was produced to support CFO Guo Lijun's assertion that the "acquisition generated synergy effects in terms of resources, costs, markets and development in both China and the USA." Investors were left with the impression that within the merged organization there was no significant linkage between ultra-efficient American production techniques and sky-high Chinese demand. <br />
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The yawning gulf between the qualifications of the Smithfield and WH managers points to another problem - a general lack of global experience among Chinese executives. Prior to the acquisition, Smithfield had done a credible job of building up a significant European operation, catering to the demands of newly emerging middle-class consumers in Eastern Europe. Many Smithfield managers had participated directly in this facet of the business. But only one Smithfield executive, CEO Larry Pope, made it onto the board of the merged company, leaving the other directorships in the hands of managers who had never worked outside of China. This parochialism did little to sensitize the company's management to global perspectives on efficiency, transparency and self-dealing.<br />
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For Chinese companies, correcting these deficiencies will require painful changes, not least because many of the needed skills are contraindicated by managers' experience within China. Whereas increased efficiency has been an imperative for Western managers since the Industrial Revolution, the past 30 years in China have been a time of limitless (albeit poorly skilled) labor supply. Reducing headcount is always unpleasant, but it's the backbone of most M&A synergies; such reductions are virtually unheard of in China. Transparency is a similar issue. Until recently, there was almost no incentive for a Chinese company to disclose details of their operations to the prying eyes of rivals and the public. One of the reasons WH executives didn't have a better explanation for the bonus paid to its CEO is that they never imagined it would be disclosed. <br />
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Most glaringly, Chinese executives often lack basic business skills and experiences that are taken for granted in the West. Many Chinese managers have no formal business training, and the quality of those who do is often low; one of WH's finance executives, 37 year old Liu Songtao, has a degree in "chrematistics" (the art of "getting rich"), from Henan University. This deficiency is a product of the post-reform economic climate in China - during a time of explosive and chaotic growth, the ability to read a balance sheet matters little compared to the ability to seize opportunities. Getting already-successful Chinese executives to go back and master the basics of financial literacy and corporate governance promises to be a challenge.<br />
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Nevertheless, failing to acquire the right skills will inevitably lead to more problems. Japan's early forays into buying foreign assets in the 1980s resulted in political friction and significant write-downs. American companies entering Russia and other emerging markets in the late 1990s faced similar challenges. China, now entering its first significant wave of outbound investment, is likely to make its own unpleasant and expensive mistakes.<br />
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Which is not to say that Chinese companies should eschew cross-border deals, or that they are incapable of making such investments pay dividends. If the Chinese have proved anything since rejoining the global economy in 1979, it's that they're fast learners, having repeatedly defied naysayers' expectations in regard to mastering production quality, high technology and sophisticated service offerings. There's no reason to expect that that cross-border M&A will be any different. But getting there looks like a bumpy ride.<br />
<br />Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-19812835724330944472014-01-01T01:24:00.002-08:002014-01-01T01:24:31.720-08:00Top 10 Ways Of Losing Face Video<br />
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<a href="http://youtu.be/IOd_wAXwNAo">http://youtu.be/IOd_wAXwNAo</a></div>
<br />Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-40982525746731194142013-12-15T01:01:00.001-08:002013-12-15T01:01:46.125-08:00The Top 10 Ways of Losing Face<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhs6KMFR1OOgMZMrQnpLgZrUzSQ7UlvVK1B3v6k8Ujt6qX5T5GGV6Jb1DYks0xD3GZIojg0euy7MblUUSM5gqG6JIou7RKuuxNBYC5SYyJNczMDMve2Z55E6alxB1tXMLJ6JVSxydXx6HiY/s1600/shutterstock_2651074.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhs6KMFR1OOgMZMrQnpLgZrUzSQ7UlvVK1B3v6k8Ujt6qX5T5GGV6Jb1DYks0xD3GZIojg0euy7MblUUSM5gqG6JIou7RKuuxNBYC5SYyJNczMDMve2Z55E6alxB1tXMLJ6JVSxydXx6HiY/s1600/shutterstock_2651074.jpg" height="213" width="320" /></a></div>
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Unfortunately, in the same way that certain things will give face to your Chinese counterpart, many things will also cause them (and you) to lose face. The following are some of the most common face-losing mistakes that Westerners make.<br />
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<u>Pressing for an answer</u> - To a Western ear, Chinese answers often sound maddeningly vague and noncommittal and with good reason: they are MEANT TO BE vague and noncommittal. Giving an answer to a question or requests requires a commitment and commitments may put the answer's giver in a face-losing position. What if the answer given is wrong? What if it is not the answer the boss wants to be given? What if it requires a commitment that cannot be fulfilled? Pressing a Chinese person to give an answer may cause them to lose face and, following the reciprocal nature of face, cause you to lose face as well. Don't press for an answer if you can avoid it; the answer will come out over time.<br />
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<u>Discussing controversial topics</u> - To a greater or lesser extent, Westerners believe everyone is entitled to their own opinion, and disagreements about non-personal topics are not taken amiss. Even so, there are topics like religion, politics and sex which are usually avoided except among very close friends. However, for the Chinese, and especially when they're speaking with foreigners, the list of problematic themes is often longer. Controversial topics include Taiwan, Tibet, Tiananmen Square, the Communist Party, Mao and US foreign policy. Brining up such topics can be deeply embarrassing to Chinese people, and will strain even the friendliest business relationship.<br />
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<u>Speaking too directly</u> - The Chinese speak in an indirect way that is alien to most Westerners, and speaking too directly is often a source of problems. For instance, in the thousands of business conversations I've had with Chinese colleagues, I have only once been told that I was wrong or had made a mistake (about a relatively minor issue, as it turned out). Every other time, objections to what I'd done was registered as an observation, often about someone ELSE'S performance or idea. Saying, "I disagree" or "that's wrong" is often considered to be quite rude. Speaking too directly, especially in registering disagreement or disapprobation, will frequently embarrass the Chinese and is considered face-losing.<br />
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<u>Ignoring the details</u> - Part of the indirect style of communication used by the Chinese is that it often relies more on noticing details and non-verbal clues than Western communication styles do. For example, a Chinese person may not ask if they can have a ride to the grocery store, but instead comment on how far away the grocery store is. Concerns are often repeated in the form of questions or innocuous sounding observations, but anything which has been mentioned more than once is likely to be a significant issue for your Chinese colleague. Failing to notice these details can make your Chinese colleague feel that he must speak directly (thereby giving offense) or let the concern go unacknowledged (thereby causing resentment), both of which can be face losing.<br />
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<u>Pointing out mistakes</u> - No one especially likes having a mistake pointed out, but the Chinese are VERY sensitive to this and it is considered extremely face-losing to do so in public. In fact, publicly pointing out a mistake is often considered a significant punishment in Chinese companies.<br />
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<u>Showing impatience</u> - Chinese people allow an incredible range of behavior in meetings that would strike a Westerner as very rude; taking phone calls, openly working on an unrelated project, answering emails, ignoring the speaker, holding side meetings. I have personally witnessed executives playing computer games and shopping online during meetings that they themselves called. However, it is considered very rude and face-losing to show impatience. The meeting will go on as long as it needs to go on. You are expected to sit and listen (or play computer games) until the topic has been thoroughly discussed and everyone's opinion has been heard. This rule is somewhat relaxed if it is your meeting - the chairperson can hurry people along. Otherwise, showing impatience is face losing.<br />
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<u>Ignoring the hierarch</u>y - The Chinese tend to be much more formal about hierarchies than Westerners, and failing to acknowledge and take account of the relative rank of people can be seen as insulting.<br />
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<u>Leaving no way out</u> - One of the cardinal rules of face, is that all participants must have a face-saving way to change their mind. Creating a situation whereby a Chinese colleague has no choice but to admit to a mistake or reverse themselves in public is almost guaranteed to end badly. The situation may be so stressful, that they would rather suffer whatever consequence follows from sticking to a bad position, rather than suffer the loss of face that comes with being forced to publicly admit a mistake. Additionally, every Chinese person involved in the situation will understand that you created such a situation, which will result in a significant loss of face for you, as well.<br />
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<u>Disagreeing in public</u> - Openly disagreeing with your colleague, boss or host is the height of bad manners and face-losing behavior. A much better strategy is to do as the Chinese do and speak indirectly, e.g. "That's a good idea, but I need to think of the best way for us to implement it."<br />
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<u>Getting angry</u> - Showing anger in public is considered very face-losing for everyone involved. It also plays into one of the negative stereotypes Chinese people have about Westerners, namely that they will fly off the handle without warning. Westerners often cannot believe that the long meetings, frequent distractions, half-answers and unclear statements that characterize meetings and negotiations and meetings with the Chinese aren't DESIGNED to make them angry. Certainly, it often seems that way. But that's almost never the case. So don't lose your temper. It almost never helps.<br />
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The number of ways you can lose face when dealing with the Chinese often seems endless. It can all be very frustrating. But avoiding these common mistakes will help smooth things with your Chinese colleagues, and that pays dividends when you are doing business with the Chinese.<br />
<br />Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-13537595818930481412013-11-25T06:06:00.001-08:002013-11-25T06:06:15.764-08:00Itchy Feet Video<div class="separator" style="clear: both; text-align: center;">
<a href="http://4.bp.blogspot.com/-MIxvZfTws-U/UpNYbtMbqsI/AAAAAAAABvs/eWQ_0qzfDCM/s1600/13+-+1" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="240" src="http://4.bp.blogspot.com/-MIxvZfTws-U/UpNYbtMbqsI/AAAAAAAABvs/eWQ_0qzfDCM/s320/13+-+1" width="320" /></a></div>
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<a href="http://youtu.be/uFRLKGU8N1Y">http://youtu.be/uFRLKGU8N1Y</a></div>
<br />Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-16266680673099694582013-11-24T05:53:00.001-08:002013-11-24T05:53:16.549-08:00Itchy Feet<div class="separator" style="clear: both; text-align: center;">
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<i>Why the Chinese have dramatically increased their overseas investments</i><br />
Seven point one billion dollars has a way of catching people's attention. When it comes from a developing country for the purpose of buying a pig farm, it has a way of making people question their assumptions.<br />
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And so it has proved with the $7.1B acquisition of American Smithfield Foods by China's Shuanghui International. Besides the eye-popping spectacle of someone paying billions for what amounts to a farm/butcher shop (who knew there was so much money in pig farming?), the deal has drawn attention to the recent run-up in Chinese overseas investments. Suddenly it's not just the Middle Kingdom's giant state-run oil bureaucracies that are making big-money deals in far-away places, it's movie theater operators (Wanda's $2.7B acquisition of AMC), battery makers (Wanxiang's $257M acquisition of A123), car makers (Geely's $1.5B purchase of Volvo) and, yes, pork producers. The Rhodium Group, which tracks Chinese overseas direct investment, shows investments in the US alone increasing from $500M in Q2 2009 to $2.5B in Q3 2013. <br />
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After years of conservative, domestically focused corporate growth, the Chinese have developed a significant appetite for foreign assets.<br />
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Although the fact of China's growing overseas investment is clear, the drivers behind it are less so. These drivers are complex and varied, but they generally fall into business and non-business categories.<br />
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Taking Care Of Business<br />
There are six main business reasons why the Chinese have recently begun to accelerate their acquisition of overseas assets:<br />
The old China, Inc. business-model is losing power<br />
A critical mass has been reached in terms of deal-making infrastructure<br />
Buying assets and expertise has become less expensive than building it<br />
Increased wealth accumulation is driving a greater need for diversification<br />
The need to climb the value chain has increased<br />
Greater maturity has driven a desire for greater vertical or horizontal integration<br />
The first factor drives all others, and the second has lowered the cost of Chinese firms going abroad, whatever the motivation.<br />
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Since 1992, when Deng reaffirmed the country's commitment to economic reform, the business model that created China, Inc. has been based on cheap labor, imitation (sometimes theft) of existing technologies, easy credit and frenetic entrepreneurialism. Although still present, these factors have largely diminished or run their course: the average yearly wage in China has risen from approximately 2,400 RMB ($200) in 1992 to 46,769 RMB ($7,667) in 2013; the technology gap in most manufacturing disciplines has all but vanished; today interest rates in the West are routinely 3.0% to 5.0% lower than in China; the country's domestic startups of twenty years ago (Huawei, Vanke, ZoomLion) are now global giants and cannot afford to be frenetic. All this has left Chinese businesses looking for a new growth model.<br />
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During this same 20 year period, an army of business majors have graduated from university (China currently graduates more than 6 million students per year, compared to 2.7 million the US) and a generation of business consultants, lawyers and accountants has matured. When Lenovo acquired IBM's PC division in 2005, even routine deal support tasks had to be handled by foreign consultants. Now, domestically grown bankers, lawyers and accountants carry much more of the load. While these specialists are still far rarer in China than in the West, they at least exist as a body of professionals today, which was not the case before. This talent pool, small as it is, makes it far easier for Chinese companies to do cross border investments and acquisitions.<br />
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Chinese businesses have long had an appetite for things that are hard to find in China - management experience, technology, access to Western markets - but they've only recently accrued the confidence and money needed to buy those things on a large scale. Geely's purchases of Volvo and Manganese Bronze were both for the express purpose of getting access to technology and design capabilities that Geely lacked. Lenovo was making computers long before it purchased IBM's PC division, but IBM's brand and technology turned the Chinese company into a global player. Whereas Chinese business previously had to settle for organic development of technology, brand, and management expertise, many are now in a position to buy them wholesale.<br />
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As Chinese enterprises have grown and the limits of China's domestic market have been reached, diversification of risk has become a priority. The drive to diversify geographically is exemplified by China Vanke, the country's largest property developer; the company began making investments in the US as a way of balancing its high-risk, high-return Chinese portfolio with lower-risk, lower-return assets in a developed market. In part, this is just common sense, a way of not putting all your eggs in one basket. In part, however, this is a nod to the realities of operating in China - the legal system is arbitrary, political winds shift, and social stability is questionable. The need to diversify into a new line of business drove Lenovo's abortive attempt to acquire Canada's Research In Motion; the computer company wanted to accelerate its entry into the cell phone market by purchasing the maker of Blackberry. This trend towards diversification overseas has begun to pervade Chinese businesses in a range of industries.<br />
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Looking to the example of Taiwan, Korea and especially Japan, a goal of the Chinese government is to climb the value chain. This has already happened within the borders of the People's Republic, as a country once known only for making clothes and plastic toys has become a serious player in industries from telecoms to shipbuilding. However, as Chinese businesses have matured, they have also started making strategic investments overseas to accelerate their progress up the value curve. In 2010, when Tenzhong Heavy Industries, an obscure Sichuan manufacturer, made a bid for the iconic American Hummer brand, it was for the express purpose of moving out of a low-margin construction equipment business and into a higher-margin vehicles one. Climbing the value chain has now gone global for the Chinese.<br />
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The final business reason for the growth of China's overseas investments is vertical and horizontal integration. Buying related businesses plays to the strengths of the Chinese, who are by nature conservative. The practice of buying minority stakes in existing successful businesses is a typically Chinese integration strategy, and one that has come to dominate some sectors (e.g. Chinese oil companies' fracking operations). Chinese companies prefer to start with a small ownership percentage, and then increase it over time as they learn more about the new business. Integration is usually less about gaining efficiencies (as is often the case with Western companies making such acquisitions) and more about increasing footprint and capturing a larger proportion of the customer's pocket.<br />
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Not Just A Matter Of Dollars And Cents<br />
Non-business reasons have also played a role in pushing Chinese firms to invest in cross-border transactions. The PRC's government has pushed this concept for years, as part of a larger campaign to increase the prestige and competency of Chinese industry. Although Chinese government's direct influence over Chinese businesses tends to be overplayed in the West, companies everywhere are sensitive to the wants of their political leadership. Chinese companies are no different and almost all at least give lip service to an ambition to operate and sell outside the PRC. To some extent, this explains why the Chinese oil bureaucracies have concentrated on acquiring second-rate operations abroad, rather than developing oilfields off China's coast.<br />
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Perhaps even more powerful is the drive to enhance 'face.' Culturally, the Chinese tend to be concerned with outward appearances, both on a personal and organizational level. In a way, for the Chinese foreign operations are like football teams; whether they make or lose money, their very existence confers cache on their owner. Cross border investments and acquisitions instantly raise the profile and stature of the Chinese company doing the deal. Though intangible, this is an important consideration for Chinese companies and their management.<br />
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Whether any of these motivations, business or non-business, justifies China's new outward bound investment focus remains to be seen. The Japanese lost hundreds of billions of dollars learning that success in one hemisphere doesn't guarantee success in another. The Koreans have largely opted for organic growth and a "steady as she goes" approach. Even Western companies, with their advanced management structures and deep expertise, regularly destroy more value than they create when making overseas acquisitions. Managing assets and operations in a foreign country is tough, and the Chinese, with only 30 years of capitalism under their belt, may not be ready for the intensity of the competition they will face. But $7.1B says that they are serious about playing the game.<br />
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<br />Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-49087501607450300052013-11-02T02:22:00.002-07:002013-11-02T02:22:39.936-07:00The Rules Of Face Video<br />
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<a href="http://youtu.be/DytYRqVWT-Y">http://youtu.be/DytYRqVWT-Y</a></div>
<br />Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-20786725068789213822013-10-26T20:46:00.000-07:002013-10-26T20:54:11.284-07:00The Rules of Face<div class="separator" style="clear: both; text-align: center;">
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In August 2012, China was swept by a wave of anti-Japanese protests that saw people from all walks of life marching through the streets, destroying cars and demanding that the government "smash Japanese imperialism." The cause of this nationwide outrage was the Japanese government's nationalization of the Diaoyu Islands (Senkaku Islands in Japanese), a collection of tiny, uninhabitable rocks off the coast of Taiwan. The Economist speculated about the two countries going to war over over the Diaoyus, which have no human population or proven resources. The most common explanations given by the Western media for these outbursts and China's tremendous sensitivity to the islands' sovereignty were (a) oil (the East China Sea is thought to hold significant petroleum reserves and ownership of the islands would enhance claims to the adjacent seabeds) and (b) national defense (the Diaoyus are part of the "first island chain," a group of islands China has designated as militarily important). In fact, the real issue was face.<br />
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For the Chinese, the Diaoyu Islands (which are geographically much closer to China but have been controlled by Japan since 1895) are a powerful symbol of China's "Century of Humiliation." This period, which started with the First Opium War in 1839 and ended with the establishment of the People's Republic of China in 1949, was a time when Chinese was too weak to resist foreign invasions, or otherwise exert its influence in the world. To have Japan, China's longstanding nemesis and a frequent invader, pronounce on the disposition of what China regards as sovereign territory, was a serious insult to the country's national pride. Many Chinese people believe that's why Japan did it - just to humiliate China on the world stage. Oil reserves and military bases mattered hardly at all - the man on the street burning his own Toyota was doing it because of face.<br />
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Face is central to Chinese culture and, therefore, a critical part of doing business with the Chinese. Face reflects certain Confucian values, especially the idea that respect is owed to the senior party in any relationship. Because of that, it is intrinsic to guanxi, the network of relationships and mutual obligations within which all Chinese people live. Face is governed by a simple set of rules, which are nevertheless tricky to apply in the real world. Knowing what face is, how to give it, how to protect it, and how to use it to get what you want, are critical in dealing successfully with the Chinese.<br />
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As a concept, face seems like it ought not be that hard. After all, the same word exists in English, and is used in approximately the same way, describing a "loss of face" or a "face saving gesture." This leads most Westerners to the erroneous conclusion that face is the same for the Chinese as it is for Westerners. However, the idea in Chinese is somewhat more complex, and a significant body of academic literature is devoted to explaining it.<br />
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The modern concept of face is actually a combination of two earlier concepts, known as lian and mianzi. According to Hsien Chin Hu, lian is "...the respect of the group for a man with a good moral reputations," whereas mianzi is "...a reputation achieved through getting on in life, through success and ostentation." In current usage, both meanings have been subsumed within mianzi. Hu-Ching Chang and G. Richard Holt define the modern concept of face as "...a form of respect which interactants assume towards each other in the course of their interaction." For our purposes, face can be defined as "a person's pride, respect and dignity."<br />
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Face is connected to the Confucian idea of the Five Basic Relationships, which states that there are five fundamental associations in life, each with its own set of mutual obligations:<br />
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<b><u style="background-color: rgba(255, 255, 255, 0);">Confucius' Five Basic Relationships</u></b><br />
<span style="background-color: rgba(255, 255, 255, 0);"><u>Relationship</u> <u>Obligation</u></span><br />
<span style="background-color: rgba(255, 255, 255, 0);">Father & Son Loving/Reverent</span><br />
<span style="background-color: rgba(255, 255, 255, 0);">Older Brother & Younger Brother Gentle/Respectful</span><br />
<span style="background-color: rgba(255, 255, 255, 0);">Husband & Wife Kind/Obedient</span><br />
<span style="background-color: rgba(255, 255, 255, 0);">Older Friend & Younger Friend Considerate/Deferential</span><br />
<span style="background-color: rgba(255, 255, 255, 0);">Ruler & Subject Benevolent/Loyal</span><br />
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The core obligation of the junior party in each of these relationships is to give respect to the senior party. The outward expression of this respect is face. For this reason, face is also closely related to guanxi, in that it is the currency by which mutual obligations are acknowledged and tracked. Without face, guanxi would be impossible.<br />
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The Chinese concept of face is subject to a set of unspoken but nonetheless widely-understood rules. The first rule is that in all situations, face is critically important. This is true for ALL social interactions, from parents interacting with their children to diplomacy between nations. For the Chinese, all are seen through the lens of face. This does not mean that face outweighs every other concern, or that it's the dominant consideration in every social transaction. It DOES mean that, for the Chinese, face is ALWAYS a significant consideration, it's always one of the factors vying for acknowledgement. <br />
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The second rule of face is that it must be protected. In particular, this means that there must be a face-saving way out of every interaction for all the parties involved. Backing a Chinese person into a corner where they have no way to protect their face almost always ends badly. To some extent, the need to protect face and the inability to find a face-saving way out of a bad situation explains the disastrous (from the Chinese viewpoint) outcome of the Opium Wars, which started China's "Century of Humiliation." In 1839, alarmed by the impact of rising opium imports, the Chinese government banned the drug and began confiscating it from European (mostly British) traders. The British government attempted dialogue with the relevant officials, but was rebuffed and told to deal with the imperial trade representative (a powerful but low ranking official) and work through the restrictive (and degrading) Canton Trade laws. The British, infuriated by what they saw as Chinese arrogance and intransigence, promptly dispatched an expeditionary force supported by gunships. The British, with advanced weaponry, crushed the Chinese opposition and imposed the punitive and humiliating Treaty of Naking on the Qing court. <br />
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As John Quincy Adams commented, "...the cause of the war is the kowtow - the arrogant and insupportable pretensions of China that she will hold commercial intercourse with the rest of mankind not upon terms of equal reciprocity, but upon the insulting and degrading forms of the relations between lord and vassal." Face would not allow the Chinese emperor, the Son of Heaven, or his senior officials, to negotiate with foreigners (barbarians) and merchants (a low class occupation). Having no face-saving way out of the conflict with Britain, the Chinese fought on until they were utterly defeated, losing important pieces of territory, control over the destructive opium trade, and a significant part of its sovereignty in the process. All because they could not find a way to save face.<br />
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The third rule of face is that it is hierarchical. Hierarchy is a central tenet of Confucianism and is embodied in the Five Basic Relationships. The face hierarchy says that NO interactions are done on an equal basis, that one party is always higher (and therefore more deserving of face) than the other. This does not mean that face is a "winner take all" concept, where the dominant party is wholly deserving of respect and dignity and the other party gets none. Quite the contrary, almost every situation demands that BOTH parties receive face. An obligation of the dominant party is to protect the face of the less powerful party, to ensure they don't lose face. Nonetheless, there is a kind of "face scale" where various factors are weighed to see who is deserving of the most face. In general, the factors look like this:<br />
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<b>Factors on the "Face Scale"</b><br />
<u>Age</u> (older = more face)<br />
<u>Success</u> (more success = more face)<br />
<u>Rank</u> (higher rank = more face)<br />
<u>Education</u> (more education = more face)<br />
<u>Obligation</u> (being owed a favor or obligation = more face)<br />
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Other factors, such as gender (men are traditionally given higher status than women, but this is less true now than before), sometimes come into play, but much less regularly. Trying to take account for all of these factors is often dauntingly complex.<br />
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The fourth rule of face is "an eye for an eye." This applies to giving someone face (that's usually a good way to get face in return), but it REALLY applies to making someone lose face. To Westerners, this often makes the Chinese appear prickly and thin-skinned - a seemingly small infraction can result in a significant backlash from a Chinese colleague. <br />
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A famous and vivid example of the quid pro quo aspect of face occurred during Chinese President Hu Jintao's visit to the White House in 2006. The visit was marred by four incidents, all reported as inconsequential by the Western media, but which infuriated Hu and the Chinese. First, there was wrangling over the official tone of the meeting - the Chinese wanted a full diplomatic "state" visit with a 21-gun salute and dinner in the State Dining Room; the Americans wanted a lesser "official visit" with a 19-gun salute and lunch in the East Room. In the end, it was a mix of both, with the two sides describing it differently. When the ceremony started and the Chinese national anthem was played, it was announced as the "national anthem of the Republic of China." The Republic of China is the official name of Taiwan; the People's Republic of China is the official name of China. Then, Hu's speech was interrupted by a reporter/demonstrator who was a member of the Falun Gong, a religious group outlawed in China. The woman screamed at the two world leaders for three full minutes before being removed by the Secret Service. Finally, after the speeches were concluded and the presidents were walking down off the podium, President Bush attempted to pull President Hu toward a different staircase by physically yanking on his jacket. As the Washington Post said of the incident, "Hu looked down at his sleeve to see the president of the United States tugging at it as if redirecting an errant child." The entire business was so face-losing that Chinese state media gave it less coverage than it did to Hu's visit to Bill Gates' house.<br />
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In response, Hu gave the US nothing in the negotiations that followed - no concessions on helping the US reign in nuclear threats from North Korea and Iran, no concessions on the value of the Chinese renminbi and no concessions on the trade deficit with China. The US administration, which had billed the meeting as a working session on these issues, was unable to report progress on even a single issue during the visit. Instead, that day's White House press release was entitled "MEDICARE CHECK-UP: Prescription Drug Benefit Enrollment Hits 30 Million." Ouch.<br />
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The incidents with Hu at the White House also point to the fifth rule of face, namely that it is very publicity-sensitive. Things done in public carry a much greater weight, and a much greater risk, than things done in private. This is one reason why the Chinese are so reluctant to disagree in public - they are afraid that a refusal will cause a loss of face to them or the other party. In relation to face, "public" includes anyone not immediately concerned with the issue being discussed or the action being taken. So, a dispute among family members may still be very threatening to the face of the parties involved, even if it is only other members of the family who are aware of the dispute. Chang and Holt provide a good example of this in a story about a woman who called her aunt after 30 years of estrangement over a matter concerning a stolen cucumber:<br />
"When her aunt received this phone call, on the other side of the phone line, she heard her aunt cry right at that moment. She told her aunt, 'Years ago, I did not steal your cucumber." Her aunt said, "I know. Because I found out who really stole the cucumber."<br />
Rather than suffer a loss of face in front of other family members, the aunt maintained her side of the grudge for 30 years, despite knowing she was, in fact, wrong. As this story demonstrates, face is very sensitive to publicity.<br />
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The sixth and final rule of face is that it extends to those who are connected to you. Thus, a loss of face for one family member is a loss of face for all. A common parental admonition in China is for children to study hard so as to not cause the parents to lose face. The same is true for universities, companies and other organizations - an accomplishment by a graduate, an employee or a member brings face to everyone associated with those institutions. Students bring (or lose) face for their teachers depending on their accomplishments. Broadly speaking, face is reflected on everyone with whom you are associated, which gives it a communal aspect.<br />
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While these six rules are by no means comprehensive, they provide a good guide to understanding and navigating the Chinese concept of face. <br />
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Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-37903412496527135762013-10-20T03:11:00.002-07:002013-10-20T03:12:37.756-07:00The Top 10 Ways Of Building Guanxi Video<div class="separator" style="clear: both; text-align: center;">
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<a href="http://youtu.be/ol2MhCOye9U">http://youtu.be/ol2MhCOye9U</a></div>
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<br />Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-52510638852368997632013-10-14T05:09:00.002-07:002013-10-20T03:13:21.272-07:00Top 10 Ways of Building Guanxi<div class="separator" style="clear: both; text-align: center;">
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<span style="background-color: rgba(255, 255, 255, 0);">Creating and managing guānxí is enormously important for anyone doing business with the Chinese, but given the complexity of doing so, it’s small wonder that most Westerners find the entire concept immensely frustrating. Knowing what guānxí is in an academic way is one thing; knowing what to do about it in the real world is quite another. Luckily, the basics are fairly easy to master, and the Chinese tend to give great credit to foreigners for trying. </span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">The basics of good guānxí are dependability, trustworthiness and respect. The emphasis on dependability is related to China’s fast-changing environment (it’s hard to depend on things that change every day) and Chinese people’s feelings about the rule of law (they’re not sure it actually works in their world). Creating certainty in an uncertain world is worth a lot to Chinese people. On the other hand, this is exactly the aspect of guānxí that takes the most time to establish. The value of trustworthiness is also related to the rule of law – when you can’t rely on courts or the law to protect you from getting cheated, being able to trust someone becomes enormously important. This is an area where Westerners actually have an advantage over other Chinese people, because Chinese people tend to believe that Westerners follow the rules. Clearly that’s not always the case, but the Chinese recognize that rule-following is more of a cultural norm in the West than in China, and consequently it usually takes less time for them to establish that a Westerner is trustworthy than that a Chinese person is. Respect is related to the incredibly important Chinese concept of face. Although face can be complicated, people usually know when you respect them and when you don’t, so it doesn’t take special skills or a long time to demonstrate appropriate respect to a Chinese partner. Being dependable, trustworthy and respectful will go a long way towards establishing good guānxí with your Chinese counterpart.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">As a practical matter, the following are ten of the top ways for establishing, managing and improving guānxí.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">10. <u>Playing golf.</u> Chinese people LOVE to play golf and view it as a great time to get to know one another. It also carries an air of sophistication and exotic luxury, which goes down well with most Chinese business people.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">9. <u>Doing favors.</u> Probably the most basic and universal way of forging relationships, doing favors is nevertheless often underappreciated as a method of building guānxí. With Chinese people doing business outside of China or with foreigners in China, the opportunities to do favors and provide help are usually significant.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">8. <u>Paying compliments.</u> Especially in public, paying compliments to a Chinese counterpart is a powerful way of demonstrating respect and giving face. No one likes insincerity, but honest compliments openly given build a lot of goodwill with Chinese people.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">7. <u>Making introductions.</u> Like doing favors, making introductions is usually an easy and deeply appreciated way of helping a Chinese colleague. In the same way that most Westerners don’t know many people in China, Chinese people usually don’t have deep contacts in the West. Pointing them in the direction of the right contact can win big points.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">6. <u>Being aware of who’s who.</u> Knowing who’s who works on two levels. First, although lots of people struggle to distinguish individuals within a different racial group (they all look alike to me), nothing is more insulting than NOT being able to tell one person from another. Most Chinese people have an English name that they use with foreigners. At least learn to distinguish among your Chinese colleagues. Second, knowing who’s friends with whom will make it easier to navigate the guānxí network you’re trying to build. Second order relationships matter a lot in the context of guānxí.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">5. <u>Inviting them to your home.</u> In almost any culture, inviting someone to your home is a sign of trust and intimacy. Doing so with the Chinese helps give them a better idea of who you really are (establishing trustworthiness) and shows them respect. In addition, Chinese people often don’t have many Western friends and they are curious about the details of Western people’s lives. Inviting someone to your home helps answer a lot of questions for the Chinese.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">4. <u>Accepting an invitation.</u> You should always accept invitations by Chinese people, as this serves many of the same purposes as inviting them to your house. Declining such an invitation is at least wasting an opportunity to build guānxí and can sometimes be seen as rude or standoffish. <o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">3. <u>Giving gifts.</u> As with doing favors, giving gifts is an age-old way of building and strengthening guānxí. In Chinese culture, there are rules around gift giving that should be observed, but in general, Chinese people appreciate gifts in the spirit in which they are given, and gift giving is often a key way of improving ties with someone.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">2. <u>Drinking together.</u> For Chinese people, drinking together carries more importance than in the West, where it is most often used as a way of showing hospitality and of lubricating social interactions. Additionally for the Chinese, an important aspect is the lowering of inhibitions and the insight it gives them into what people are “really thinking.” For them, the unguarded comments people make while drinking are important clues about how those people really feel and how they are likely to act under pressure. <i>In vino veritas</i> isn’t just a catchy aphorism for the Chinese, it’s an important tool in vetting people and developing guānxí.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">1. <u>Spending time.</u> The great inescapable requirement of building guānxí is spending time. Long meetings, golf games and nights spent drinking together over a period of weeks, months or years is the price to be paid for creating strong and lasting relationships with your Chinese colleagues. It cannot be done over a few dinners together in the course of a one week trip to Beijing. It takes time. Lots of time.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">While following these steps won’t solve all your guānxí-related problems, they’re a good start. Investing the time and energy needed to build guānxí pays huge dividends when doing business with the Chinese.<o:p></o:p></span></div>
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Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-5419683398762869672013-10-10T06:26:00.004-07:002013-10-10T07:04:24.014-07:00The Rules of Guanxi Video<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgIoRRsnvyYVP_0crZ73zYzlLp05ZxG9Q6YdZebAdYSDB4r4d-9tQl9kxr6lg9EIJCvcQpWcO2Bm6pgwWotwbu8aDEpiE6aNn5e4DaVUHT_L55EBD7-LTbJXAcDcZa8MjHj_qvWI5SX6QdY/s1600/image.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="224" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgIoRRsnvyYVP_0crZ73zYzlLp05ZxG9Q6YdZebAdYSDB4r4d-9tQl9kxr6lg9EIJCvcQpWcO2Bm6pgwWotwbu8aDEpiE6aNn5e4DaVUHT_L55EBD7-LTbJXAcDcZa8MjHj_qvWI5SX6QdY/s320/image.jpg" width="320" /></a></div>
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<br />Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-60007445705386818692013-10-10T06:24:00.002-07:002013-10-10T07:03:33.274-07:00What is Guanxi Video<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgu2OzC-Yra1IstMZ81Ed37PeUgvAmYZ-3Rg7BH4jgsB0OAKtrO9Cn9h_3Mh6B2JUz80jNJgSNyRdSCviGfkH2Y_cksFa3SkaPagMnhoBTqxvNZsCXsjyfXOlZPJOKGcJYXgEaiVkzripBA/s1600/image.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="226" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgu2OzC-Yra1IstMZ81Ed37PeUgvAmYZ-3Rg7BH4jgsB0OAKtrO9Cn9h_3Mh6B2JUz80jNJgSNyRdSCviGfkH2Y_cksFa3SkaPagMnhoBTqxvNZsCXsjyfXOlZPJOKGcJYXgEaiVkzripBA/s320/image.jpg" width="320" /></a></div>
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<a href="http://youtu.be/ICyaG53r49k">http://youtu.be/ICyaG53r49k</a>Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-49530369277448537792013-10-09T07:12:00.002-07:002013-10-09T07:12:36.496-07:00The Rules of Guanxi<div class="MsoNormal" style="margin: 0cm 0cm 0.0001pt;">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg-GVHMI_TMUgl9mvkOXjQflbGaMiZhoLsX0NKqKM0shmCDwSkX1AmeIwoPrF0qvAfIGJY1mguSwxGQn725pDWv_PWjQvFFvF_AZtdgAvTjjErZmKc_7L2alrE-qBw-Tygh1Oym1ow51OSp/s1600/image.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg-GVHMI_TMUgl9mvkOXjQflbGaMiZhoLsX0NKqKM0shmCDwSkX1AmeIwoPrF0qvAfIGJY1mguSwxGQn725pDWv_PWjQvFFvF_AZtdgAvTjjErZmKc_7L2alrE-qBw-Tygh1Oym1ow51OSp/s320/image.jpg" width="320" /></a></div>
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<span style="background-color: rgba(255, 255, 255, 0);">Guānxí, the web of personal connections and relationships that every Chinese person maintains, is governed by a set of unspoken but nonetheless rigidly enforced rules. Knowing these rules is key to creating and maintaining the guānxí needed to be successful in doing business with the Chinese.</span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">The first rule, related to the Confucian notion of the Five Basic Relationships, is hierarchy. The guānxí hierarchy says that NO two relationships are equal and that all connections are ranked. This does not mean that a person’s relationship with a ne’er do well cousin is more valuable than their relationship with the president of the company where they work, only that, all other things being equal, obligations to the cousin take precedence. In general, the ranking system goes like this:<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><b><u>Guānxí Hierarchy</u></b><b><u><o:p></o:p></u></b></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">Family first<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">Friends second<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">Tribe/village third<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">Acquaintances fourth<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">Second order acquaintances fifth<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">Strangers nowhere<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">An interesting feature of guānxí is friends of friends, what might be called second order relationships or guānxí<sup>2</sup>. Knowing someone who knows someone is not as good as knowing the person directly, but it’s much better than not knowing them at all. In general, second order relationships stand one level lower than direct relationships. Thus, a friend’s friend ranks about the same as someone from your village, but a friend’s family member ranks about the same as the friend herself. Unfortunately, the flip side of this is also true – negative associations (i.e. befriending someone’s enemy) also impact guānxí. Application of these hierarchical rules tends to result in extremely complex relationships among the various parties. Grasping and navigating these relationships can be a challenge for Westerners.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">Another important rule that applies to guānxí is reciprocity. When someone does you a favor, they fully expect that you will do them a favor of similar value, either now or in the future. Equally, when someone asks for a favor, they do so in full knowledge of the fact that they’re incurring a debt to you that must be repaid. The accounting for these favors is strict – Chinese people don’t forget the deposits and withdrawals made at the Bank of Guānxí. This is an area where Westerners frequently get into trouble, as they are often unaware of the reciprocity that is expected in relationships. Chinese people, on the other hand, are intensely aware of these debts, both owing and owed, and are always on the lookout for ways to square the account.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">I experienced this first hand once when I attended a friend’s wedding in Ningbo. Ningbo is a small city with far fewer foreigners than places like Beijing or Shanghai, so my attendance, along with my blonde wife and two blonde children, was something of a novelty. This brought a certain status to my friend. Late one evening a few weeks after the wedding, I got a call from my friend’s cousin, who was in town and wanted to deliver a gift to me that night. I suggested she bring it by the next day, as it was getting late and surely she didn’t want to be out delivering gifts <a href="x-apple-data-detectors://0" x-apple-data-detectors-result="0" x-apple-data-detectors-type="calendar-event" x-apple-data-detectors="true">at 10:30</a> at night. She insisted on dropping by right then and I reluctantly agreed. When she arrived, she handed me a container of fresh bayberries that had been picked by my friend in Ningbo that same day. The cousin explained that these bayberries were famous in her province, and had a very short season, so my friend had picked them and had the cousin carry them 1500 miles south to Shenzhen, to hand deliver to me. I only later realized that my friend was trying to say thank you for coming to her wedding. She was obeying the law of reciprocity as it applies to guānxí.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">The final and most important rule of guānxí is <i>time</i>. Building guānxí takes time, usually a LOT of time. This is true both in terms of intensity (how much time you have to spend each week, month, year to build guānxí) and duration (how many weeks, months, years you have to keep at it to build the level of guānxí you want). One reason why Chinese meetings are so much more frequent, and go for so much longer than in the West, is that this gives the participants more time to build relationships, get to know people and understand what they really think. One reason why Chinese businesspeople constantly talk about building “long term relationships” is that such relationships have a huge value to them in terms of guānxí. For foreigners, this aspect of guānxí is one of the most frustrating and baffling aspects of working with the Chinese, just the incredible amount of time that has to be devoted to building and maintaining it.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">One of the most interesting examples of the time required to build guānxí occurs whenever a person changes jobs in a Chinese company. Whether they are a new person hired from the outside or an insider who transferred between departments, no matter their expertise or experience they are likely to sit for a long time with nothing to do. The reason is that no one in the department knows them and, therefore, no one has guānxí with them: without guānxí there is no trust, which makes it impossible to invest the new person with responsibility or authority. Thus, in a Chinese company a new attorney won’t be given details of a legal proceeding, a new engineer won’t be told about the development roadmap for a project he’s working on, and a new salesman won’t be told the price of the product he’s supposed to be selling. Until time has passed and they’ve developed guānxí, the new person is likely to just sit around and wait for people to get to know them.<o:p></o:p></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);">While these rules may seem onerous to a Westerner, they form the basis of the basis of the guānxí that all Chinese people use to get things done. Understanding these rules and adhering to them will allow you to build your own network of personal relationships, which will be invaluable in any business you do with the Chinese.<o:p></o:p></span></div>
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Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-35694758338973927922013-10-06T18:35:00.001-07:002013-10-10T06:22:05.374-07:00What is Guanxi?<div class="separator" style="clear: both; text-align: center;">
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One of the most overused and least understood words in relation to doing business with the Chinese is “guānxí.” Although it’s usually translated into English as “connections” or “relationships,” in Chinese the word has a broader meaning, carrying overtones of influence and mutual obligation. Given the central importance of guānxí in Chinese business, it’s worth knowing what it actually is.<br />
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At its most basic level, guānxí IS about relationships. Everyone finds it easier to deal with people they know than with people they don’t. As in the West, having some history with a person counts for a lot. What’s substantially different from the Western view is that the Chinese see relationships as imbued with a heavy dose of reciprocal obligation – not only is it good to do favors for your friends and family, you OWE it to them to do those favors. And they, in turn, owe you. This obligation is quite apart from any<i> quid pro quo</i> for help actually given or received, it’s just an expectation that comes with the relationship. That’s one reason why corruption is such an insidious problem in China – people are expected to help their friends and family, even when doing so conflicts with the rules. Guānxí also shares the Western meaning of “connections” or “pull.” This is especially true in business and politics (which are often linked in China), where knowing the right people can significantly influence whether or not something gets done. So the Chinese idea of guānxí is both more complex and more powerful than the Western idea of relationships.<br />
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One reason for guānxí’s significant cultural weight is that it’s connected to the Confucian idea of the Five Basic Relationships, which states that there are five fundamental associations in life, each with its own set of mutual obligations:<br />
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<b><u>Confucius' Five Basic Relationships</u></b><br />
<u>Relationship</u> <u>Obligation</u><br />
Father & Son Loving/Reverent<br />
Older Brother & Younger Brother Gentle/Respectful<br />
Husband & Wife Kind/Obedient<br />
Older Friend & Younger Friend Considerate/Deferential<br />
Ruler & Subject Benevolent/Loyal<br />
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These relationships emphasize the importance of people who are close to you (as opposed to the importance of rules) and the idea of mutual obligations.<br />
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<span style="background-color: rgba(255, 255, 255, 0);">Guānxí is also very much about people's proximity to power. In this regard, it has the same sense as the English word "connections." As the gap between the haves and have nots has grown in China, the importance of connections - to government officials, to captains of industry, to people with overseas contacts, to ANYONE who can help you get things done - has grown tremendously. To a large extent, this is now what Chinese people mean when they talk about guānxí in a business context - they are asking whether you have the right contacts to get something done. </span><br />
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The importance and pervasiveness of guānxí in the lives of Chinese people cannot be overstated. The Chinese live in a world of guānxí, it surrounds them and fills every part of their lives. G<span style="background-color: rgba(255, 255, 255, 0);">uānxí </span>is much more far reaching than anything you would see in America or Europe. For example, in the West, it’s not uncommon for relationships to determine where a person buys a car or who sells them a house; in China it would also not be uncommon for guānxí to determine where a person buys their vegetables or who sells them their shoelaces. Guānxí is far more important than rules or laws, and to some extent forms the basic guidelines for how Chinese people order their lives and behavior. Guānxí can also influence surprisingly remote considerations in a Chinese person’s life, or cause Chinese people to change their position on an issue for no apparent reason. For instance, when a Chinese person gets promoted, everyone who has guānxí with that person will calculate the impact on them and their other relationships. Maybe these connected people will feel the need to restrain their own actions more, to help protect the reputation of the newly promoted person. Or maybe they'll feel their guanxi with the newly promoted person protects them, and they can act with less restraint. As a third party, you may be totally unaware that these calculations are happening, even if they end up having a big impact on you. To Western eyes, this often makes the Chinese look changeable, as if they don’t know their own minds from one minute to the next. In fact, it’s just that things are happening within their web of connections that aren’t visible to an outsider. Western people dealing with the Chinese consistently underestimate the subtlety and power of guānxí.<br />
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Understanding that guānxí isn’t just about relationships, but about mutual obligations and the influence people have, is an important step in developing the guānxí needed to be successful in doing business with the Chinese.<br />
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Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-68839108923049849922013-09-27T06:28:00.000-07:002013-10-10T07:02:01.586-07:00Doing Business With The Chinese Video<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgndG0GXHAISHLmZHxJqOUCzFPdNuBz9k72cIRRNDpXOKZEp6GOXytlEmcFLbx7VnHCst9DHJIPlgElVwYy8Mg169WQqEz-pWD-pl46-ez9WA4AldfTbYeHyT8E03_sgMfqOjBZbmsAwZFW/s1600/image.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="220" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgndG0GXHAISHLmZHxJqOUCzFPdNuBz9k72cIRRNDpXOKZEp6GOXytlEmcFLbx7VnHCst9DHJIPlgElVwYy8Mg169WQqEz-pWD-pl46-ez9WA4AldfTbYeHyT8E03_sgMfqOjBZbmsAwZFW/s320/image.jpg" width="320" /></a></div>
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<a href="http://youtu.be/Ifg7vP90uCo">http://youtu.be/Ifg7vP90uCo</a>Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0tag:blogger.com,1999:blog-9172666581122840438.post-70511146739793671712013-09-24T07:57:00.000-07:002013-10-10T06:46:25.190-07:00Doing Business With The Chinese<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj0NVDw58_4UX05I3wLhLH97ax788IwR1AUr6KNa87BqQP9B1jH8jAWgN2PEqhJ-0AYY9QPvaoXkITrE3zSPK0jBo9mKx2NLT7EYZFONpkaDNNGMGFbmeqqIQf1kaWXBWvG0vFUSuI43wQV/s1600/13+-+19" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj0NVDw58_4UX05I3wLhLH97ax788IwR1AUr6KNa87BqQP9B1jH8jAWgN2PEqhJ-0AYY9QPvaoXkITrE3zSPK0jBo9mKx2NLT7EYZFONpkaDNNGMGFbmeqqIQf1kaWXBWvG0vFUSuI43wQV/s320/13+-+19" width="240" /></a></div>
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<span class="s12">The 2008 global financial crisis was a turning point for Chinese business. </span><span class="s12">Despite breathless headlines to the contrary, 2008 did not ring in the collapse of Western </span><span class="s13" style="font-style: italic;">laissez faire</span><span class="s12"> capitalism or the ascendancy of China’s state directed business model. I</span><span class="s12">n fact</span><span class="s12">, </span><span class="s12">the value of state owned entities worldwide</span><span class="s12"> has been in retreat since Q2 2009</span><span class="s12">.</span><span class="s12"> </span><span class="s12">However, 2008</span><span class="s12"> </span><span class="s12">did see the emergence of</span><span class="s12"> three</span><span class="s12"> tectonic shifts in Chinese </span><span class="s12">business that are</span><span class="s12"> </span><span class="s12">transforming the Chinese economy in ways great and small.</span><span class="s12"> For the West, these shift</span><span class="s12">s </span><span class="s12">mark</span><span class="s12"> an ongoing transformation</span><span class="s12"> from doing business </span><span class="s13" style="font-style: italic;">in China</span><span class="s13" style="font-style: italic;"> </span><span class="s12">to doing business </span><span class="s13" style="font-style: italic;">with the Chinese. </span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><span class="s12">The first major change has been an acceleration of Chinese enterprises moving up the value chain. While this process h</span><span class="s12">as been under way for years, </span><span class="s12">the pace since 2008 has been much faster. </span><span class="s12">This can be seen on both a macroeconomic and individual corporate basis. Economy-wide, China’s 12</span><span class="s14" style="vertical-align: super;">th</span><span class="s12"> Five Year Plan is explicit about developing high-value industries like IT, biotech and aerospace. The relative importance of these areas, and the Plan’s de-emphasis of agriculture, textiles and low-end manufacturing, demonstrates the government</span><span class="s12">’</span><span class="s12">s preoccupation with raising living standards in the face of rising labor costs. The degree to which this message has been absorbed by China’s businesses can be seen in the country’s yearly R&D spend, which more than doubled between 2008 and </span><span class="s12">2012:</span></span></div>
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<span class="s16" style="background-color: rgba(255, 255, 255, 0); font-weight: bold;">Gross National R&D Expenditures (billion RMB)</span></div>
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<span class="s17" style="background-color: rgba(255, 255, 255, 0); font-weight: bold;">2008</span></div>
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<span class="s17" style="background-color: rgba(255, 255, 255, 0); font-weight: bold;">2009</span></div>
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<span class="s17" style="background-color: rgba(255, 255, 255, 0); font-weight: bold;">2010</span></div>
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<span class="s17" style="background-color: rgba(255, 255, 255, 0); font-weight: bold;">2011</span></div>
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<span class="s17" style="background-color: rgba(255, 255, 255, 0); font-weight: bold;">2012</span></div>
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<span class="s12" style="background-color: rgba(255, 255, 255, 0);">462</span></div>
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</td><td class="s15" style="border: thin dotted rgb(0, 0, 0); word-wrap: break-word;"><div style="margin-bottom: 0px; margin-top: 0px; width: 85px;">
<div class="s18" style="text-align: center;">
<span class="s12" style="background-color: rgba(255, 255, 255, 0);">595</span></div>
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</td><td class="s15" style="border: thin dotted rgb(0, 0, 0); word-wrap: break-word;"><div style="margin-bottom: 0px; margin-top: 0px; width: 85px;">
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<span class="s12" style="background-color: rgba(255, 255, 255, 0);">708</span></div>
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</td><td class="s15" style="border: thin dotted rgb(0, 0, 0); word-wrap: break-word;"><div style="margin-bottom: 0px; margin-top: 0px; width: 85px;">
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<span class="s12" style="background-color: rgba(255, 255, 255, 0);">869</span></div>
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<span class="s12" style="background-color: rgba(255, 255, 255, 0);">1000</span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><span class="s12">At a company level, the pattern is repeated, with </span><span class="s12">Alibaba</span><span class="s12"> moving from online marketing to financial services, </span><span class="s12">Huawei </span><span class="s12">growing from a PBX vendor to the world’s largest telecom</span><span class="s12"> equipment</span><span class="s12"> maker</span><span class="s12">, and</span><span class="s12">Tsingtao beer transforming from a local producer to a global brand</span><span class="s12">. In each case, the trend has been away from low-value and towards high.</span></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><span class="s12">The second major change has been the shift from production to services in the Chinese economy. Again, the 12</span><span class="s14" style="vertical-align: super;">th</span><span class="s12"> Five Yea</span><span class="s12">r Plan is explicit</span><span class="s12">:</span></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><span class="s19">“…</span><span class="s19">service systems innovation will be promoted, the service policy system will be improved, and the developmental environment for services will be </span><span class="s19">optimised</span><span class="s19">.</span><span class="s19">”</span></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><span class="s12">At a speech delivered to a Beijing trade organization in May 2013, </span><span class="s12">Premier Li </span><span class="s12">Keqiang</span><span class="s12"> </span><span class="s12">reemphasized this point, calling attention to the government’s expectation that services would lead the country’s shift toward a more consumer-driven economy:</span></span></div>
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<span class="s12" style="background-color: rgba(255, 255, 255, 0);">“Increasing services and improving service qualities will help unleash huge potential in domestic demand, and thus offer firm support for stable economic growth and structural optimization.”</span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><span class="s12">This change is already under way. </span><span class="s12">A</span><span class="s12">ccording to a</span><span class="s12"> </span><span class="s12">McKinsey report</span><span class="s12">, services was the largest employer in China in 2012, accounting for 36% of the workforce</span><span class="s12"> (vs. 31% in 2005)</span><span class="s12">, ahead of both agriculture (34%) and production (30%). Taken together, the picture is one of significant movement in the Chinese business world towards the services sector.</span></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><span class="s12">The third major shift is in going abroad. While this has been part of government policy for more than 10 years, with the notable exception of state-owned giants in the extraction industries, Chinese companies have largely confined their activities to the domestic market. In the wake of the 2008 global financial crisis, Chinese companies began to </span><span class="s12">expand their overseas operations, </span><span class="s12">marketing and investment</span><span class="s12">. In 2008, Chinese foreign direct investment (FDI) into the US and the EU were approximately $50 million each; by 2012, FDI into the US had reached $6.5 billion, with EU-bound FDI exceeding $10 billion</span><span class="s12">. High profile deals, such as </span><span class="s12">Shuanghui</span><span class="s12"> Group’s $7 billion acquisition of American pork producer Smithfield Foods and Dalian Wanda’s </span><span class="s12">$456 million purchase of British</span><span class="s12">yachtmaker</span><span class="s12"> </span><span class="s12">Sunseeker</span><span class="s12">, have </span><span class="s12">become increasingly commonplace. As China has matured, and as Chinese companies seek expertise in new areas and access to new markets, Chinese businesses have begun to more aggressively engage abroad.</span></span></div>
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<span style="background-color: rgba(255, 255, 255, 0);"><span class="s12">All of which has led to a change in the way the West interacts with Chinese businesses. </span><span class="s12">While the emphasis since the late 70s has been on things happening </span><span class="s13" style="font-style: italic;">in</span><span class="s12"> China</span><span class="s12"> (production, marketing to Chinese consumers),</span><span class="s12"> since 2008 the foc</span><span class="s12">us has increasingly been on things happening </span><span class="s13" style="font-style: italic;">with</span><span class="s12"> Chinese companies outside of China (construction contracts in Africa, acquisitions in the US). </span><span class="s12">This </span><span class="s12">s</span><span class="s12">ignificant alteration to the previous pattern </span><span class="s12">has caused new challenges</span><span class="s12">. It’s not only large multinationals that have a footprint in China, </span><span class="s12">it’s</span><span class="s12"> small businesses from every corner of the globe who have Chinese partners, Chinese owners, Chinese employees and Chinese customers. The Chinese perspective on time or table manners doesn’</span><span class="s12">t only a</span><span class="s12">ffect b</span><span class="s12">usinesspeople traveling to Beijing</span><span class="s12">, it’s vitally important to people sitting in Brasilia, Bath and Boston. </span><span class="s12">Given the proliferation of commercial, cultural and political ties between China and the rest of the world, this is a pattern that’s likely to persist and intensify. In</span><span class="s12">creasingly, the focus will move</span><span class="s12"> away from doing business in China, to doing business with the Chinese.</span></span></div>
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Anonymoushttp://www.blogger.com/profile/07208588929894174988noreply@blogger.com0