Working with China

Welcome to China

Welcome to China

Learn relationship building and communication strategies to improve your effectiveness with Chinese counterparts. Effective management practices and business communication are covered for working face to face or virtually with Chinese in meetings and negotiations. Avoid offending them by understanding Chinese cultural values, country background, sources of pride and sensitivity, and appropriate business entertainment etiquette. This course also provides excellent preparation for business trips and hosting Chinese.

Understand Chinese cultural values and the impact on management and business practices; gain strategies and tactics to be successful in your marketing, design, project, and operational goals in China. Build skills in effective intercultural communication with Chinese.

Training Content – Participants will learn:

Cultural Values: Key Chinese cultural values, customs and traditions that shape Chinese management styles, business practices, workplace and social behaviors.

Business and Management Practices: Understand hierarchy (jie-ji) and the role of the manager; the importance of face (mian-zi), politeness (ke-qi), and how to gain personal contacts, build trust and relationships (guan-xi) in business and negotiations (tan-pan); concept of time and deadlines; professional credibility; gaining respect for leadership, buy-in and commitments to move forward; decision-making and conflict resolution, confronting and escalating; empowerment and delegation; and Chinese-style performance management.

Corporate Contrasts: Similarities and differences between Chinese culture and your corporate culture (values and business practices), i.e., how customer orientation, relationship building, risk-taking, quality, innovation, work/life balance, safety, valuing diversity, competition, etc. are viewed or practiced.

Fundamentals: Essential “must know” facts about the People’s Republic of China; political and economic structure; current events, economic and business environment for global companies; demographic variety (generations and regions); education system and learning styles that shape Chinese professionals in workplace interactions, recruiting and training situations.

Communication Style: Learn how to work effectively with Chinese indirectness (han-xu), organization of information, style of giving feedback and clarification, negotiation, and persuasion. Learn techniques in conducting effective meetings, using E-mails and teleconferencing, e.g., proper pacing and paraphrasing. Learn the importance of first impressions and perception, conversation openers and topics to avoid; interpret gestures, body language, hidden meanings, and appropriate personal space.

Business Travel: Packing, gifts, dress code, personal safety, hospitality, business entertainment and social etiquette with Chinese; foods, dietary and hygiene issues; holidays and festivals; transportation, laws and dealing with authorities.

What participants have to say:

“We used David’s recommended modifications and preparation in our leadership training in Asia, and it was a big success.”

–  Director H.R. Asia Pacific, LSI Corporation


“I would suggest that these culture classes be mandatory. This would open the eyes of many of my peers. Excellent instructors – they get a ‘thumbs up.’ ”

– Engineering Manager, semiconductor company

Guan-xi means personal connections or networking. It is a reciprocal relationship-building process; a key element in doing business in China. Based on responsibility, commitment, loyalty, mutual trust and respect, guan-xi is an integral part of China’s relationship-driven business culture. It’s also the way of doing business for Chinese worldwide through a system of referrals and mutual financial gain.

Through guan-xi, it’s whom you know that makes a difference between success and failure.