The most important factor in
success or failure in Chinese Asia is whether you understand and adapt to
how Chinese do things. You must see things the Chinese way.
Westerners easily say no; saying and hearing no is part of our lives, disagreement
a part of every relationship, discussion and negotiation. The Western rule
is, state your opinion clearly, even (or especially) if you disagree.
Chinese say no, certainly, but
try to say it without saying the word no. Open disagreement
should be avoided. The Chinese rule is, try to communicate negatives (like
no) in an indirect way.
Western business revolves
around contracts. The contract determines reality:
what should get done, when, by whom, quality and quantity, even the penalties for non-conformance. A contract is a commitment.
Does Chinese business revolve
around contracts? Do Chinese think contracts are a commitment? No, and no.
Chinese see contracts as a picture of what they hope happens, a place to
start. Chinese gladly sign contracts for many reasons, two are that we
insist and a contract signing is a great reason for a big meal at company
expense.
