If you don’t see things as Chinese see them, you will go broke in Chinese Asia. To succeed you need to wear Chinese glasses.

What does it mean to be polite in China? Chinese think Western polite is impolite. You need to see politeness as Chinese do.

What does it mean that relationships are important to the Chinese? Use a Western definition of relationships and you will never develop deep relationships with Chinese. You need to see relationships as Chinese do.

The list is long. What does a contract mean to the Chinese? Why do Western motivation techniques hurt Chinese motivation? Why does Western efficiency make Chinese think Westerners are selfish? How do Chinese develop trust? Why do Chinese have meetings? When do Chinese negotiate?

You don’t always have to do things the Chinese way, but unless you know how Chinese see things you will be blind to the Chinese reality, hitting walls instead of opening doors. Cultural misunderstandings hurt even the best-intentioned Westerners.

Communication misunderstandings are worse. If you can’t communicate without misunderstandings you can’t build a relationship, business or otherwise.

Chinese and Westerners use different languages, but also use language differently. Two examples, questions and disagreements: Westerners say, ask questions if you don’t understand, Chinese say, don’t let people know you don’t understand: Westerners say, disagree clearly and honestly, Chinese say, don’t disagree openly.

When Chinese don’t ask questions Westerners think they understand, so don’t follow up. When Chinese don’t disagree openly Westerners think they agree, so go ahead with their plan. The former hurts results, the latter kills relationships.

Westerners must listen with Chinese ears and speak with a Chinese mouth. Wearing Chinese Glasses teaches this, and more: how Chinese say no without saying no, invite without inviting and use public secrets. Get your Chinese glasses now.