I have been living and working in China for 24 years, which was not a short time for me to learn Chinese business culture and learn how to adapt to this culture.
Owing to my work, I have led and arranged the Dutch business delegations to visit China for many times. And I also had to deal with the relationship with their Chinese partners. My work experience exposed me of some distinctions of Chinese business culture from that of Holland. I attributed these differences to the extent that different cultures attach importance to different things. For example, Dutch do not value dining and often just have bread for their lunch. However, in contrast, Chinese people pay much attention to the deliciousness of the diet and render “dining” much meaning. So when guests come to visit, Chinese people always prepare for a big feast to show their hospitality and their welcome to the guests. And of course they also expect this kind of treat when visiting elsewhere. However, according to the custom of Holland, Dutch people, who usually think little of the dining, usually do not prepare much for the luncheon or dinner. Perhaps the guest would be arranged the same as the host to have bread for lunch. Then the Chinese guests must be thinking that they are not welcome, thus misunderstanding would be aroused. So every time the Chinese delegation visited Holland, I would tell the reception team in Holland to prepare sumptuous feasts ahead.
Connections or “guanxi” in Chi- nese is another issue that the foreign businesses have to face and learn in China. I must say valuing connections or “guanxi” is no exceptional to China but a usual phenomenon to all the other countries. In my opinion, Chinese people especially stresses the “guanxi”, that’s because Chinese people like to be respected. Perhaps it is related to Confucianism, according to which people should respect their parents, elders, leaders, and bosses and the local government should respect the central government, etc. There are apparent social ranks. For example, in China people usually call somebody General Director Wang or President Zhang etc. to show their respect, however in the western countries, it is seldom to call somebody in this way in the western world but instead we call Mr. Wang or Mr. Zhang no matter what high title he/she holds. When people feel being respected, they would get inclined to give some benefit or favorable response to the other. According to my observation, Chinese people pay more attention to the“guanxi” than to the rules while in our business culture, we lay more stress on rules.
Actually I think communication way is also a reflection that “guanxi” is attached much importance in Chinese business culture. Based on my experience, Chinese businesses usually talk about their existing harmonious relations, their past successful cooperation, and their close friendship etc. to warm up before getting down to the right business. This kind of warm-up is like the lubricant and makes the deal negotiation easier in Chinese business culture. That is just like to say, “Since we are so good friends, so how should you refuse me?”. On the contrary, according to the western business routine, businesses usually go straight to the point and after the deal negotiation they perhaps talk about something like their past cooperation or their friendship etc.
Besides, Chinese business people seldom directly say “NO” in the communication. When I just came to China, I encountered such problems. Then I received my Chinese counterpart’s reply concerning one cooperation plan I proposed, and they said that they were still studying this issue. And I asked again and then still the same answer. So I was waiting and waiting for the result of their studying and finally I understood “we are studying” actually meant impossibility. However, Dutch people will directly say “NO” if they are not able to meet their counterpart’s demand. That Chinese people don’t like to say “NO” directly, in my opinion, is also a demonstration of their concern over “guanxi”, for they think that to say“NO” directly might ruin the relationship. Now I am very clear that when the involved Chinese party says, “We are very busy, and we will try.” It is quite likely to mean “NO”.
Finally I find another interesting phenomenon, which also seems a paradox for me. Chinese people value and cherish family very much, so the parents usually live with their adult children when they are old. And the atmosphere of the family is warm and cozy. However, what confused me is that Chinese people seldom bring their spouse to present the business banquet or other company’s social occasions. Chinese people rarely bring their family members to the company. Interestingly, the western people contrarily often bring their spouse to present the business social occasions though in my eye they actually do not value family as much as the Chinese people.
（Guy Wittich, Netherlands’ Consul & Executive Director for China. This article is narrated by Guy Wittich and written by Yan Manman.）