through the bamboo curtain

Andrew M. Williamson OR Andrew M. Williamson OR (N’59)(N’59)

Repton School, Upper VIRepton School, Upper VIth th Form Talk,Form Talk,

1616thth November 2007 November 2007

portaportavacatvacatculpaculpa

through the through the bamboo bamboo curtaincurtain

Improving understanding between Improving understanding between Western and Chinese peopleWestern and Chinese people

(c) Minim Consulting, 2007(c) Minim Consulting, 2007

1996 - 20051996 - 2005China’s share of world manufacturing doubled to 8% , China’s share of world manufacturing doubled to 8% , and her output rose 260% from US$240bn to US$620bnand her output rose 260% from US$240bn to US$620bn

In 2005In 2005 Chinese exports to the UK rose 25% to £13bnChinese exports to the UK rose 25% to £13bn

UK exports to China rose 20% to £3bnUK exports to China rose 20% to £3bn

20072007 China’s economy is growing c. 10-times faster than the EU’s China’s economy is growing c. 10-times faster than the EU’s

@ 10% p.a. @ 10% p.a. (e.g. building 2 new coal-fired power stations p.w.)(e.g. building 2 new coal-fired power stations p.w.)

China accounts for 20% of the world’s population and China accounts for 20% of the world’s population and the majority of (non-native) English speakersthe majority of (non-native) English speakers

Were China to sell her gold reserves in the US, Were China to sell her gold reserves in the US, she could ruin their economy she could ruin their economy

Why bother about China?Why bother about China?

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Of world-wide sales for the following goods, Of world-wide sales for the following goods, China manufactured in 2004 at least:China manufactured in 2004 at least:

75% 75% 70% 70% 30%30%

30% 30% 25% 25% 20%20%

To be the natural choice for the next licence issued by the Chinese government to an UK insurance company – including by means of:

raising the company’s profile and influence in China-based Chinese and UK government, diplomatic and business circles

establishing a “circle of friends” from whom to select a joint venture partner

market intelligence and com-petitor watchingThe Arch, May 2007

I’m an OR ….. you I’m an OR ….. you can trust me!can trust me!

How do you perceive China?How do you perceive China?

Treatment of animals


Children at play


Housing


Taking home the shopping


Dressing up to go out


Conditions of work


Local shopping

““judge not, judge not, that you be that you be not judged” not judged” (RSV, Mt 7.1)(RSV, Mt 7.1)


((c) Minim Consulting, 2007c) Minim Consulting, 2007

Whilst YOU may have no Whilst YOU may have no misconceptions about misconceptions about China, so many Westerners China, so many Westerners do that most Chinese may do that most Chinese may assume that you share them assume that you share them … and treat you … and treat you accordinglyaccordingly



Whilst SOME CHINESE may Whilst SOME CHINESE may have no misconceptions have no misconceptions about the West, so many do about the West, so many do that they may assume that that they may assume that you assume that they too you assume that they too share them … and treat you share them … and treat you accordinglyaccordingly




stereo-stereo-typical typical

Western Western view of view of

ChinaChina


The The West’West’s view s view of of ChinaChina

foot foot bindingbinding

tiananmen tiananmen squaresquare

QUOTATIONS FROMQUOTATIONS FROM

CHAIRMANCHAIRMAN

MAO TSE-TUNGMAO TSE-TUNG

fu manchufu manchu



Chinese Chinese view of view of

the Westthe West


foreign devils

long noseslong noses

technologicallytechnologicallyadvancedadvanced

morally corruptmorally corrupt



American American view of view of

ChinaChina



““an unfriendly an unfriendly country”country”

Harris Poll, Sep-02




Chinese Chinese view of view of

AmericaAmerica



““Americans are from Mars, Americans are from Mars, Chinese are from Venus”Chinese are from Venus”

““We’re ready to be your friends We’re ready to be your friends while keeping our characteristics: while keeping our characteristics: how about you?” how about you?”

Beijing

Rev

iew,

23-Ja

n-03




Chinese Chinese view of view of the UKthe UK


foggyfoggy sherlock sherlock holmesholmes

““men in bowler hats men in bowler hats walking at a clip walking at a clip

with noses in the air”with noses in the air”““a nation stuck a nation stuck

in the past”in the past”City

Wee

kend, 1

3&26

-Feb-03

““doffing servants living below stairs in large country houses”doffing servants living below stairs in large country houses”

City W

eeke

nd,

1

3&26

-Feb-03

how how the the West West views views itselfitself



how how China China views views her- her- selfself



500 BC500 BC Confucius’ “Golden Rule” of reciprocity antici-Confucius’ “Golden Rule” of reciprocity antici-pates Jesus’ Second Commandment pates Jesus’ Second Commandment

1000 AD1000 AD invented paper, printing with movable type, invented paper, printing with movable type, gunpowder and the compassgunpowder and the compass

C13th C13th Marco Polo reports seeing paper money, Marco Polo reports seeing paper money, paddle boats and coal … and is called “The paddle boats and coal … and is called “The Man of a Man of a Million Lies”Million Lies”

14211421 Admiral Zheng He discovers America? … and Admiral Zheng He discovers America? … and occupies the Falkland Islands?occupies the Falkland Islands?

WW2+WW2+ first signatory to the UN Charter; and one of 5 first signatory to the UN Charter; and one of 5 permanent members of the UN Security Councilpermanent members of the UN Security Council

facts about China … that the West tends to over-facts about China … that the West tends to over-look ... apart from her human rights recordlook ... apart from her human rights record

Pre-1842Pre-1842 China is a major world power & civilisation, China is a major world power & civilisation, with a recorded history of some 4,000 years with a recorded history of some 4,000 years (largely ignored by the West)(largely ignored by the West)

1839-421839-42 The West challenges China’s centrism and and The West challenges China’s centrism and and isolationism, forcibly trading cheap Indian 1856-isolationism, forcibly trading cheap Indian 1856-

6060 opium in exchange for tea, silk & porcelain, opium in exchange for tea, silk & porcelain, wreaking savage revenge on all who resist wreaking savage revenge on all who resist (during the (during the OPIUM WARSOPIUM WARS))

facts about China … facts about China … that the West prefers to forget that the West prefers to forget

Pre-1842Pre-1842 China is a major world power & China is a major world power & civilisation, with civilisation, with a recorded history of a recorded history of some 4,000 years (largely some 4,000 years (largely ignored by the ignored by the West)West)1839-421839-42The West challenges China’s The West challenges China’s centrism & isolation-centrism & isolation-andand ism, forcibly trading cheap Indian ism, forcibly trading cheap Indian opium in ex-1856-60opium in ex-1856-60 exchange for tea, silk exchange for tea, silk & porcelain, wreaking savage & porcelain, wreaking savage revenge revenge on all who resist (during the OPIUM on all who resist (during the OPIUM WARS)WARS)1842 1842 The West occupies key areas, imposing The West occupies key areas, imposing to to colonial rule - including “extra territoriality” colonial rule - including “extra territoriality” 1943 1943 and “most favoured nation” conditions - under and “most favoured nation” conditions - under

the terms of the the terms of the UNEQUAL TREATIESUNEQUAL TREATIES

facts about China … facts about China … that the West that the West

prefers to forgetprefers to forget

Other Confucian Values

lĭ (ritual / courtesy) (Superior Man)

shù (reciprocity) (Golden Rule)

rén (generosity) (perfect virtue)

zhōng (sincerity) (perfect virtue)

Working with the ChineseWorking with the ChineseUnderpinning Behaviours

guanxi (relationships)

miànzi (face)

kèqi (humility)

xiào (filial piety)

A special personal relationship ofreciprocal dependence & trust long-term mutual benefit is

more important than short-term individual gain

indirect relationship between two people through proper introduction by a third party

direct relationship between two people who trust each other and the contact person

Not to be confused with the West-ern practice of NETWORKING –which is superficial, short-term &results-oriented



BUSINESS IMPLICATIONS Building guanxi

If guanxi is the main-spring of society and business in China - how do ‘outsiders’ acquire & maintain it?

exchanging gifts and favours; & banqueting

Problem Solving West:

“what can we do?”

China: “whom do we know?”



BUSINESS IMPLICATIONS Business Relations

West: friendship may flow from business

China: business may flow from friendship

Negotiating West:

contractual terms

China: personal trust



Chinese “face” is: regard in which one is held by

others or the light in which one appears

intangible commodity that is vital to a person’s reputation, dignity and prestige

status not only lost,

saved or won (as in the West)

but also “given” (unlike in the West)


miànzi (face)

“the Chinese f*** word!”

BUSINESS IMPLICATIONS disagreeing or saying “no” admitting & handling mistakes changing your mind asking, granting and refusing

favours answering and

asking sensitivequestions

making promises


miànzi (face)


BUSINESS IMPLICATIONS preserving others’

face managing conflict disciplining staff

controlling youremotions

falling victim to another’s face


miànzi (face)


BUSINESS IMPLICATIONS ritual refusal

ritual self-deprecation

false modesty

hollow flattery


kèqi (humility)

BUSINESS IMPLICATIONS blind obedience before truth

(“laoban-ism”)

dead men’s shoes

upward delegation

paternalism ageism


xiào (filial piety)

BUSINESS IMPLICATIONS

Combined effect collective decision making consensus maintaining harmony lying lack of initiative no agreeing to disagree collective good

before personal gain scant regard for copyright


guanxi PLUS (relationships)

miànzi PLUS (face)

kèqi PLUS (humility)

xiào EQUALS (filial piety)

SUMMARY“I came away with the feeling that the Chinese people are some-how fundamentally different, that their reactions are not the same as ours. I despaired of really perceiving the world as it appears to a Chinese person. I hypothesized that with their lack of introspection they were truly unaware of their experiencing. Of course they experience fright, or anger at times, or love, but they seemed astonishingly unaware of having these feelings”

(Carl Rogers, 1979)


guanxi PLUS (relationships)

miànzi PLUS (face)

kèqi PLUS (humility)

xiào EQUALS (filial piety)

Be Be PATIENT PATIENT

… … it’s well it’s well worth worth the wait the wait


““They They also also

serve serve who who only only

stand stand and and

wait”wait”[On his [On his blind-blind-ness, ness, John John

Milton]Milton]
