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Businesswith China
do’s & don’ts
By Ella Reynders
http://chinalinks.eu.pn/en/
欢迎
Mengzi
Libai
Content
• Introduction• Influences & historical information
– The three great philosophers: Confucius, Lao Zi, Sun Zi
– Confucianism, Taoism, Buddhism– Communism, Mao, the Cultural Revolution
• Key concept: guanxi• Time to eat• Recommended literature
Kong Fu Zi
Confucius
Birth:551BC
Death: 479BC
Confucian ideas
– Rule by Virtue & Benevolence– Familial loyalty and strong family structure– Family as the basis for an ideal government– Ancestor worship– Proper conduct & Mutual respect– Strict hierarchy with rules of relationship– Collective interests (socialism)– Obedience and respect for education and authority– Rules, rituals and rites to avoid conflict
The three teachings: Confucianism
Confucius says that leading by punishment will create citizens who avoid wrongdoingbut will have no sense of honor and shame
Confucius says that a good government provides the peoplewith sufficcient food, sufficient armament and has confidence in them
The dutiful Confucian wife
The five Confucian relationships are often referred to as the basis on which traditional Chinese identity is constructed:Ruler-subject; Father-son; Husband-wife; Big brother-little brother; friend-friend.
Plato versus Confucius
• Ask questions if you do not understand sth
• State your opinion; especially if you disagree
• Do not let others know you don’t understand sth
• Do not disagree openly
Lao zi(6th or 4th century BC?)
Founder of Taoism
The three teachings: Taoism
Tao = nature, the pathWu Wei = no action
Taoist sayings from Lao Zi
Best is the emperor who is barely known
Govern quietlyAnd the people will realize
They are responsibleFor their own well-being
Taoism lives!
• Living in harmony with nature (the universe), spiritual growth and a long and healthy life through meditation, Chinese traditional medicine, martial arts, Tai Ji, Qi Gong, dietary and sexual guidelines
• Superstition• Belief in demons• Feng shui• Alchemy• Magic and talismans
• Rituals and sacred archtecture• Arts such as painting, poetry,
calligraphy, martial arts,...
Sun Zi
• The Art of War
Birth: c 544 BC
Death:c 496 BC
The art of war
• Strategically avoid war
• Be unpredictable through use of intelligence and deception
• Be adaptable through surprise, speed & flexibility
• Know the others without being known yourself
The Art of WarThe 36 Strategies
• Reveal your actions but hide your intentions
• Surprise attacks lead to victory
• Build up your own strength while weakening your enemy
• Make your enemy underestimate you
The Art of War
Buddhism
Chinese seated Buddha
of the Mahayana tradition
The four noble truths:– There is suffering– There is cause for
suffering– There is cessation of
suffering– There is a path leading
to the cessation of suffering
Buddhism lives!
• Yoga to attain a state
of non-attachment
• Ancestor worship
• Acceptance of suffering
Mao Zedong
Birth: dec 26th 1893
Death: sep 9th 1976
Leader of PRC since its
Foundation in 1949
until his death.
Mao’s campaigns
• 1934 The Long March
• 1957 100 flowers campaign
• 1958 The Great Leap Forward
• 1966 The Cultural Revolution
Zhongshan suit
Mao’s Red Book
The Cultural Revolution
Guanxi: relationship built on reciprocity and
loyalty
Build up guanxi Build up guanxi
• Start with getting personal before doing Start with getting personal before doing businessbusiness
• Give the right gifts (symbolism, colour,…)Give the right gifts (symbolism, colour,…)
• Present gifts with both handsPresent gifts with both hands
• Do NOT open gifts until everyone has leftDo NOT open gifts until everyone has left
Build up Guanxi Build up Guanxi
• Sharing meals; treating your BP to a Sharing meals; treating your BP to a banquetbanquet
• Do not start talking business before the Do not start talking business before the relationship is consolidatedrelationship is consolidated
• Return favours even to people you do not Return favours even to people you do not know directlyknow directly
• Be respectfulBe respectful
Mianzi or Face
How to lose face?How to lose face?
Aan tafel
Ganbei!
Recommended literature