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Asymetrix ToolBook File | 1996-02-22 | 2.3 MB | 32,107 lines

CDBSE&File &Open... Ctrl+O &Save Ctrl+S Save &As... saveas &Import... import &Export... export Print Set&up... printsetup &Print Pages... Ctrl+P printpages Prin&t Report... printreport Send &Mail... sendmail &Run... E&xit Alt+F4 &Edit &Undo Ctrl+Z Cu&t Ctrl+X &Copy Ctrl+C &Paste Ctrl+V paste C&lear Del clear Select &All Shift+F9 selectall Select Pa&ge Shift+F12 selectpage &Size to Page F11 sizetopage F&ind... F5 Re&place... replace Aut&hor F3 author &Text &Character... F6 character &Paragraph... F7 paragraph &Regular Ctrl+Space regular &Bold Ctrl+B &Italic Ctrl+I italic &Underline Ctrl+U underline Stri&keout Ctrl+K strikeout Superscrip&t/Subscript superscriptSubscript &Normal Script normalscript Su&bscript Ctrl+L subscript Su&perscript Ctrl+Shift+L superscript &Show Hotwords F9 showhotwords &Page &Next Alt+Right &Previous Alt+Left previous &First Alt+Up first &Last Alt+Down &Back Shift+F2 &History... Ctrl+F2 history N&ew Page Ctrl+N newpage &Help &Contents F1 contents Status &Bar F12 statusbar buttonDown .&+ +E alkuPolku business apua.tbk loppu buttonUp .&+ +E mouseenter .&+ +E mouseLeave liuku volume aaniVolume set mixer device_in WAV buttondown paikka buttonstilldown p:vc1 vcloppu open .bmp alias kuva2 style child suljeVC polku puoli single GsuljeVc aavaaKuva visit\ suljeKuva p:vc2 nayta status kuva2 window buttonclick kuva2 puoli single kaanna2 kuva1 kaanna1 p:vc2 nayta timerNotify 1, #> 1, #? status kuva1 extent korkeus gQhaeAskel askelX loppuKoko lockWindowUpdate window kuva1 state aswas open put kuva1 destination at 0 0 paikkaY .updateWindow paikat status kuva1 window updateWindow lockWindowUpdate leveys suljeVC paikkaX window kuva1 size window kuva1 position askelY .bmp alias kuva1 style child play kuva1 '!pageUnitsToPixels avaaKuva korkeus status kuva1 window newH2 close kuva2 window kuva1 state aswas updateWindow lockWindowUpdate paikkaY .updateWindow newH1 put kuva1 destination at 0 0 leveys paikat paikkaX window kuva1 size lockWindowUpdate window kuva1 position close kuva1 nayta status kuva2 window suljeVC 1, #> 1, #? .&, 7 1, #> 1, #? lockWindowUpdate paikka updateWindow lockWindowUpdate destination at 0 0 size .updateWindow window position size window state aswas position nayta status kaanna1 1, #> 1, #? lockWindowUpdate paikka destination at 0 0 size .updateWindow window position kuva2 size updateWindow lockWindowUpdate alkuKoko extent kuva1 window state aswas play position nayta status kaanna2 p:vc1 vcloppu open .bmp alias kuva2 style child suljeVC polku puoli single GsuljeVc aavaaKuva visit\ suljeKuva p:vc2 nayta status kuva2 window buttonclick p:vc1 kuva2 puoli single kaanna2 kuva1 kaanna1 nayta timerNotify 1, #> 1, #? status kuva1 extent korkeus gQhaeAskel askelX loppuKoko lockWindowUpdate window kuva1 state aswas open put kuva1 destination at 0 0 paikkaY .updateWindow paikat status kuva1 window updateWindow lockWindowUpdate leveys suljeVC paikkaX window kuva1 size window kuva1 position askelY .bmp alias kuva1 style child play kuva1 '!pageUnitsToPixels avaaKuva korkeus updateWindow lockWindowUpdate newH2 close kuva2 window kuva1 state aswas put kuva1 destination at 0 0 paikkaY .updateWindow newH1 close kuva1 leveys paikat paikkaX window kuva1 size lockWindowUpdate window kuva1 position status kuva1 window nayta status kuva2 window suljeVC 1, #> 1, #? .&, 7 1, #> 1, #? lockWindowUpdate paikka destination at 0 0 size .updateWindow window position size updateWindow ,#T)_0 lockWindowUpdate window state aswas position nayta status kaanna1 1, #> 1, #? lockWindowUpdate paikka destination at 0 0 size .updateWindow window position kuva2 size updateWindow lockWindowUpdate alkuKoko extent kuva1 window state aswas play position nayta status kaanna2 $>piilota false suljeKuva overview buttonclick .&+ +E $>piilota p:ylaPlus vastaus ylaLisa mouseEnter 1, #> selitykset p:alaPlus kentta alaLisa alamiinus vastaus selitys buttonclick ,%H.% piilota buttonDown .&+ +E alkuPolku business apua.tbk loppu buttonUp .&+ +E mouseenter .&+ +E mouseLeave liuku volume aaniVolume set mixer device_in WAV buttondown paikka buttonstilldown $>piilota vastaus enterPage $>piilota p:alaPlus p:ylaPlus alaLisa ylaLisa leavePage .&+ +E k1,k2,k3 mouseEnter $>piilota selitykset kysymys keisit alaLisa kirjaimet ylaLisa piilota 15,15 tekstit enterBackGround $>piilota nuolet p:meeting negotiations,hierarchy,face,gifts,visit cards horizontalDisplayRes verticalDisplayRes laitaSivuNo tb30WIN.DLL tekstit kappaleet enterPage .&+ +E vvarjosta tb30WIN.DLL suljeVideo suljeKuva suljeAani leavePage laskeSivujenLkm sivunumerot tekstit sivulkm laitaSivuNo tekstit sivulkm rivilkm laskeSivujenLkm .&+ +E .&+ +E .wav alias aani open polku suljeVideo suljeAani play aani soitaAani isoV1x vasenNuoli isoV2 isoV4 isoV1 isoV5 isoV3x isoV6 kappaleet isoV2x vastaus isoV3 suljeKuva paikka 9verticalDisplayRes extent horizontalDisplayRes status haePaikka suljeKuva mciNotify .&+ +E naytaNimiKyltti mouseEnter ouseLeave -#, #? experts\ realize video background open lopeta close video wait play video from close aani wait expIkkuna polku status video mode video status aani mode status video length window video handle .avi alias video wait expert buttonClick close video expIkkuna lopeta lopeta MCINotify Caroline Xue Annikki Arponen Outokumpu Beijing Jin Sun vasen General Manager Managing Director false Second Secretary Account Manager Hu Wenzhong Teemu Puskala Hon. D. Litt. (Sydney) Associate Professor Bi Ji Wan Kurki Fashion (Beijing) Ltd. Jorma Kalliom Tamrock China Ltd. Eero Teerikangas Embassy of Finland Beijing Language and Culture University nimikyltti nimiKyltti Beijing Foreign Studies University Pekka Luoma Science and Technology Counsellor Beijing Nokia HangXing Deputy Chief Representative naytaNimiKyltti polku ghaePolku enterBook .&+ +E p:punanappi false liukuAuki enterPage .&+ +E suljeVideo suljeAani leavePage .&+ +E .&+ +E k1k2k3 mouseEnter haePolku ,%H.% varjosta p:overview p:quanxi experts p:meeting p:resources p:contracts meetingLisa p:tips overview p:cooperation nimiKyltti p:marketing p:experts piilota close video lopeta paikka timerNotify close aani status aani mode suljeAani 1, #> 1, #? status kuva1 extent korkeus $>piilota askelX loppuKoko lockWindowUpdate .bmp alias kuva1 style child window kuva1 state aswas open put kuva1 destination at 0 0 paikkaY .updateWindow paikat gQhaeAskel status kuva1 window updateWindow lockWindowUpdate leveys paikkaX window kuva1 size status aani mode window kuva1 position askelY suljeKuva close aani wait play kuva1 suljeKuva '!pageUnitsToPixels esitaVideo avaaKuva korkeus lockWindowUpdate window kuva1 state aswas put kuva1 destination at 0 0 paikkaY .updateWindow close video status kuva1 window close kuva1 leveys paikat status video mode paikkaX window kuva1 size window kuva1 position suljeKuva ,%H.% pageUnitsToPixels askel haeAskel .&+ +E .&+ +E realize video background open close video status video mode status video mode play video window video handle .avi alias video wait esitaVideo close video status video mode suljeVideo .&+ +E .&+ +E alias video wait $>piilota realize video background info video file open close video wait close aani wait newHandle status video mode status aani mode suljeKuva play video lopeta window video handle muunna where video destination put video destination at sivuVideo successful lopeta mciNotify muunna muunna 4alkuPolku loppu = "apua" "business" E & " ..tbk") o= 44 4aaniVolume alku = "volume" backGround y = loppu = mmYield '"liuku" prosentti = ) * 100 / videoVolume = Q* 10 loc < = 100 mixerCommand(" device_in WAV " & -- 1744,4800 liuun alkupiste -- 4534,4800 loppupiste paikka = = "ex" isOpen "expIkkuna" = naytaNimiKyltti o= 44 ouseLeave buttonClick 4polku Zalku, loppu callMCI("close video wait") mmyield s = -status ' mode") Zs = Maani s = Zs = expert = currentPage 9"ex6" = 244 Q"ex7" = 251 p"ex8" = 117 "ex9" = 150 pageUnitstoClient( & "experts\" & newHandle = clientHandle & ".avi alias " && realize length") play & " translateWindowMessage on 0x0201 lopeta ewer " MCINotify "nimiKyltti" = = "ex1" "nimikyltti" = 3360/15,4950/15 i" = "Annikki Arponen" & k& "Second Secretary" & k& "Embassy Finland" '"vasen" = "ex2" 4305/15,4950/15 " = "Jorma Kalliom ki" & k& "General Manager" & k& "Tamrock China Ltd." = "ex3" 5235/15,4950/15 " = "Jin Sun" & k& "Deputy Chief Representative" & k& "Outokumpu Beijing" = "ex4" 6180/15,4950/15 " = "Eero Teerikangas" & k& "Science Technology Counsellor" & = "ex5" 5730/15 - 115,4950/15 " = "Caroline Xue" & k& "Managing Director" & k& "Kurki Fashion ( 6645/15 - 115,4950/15 " = "Pekka Luoma" & Nokia HangXing" 6645/15 - 80,4950/15 " = "Teemu Puskala" & k& "Account 7620/15 - 115,4950/15 " = "Bi Ji Wan" & k& "Associate Professor" & Language Culture University" 7620/15 - 57,4950/15 " = "Hu Wenzhong" & k& "Hon. D. Litt. (Sydney)" & Foreign Studies mmYield buttonclick 4polku, puoli, nayta, koot = "p:vc1" suljeVc 6 = "p:vc2" O <> suljeKuva kuva = & "visit\" & "kk2" avaaKuva "vcloppu", 20 timerStart("single",2000,1000, imageCommand(" & ".bmp alias kuva2 style child") newH = ?status translateWindowMessage on 0x0202 suljeVC = "p: flushMessageQueue( ) timerNotify timerID kaanna1 kuva1 kaanna2 = "p: ,2000,1000, o, alkuKoko, paikka, loppuPaikka, suurennos , paikat linkDLL "USER" updateWindow(WORD) INT lockWindowUpdate( = pageUnitsToPixels( ) -- oma funktio = pageUnitsToFrame( destination )0 0 " & loppuKoko = extent") play aK = lK = askelX = haeAskel( aK, lK, askelY = aK, lK, leveys = korkeus = paikkaX = paikkaY = T) + < lK )0 0 " & & "," & & "," & state aswas") )0 0 " & & "," & & "," & on 0 newH2 = close unTranslateAllWindowMessages )0 0 " & & "," & & "," & newH1 = unlinkDLL " } = koko = * & " G & " g & " e" & & " & " )0 0 " & e" & & " e" & + 10 - 10 e" & )0 0 " & e" & e" & ") -- otetaan edellisen e" & )0 0 " & e" & 7 " & e" & )0 0 " & e" & e" & - 10 e = ( e" & )0 0 " & e" & e" & buttonclick 4polku, puoli, nayta, koot = "p:vc1" suljeVc 6 = "p:vc2" O <> suljeKuva kuva = & "visit\" & "kk1" avaaKuva "vcloppu", 20 timerStart("single",2000,1000, imageCommand(" & ".bmp alias kuva2 style child") newH = ?status translateWindowMessage on 0x0202 suljeVC = "p: flushMessageQueue( ) timerNotify timerID kaanna1 kuva1 kaanna2 = "p: ,2000,1000, o, alkuKoko, paikka, loppuPaikka, suurennos , paikat, lk linkDLL "USER" updateWindow(WORD) INT lockWindowUpdate( = pageUnitsToPixels( ) -- oma funktio = pageUnitsToFrame( destination )0 0 " & loppuKoko = extent") play aK = lK = askelX = haeAskel( aK, lK, askelY = aK, lK, leveys = korkeus = paikkaX = paikkaY = T) + < lK )0 0 " & & "," & & "," & state aswas") )0 0 " & & "," & & "," & on 0 newH2 = close unTranslateAllWindowMessages )0 0 " & & "," & & "," & newH1 = unlinkDLL " | = koko = ) & " F & " f & " e" & & " & " )0 0 " & e" & & " e" & + 10 - 10 e" & )0 0 " & e" & e" & ") -- otetaan edellisen e" & )0 0 " & e" & 1 " & e" & )0 0 " & e" & e" & - 10 e = ( e" & )0 0 " & e" & e" & buttonclick suljeKuva isOpen "overview" = piilota close o= 44 '"ylaLisa" backGround buttonClick "p:ylaPlus" piilota "selitykset" buttonclick "alaScrolli" m = J"vastaus" = (m - 1) * 9 '"alaLisa" "p:alaPlus" kentta = "selitys" & '"alamiinus" n = "v" & i 4alkuPolku loppu = "apua" "business" E & " ..tbk") o= 44 4aaniVolume alku = "volume" backGround y = loppu = mmYield '"liuku" prosentti = ) * 100 / videoVolume = Q* 10 loc < = 100 mixerCommand(" device_in WAV " & -- 1744,4800 liuun alkupiste -- 4534,4800 loppupiste paikka = piilota J"vastaus" = 100 '"alaLisa" backGround buttonClick "p:alaPlus" '"ylaLisa" "p:ylaPlus" "k1,k2,k3" "ci" o= 44 "selitykset" = 2625,4695,9150,6855 J"kysymys" = 6660,2670 "keisit" "ci" "kirjaimet" enterBackGround p = sysPageUnitsPerPixel p = "15,15" "tekstit" backGround = 2505,1275,7635,5565 .1275,7635,5465 4sivulkm linkDLL "tb30WIN. INT horizontalDisplayRes() verticalDisplayRes() kappaleet "nuolet" piilota "negotiations,hierarchy,face,gifts,visit cards" '"p:meeting" n = "p:" & laitaSivuNo 4koot suljeKuva unlinkDLL " "k1" = "k2" = "k3" = varjosta suljeAani suljeVideo laskeSivujenLkm y15 + 1 "sivunumerot" & " / " & 4rivilkm, vanhaScroll = = 500 = (( X - 1) y15) + 1 soitaAani nimi 4polku tied = callMCI(" & ".wav alias aani") flushMessageQueue( ) '"isoV1" '"isoV1x" '"isoV2" '"isoV2x" '"isoV3" '"isoV3x" '"isoV4" '"isoV5" '"isoV6" '"vasenNuoli" isOpen "vastaus" close haePaikka k koko = imageCommand("status " & k & " extent") s() - 640 > 0 lisaX = ( s() - 640) lisaY = ( ) - 480) paikka = 320 - ( y2) + $204 - ( y2) + mciNotify s s = "successful" 4polku = haePolku() wordWrapUnits 8= 15,15 4liukuAuki buttonClick "p:punanappi" backGround suljeVideo suljeAani = "p:" "k1k2k3" o= 44 p = p = "\" varjosta v = "v" & i piilota eiOV "meetingLisa" '"p:resources" '"p:cooperation" '"p:contracts" '"p:marketing" '"p:quanxi" '"p:ci" '"p:experts" '"p:tips" '"p:overview" isOpen focusWindow = close "nimiKyltti" lopeta 4paikka callMCI(" video") -- unTranslateAllWindowMessages sysSuspendMessages = timerStart("single",500,100, timerNotify obj = objectFromPoint( buttonclick aani") mmyield status mode") = avaaKuva kuva, alkuKoko, , loppuPaikka, suurennos, 4koot, paikat suljeKuva linkDLL "USER" updateWindow(WORD) INT lockWindowUpdate( wait") s = Zs = = pageUnitsToPixels( ) -- oma funktio = pageUnitsToFrame( imageCommand(" & ".bmp alias kuva1 style child") /destination )0 0 " & loppuKoko = qextent") ize " & play newH = aK = lK = askelX = haeAskel( aK, lK, askelY = aK, lK, leveys = korkeus = paikkaX = paikkaY = T) + < lK )0 0 " & & "," & & "," & ate aswas") )0 0 " & & "," & & "," & translateWindowMessage on 0x0202 esitaVideo )0 0 " & & "," & & "," & s = Zs = unlinkDLL " -- 181,263 luvut x = sysPageUnitsPerPixel y = k2 = 0 g / x aP, lP, aK, lK, s vali = aP - lP askelLkm = ((lK - aK) / s) - 1 u , newHandle s = Zs = & ".avi off") " && realize @ <> flushMessageQueue() s = Zs = sivuVideo <> info file") s = Zs = s = Zs = = clientHandle & " des = where ext = muunna( = pageUnitsToClient( x1 = y1 = x2 = y2 = " && )" & x1 && y1 && x2 && y2) mciNotify s s = "successful" x = y = i = 1 ci <= <> 0 * 15) / x) <> 0 * 15) / y) <BookPath> :HDMEDIAPATH Times New Roman System Times New Roman polku ghaePolku enterBook haePolku 4polku = haePolku() p = p = "\" Times New Roman Arial Times New Roman Times New Roman Arial Arial Arial Times New Roman Times New Roman Times New Roman mes New Roman mes New Roman mes New Roman marketing" '"p:quanxi" '"p:cases" Page "v6k1" curentPage video Page "pikkuliisa" expIkkuna Page "ex1" Page "tips" overview Page "overview" vastaus Page id 28 of Book "E:\SANSIBAR\KIINA\BUSINESS\BUSINES6.TBK" experts Page "experts" nimiKyltti Page "nimiKyltti" tekijat Page "tyhja" Page "tyhja" p:meeting mouseEnter negotiations,hierarchy,face,gifts,visit cards mouseLeave p:meeting buttonclick backGround "negotiations,hierarchy,face,gifts,visit cards" buttonclick buttonClick "p:meeting" p:liialku polku aavaaKuva loppu liialku buttonclick buttonclick 4polku kuva = & "liialku" avaaKuva "loppu", 20 loppu @D`D?@ dd?@@D ddddddddd ddD@h ddHdh mmhmm liD=m ?h3h7= di7ii 3h7DDDmih5hih5m *l53H3HM333H33L5L3H3m dddddh dhdddDD hhHdd hDDDD< lilil3D ?ih3h;? 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""#""# " ##! !# # ! ## '8,n, isov6 p:quanxi p:marketing p:contracts p:cooperation p:resources p:meeting loppu otsikko p:tips p:overview p:experts tekstit nuolet p:kappaleoikea .&, 8 false sivuNumerot tekstit kappaleet buttonclick buttonclick l = k = kappaleet sivu = "sivuNumerot" backGround lkm = J"tekstit" = (( k) - 1) * 15 l = p:kappalevasen false sivuNumerot tekstit kappaleet buttonclick buttonclick l = k = kappaleet sivu = "sivuNumerot" backGround lkm = J"tekstit" = ( k - 1) * 15 l = k - 1) * 15 sivunumerot 1 / 1 .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave vasenNuoli soitaAani aaniNimi kuvaNimi kysymys kappaleet suljeKuva buttonclick nimi = backGround o= 44 buttonclick 4kysymys suljeKuva aaniNimi = & "\" & kuvaNimi = "iso" & soitaAani kappaleet '"vasenNuoli" meetingLisa mouseEnter meetingLisa mouseLeave false meetingLisa overview buttonClick backGround <> "meetingLisa" buttonClick isOpen "overview" = '("p:" & meetinglisa p:visit cards p:negotiations p:hierarchy p:gifts p:face p:negotiations p:hierarchy p:face p:gifts p:visit cards p:meeting mouseEnter negotiations,hierarchy,face,gifts,visit cards mouseLeave false meetingLisa overview buttonClick backGround "negotiations,hierarchy,face,gifts,visit cards" buttonClick "meetingLisa" isOpen "overview" = '("p:" & otsikot sivunumerot tekstit sivulkm buttonclick buttonclick 4sivulkm textOverFlow J"tekstit" = 0 "sivunumerot" /= "1 / " & "otsikot" & " / " & sivunumerot otsikot tekstit sivulkm Rivilkm buttonclick buttonclick 4Rivilkm,sivulkm "nappiVasen" J"tekstit" k15 = 0 _ - 15 z - ( "sivunumerot" & " / " & - 15 & " / " & "otsikot" mouseEnter mouseLeave buttonClick backGround buttonClick p:resources p:cooperation p:contracts p:marketing p:quanxi isov1x isov3x isov1 isov5 isov3 isov4 isov2 isov2x suljeVideo suljeKuva suljeAani buttonclick mouseEnter mouseLeave buttonclick 4koot suljeKuva suljeVideo suljeAani backGround p:experts $>piilota false experts suljeVideo suljeKuva nimiKyltti buttonclick false experts mouseLeave buttonclick suljeKuva isOpen "experts" = piilota suljeVideo "nimiKyltti" close p:tips $>piilota false suljeKuva buttonclick buttonclick suljeKuva piilota isOpen "tips" = p:overview vasenNuoli 8:8:88::88 :8:8:: +::8: ,::8: 887:8 ::88m :8:8: H:85 :8:87 ::87 :88:8:' :88:* 88:8:8 :88:+ :88:88*m:8 8:88*m8:8: 88:8:8:m:8 :8:8:m: .&+ +E alkuPolku alku.exe mainMenu buttonclick buttonclick 4alkuPolku "mainMenu" $ & " *.exe") valikko valikko .&+ +E volume help,quit,sansi mouseEnter "kirkkaat" backGround ("help,quit,sansi") o= 44 = "volume" sansi volume kirkkaat mouseEnter kirkkaat mouseLeave sysCuror = 44 "kirkkaat" backGround buttonDown loppu paluuOsoite alkuPolku tekijat\tekijat.tbk buttonUp 4loppu,alkuPolku,paluuOsoite : & "tekijat\ .tbk") ?d@@edededeed;d8DEED:eDd;`EDEDD;eDd hhhhh ?d@@DDde8dededED;D;DD;eDdADdEdE;e;d sansi buttonDown paluuOsoite alkuPolku tekijat\tekijat.tbk buttonUp 4alkuPolku,paluuOsoite + & "tekijat\ .tbk") ?D=@dE;e;dde;d;ED;;D@D;`D;d;dDeD;ad volume volume liuku p:punanappi aukiKoko false kiinniKoko 6267,90,8952,405 liukuAuki 8952,90,8952,405 valikko buttonClick buttonClick 4liukuAuki aukiKoko = "6267,90,8952,405" kiinniKoko = "8952,90,8952,405" koko = '"valikko" backGround )> 6267 < 8952 1 / 153 $>piilota false liukuAuki suljeKuva overview buttonclick buttonclick 4liukuAuki suljeKuva isOpen "overview" = piilota close ;<;<; Z[Z ZVZVZV VZV Z VZZV@Z ?==<;=H6<@ ==?=? 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DD@DD=?=?= =<<=<<= ==<=<<==<: ::8:8: =??D= ?;7:8;8 : 8::8:8 <=<=<< H3:D= :;;:;;: =<=<<=8<= ;:;:6:?=?? =6;:!; <=<=<:5<== <=<:5 8;:;:;:;:; :77D;==D?= D<;;<;<;<; <<=<;55=<< =<;65<=<=8 :;;:;::;D8 m77::8< <=<;655 ;655==<=8; ;8;;::537: =<<6556<== :88:8:8:8: 8:8::8: 8::8:8 8:8:8:8::8 <=<=: 877868%7 <<853655= 76677 766767 76767767 =;;:;<;< ;:=?=; =<<?; d;d@d``;`d /??=<;< 8@<?@ hDD:?<d<? d;<dD dd`@@<8 D:d=;Dh@ d;?<d ::@Dd 8D?dh ;8::8L7 negotiations 4^8l. kappaleet 1. BUSINESS NEGOTIATIONS The arrangements for the first business negotiations usually take time. It might take dozens of phone calls to reach the right people. If you manage to reach them and arrange a time for the negotiations, punctuality is very important. Chinese business negotiations are like a game of chess. First you need to get the agents and check the background network. In Beijing you should get an agent who comes from Beijing, in Shanghai you should get a native of Shanghai. This is because the in-group and out-group distinctions are big in China. Socializing is important when doing business in China. Small talk, eating, and social togetherness is a part of business. During meals you should not turn down the offerings because that would be considered impolite. Drinks are also served with the food, but you should be careful not to drink too much, even in karaoke sessions. Negotiations can be started even though there is no immediate benefit in view. The negotiations are often like an endless marathon, where the only aim is to exhaust the competitors until the real winner emerges only with the final tug. You should create personal relations with the negotiators and always return any favours you get. You can also get a lot of useful information with seemingly small favours. You should not have too great expectations, but rather be realistic with regard to your own possibilities. Remember also that your Chinese business partners may not know what sort of rules are adhered to in the West. Think about the similarities between the partners beforehand and use that information in the bargaining. Emphasize long-term co-operation. You should select the best possible interpreters who know the culture of both countries. Your own negotiator should be someone with persistence and stamina. You should prepare yourself for complicated situations, and therefore you should agree upon the tactics beforehand. Address your message to your counterpart, not to the interpreter, even though your Chinese business partner does not understand your language. The negotiator of the opposite side is not necessarily the one who makes the decisions. The quietest person in the group or the one that attends the least number of meetings may well be the actual decision-maker. Therefore any positive forward steps may be followed by sudden reversals. When starting the negotiations it is important to know who the decision-makers on your partner's side are, who the spokesman is, what is their hierarchical order and what their internal relationships are. These things should be taken into account when giving presents and paying respects. The sessions can be quite long, with an evening and a night allocated for the "real" negotiations. You should not set a definite deadline. Constant interruptions and the breaking off of negotiations are a part of the stalling techniques. Time is an important factor in negotiations, and your behaviour outside the actual negotiations is as important as what you say during them. The Chinese negotiation timetables are flexible and used strategically. Add to that the splendid hospitality, and the European negotiator may lose sight of his objectives. Outbursts or even small indications of impatience are signs of weakness to the Chinese. Formal behaviour is advisable. A smart setting and hospitality do not necessarily mean that there will be a deal. Also smile has many meanings in China. A laugh may also carry different messages than in Europe. In China it is also wise to admit that you do not know something. The Chinese often use indirections in communication. 'No' can be a sign of a forbidden area. It may also be criticism that should not be ignored. Silence means neither 'yes' nor 'no'. The Chinese adhere to the principle "If you do not know what you are saying, say nothing." General principles and promises must be taken seriously, because they will be returned to when the details are dealt with. What a European has once promised is as good as agreed upon. Good brochures and sales videos are important. If possible, prepare Chinese language transparencies and use pictures in your presentation. Memos of negotiations are important, because the Chinese diligently take notes of everything that is agreed upon. They will bring forth issues from earlier negotiations that support their aims. If prices or price reductions are agreed upon, they must be confirmed with a memorandum. If things go wrong, you should not aggravate the situation or look for scapegoats. You should try to solve the problems and minimise the damages by negotiating. Decision-making can be slow particularly in the state enterprises. In private enterprises decisions are both made and carried out very quickly and effectively. The negotiators may disagree on the details, but no-one can oppose the final results of the negotiations. You should be prepared for a long wait when dealing with state offices and enterprises, since there is no tradition of working overtime in a socialist country. Even small details can be difficult and time-consuming to arrange. Patience is of the utmost importance. You should give the Chinese time to get acquainted with the issues involved. Invest some time in getting to know the culture and making friends. It is often beneficial to talk of everyday matters and avoid going into the main topic immediately. It lightens the atmosphere and brings the parties closer together. Do not tell jokes, however; they might be lost in translation due to cultural differences. 2. PRACTICAL GUIDELINES FOR BUSINESS NEGOTIATIONS Shaking hands is common in China, and the hosts are introduced in the order of their status or age. After the introductions, compliments are exchanged before getting down to business. The negotiators should show interest in the backgrounds of their Chinese hosts. Meals are important; in China the whole country stops at lunchtime. The Chinese are used to eating their meals regularly. The Finns' strongest assets in dealing with the Chinese are their calm, modesty, low-key behaviour, and sincerity. Even silence does not have as negative connotations in Asia than in many Western cultures. It is good if your topics of conversation are not limited to liquor brands and the length of the Great Wall. Food is important to the Chinese, so the conversation will often turn to it. It is advisable to avoid expressing direct political opinions. In business negotiations the groups sit on opposite sides of the table. The Chinese are careful to match the ranks of their group to the ranks of the guests. Losing face is quite serious. You should also know that 'yes' and 'no' often have different meanings for the Chinese. 'Yes' may mean only that the negotiations have not broken up. The rules of eye contact are different from ours. It is suitable for a Finnish businessman to look his Chinese business partner in the eye occasionally during the conversation, but he should not stare. In addition, the Finns should indicate that they are a unified group by looking at each other every once in a while and using expressions such as "in our company", "we think", etc. When the meeting is over the Chinese hosts will escort their guests to the lift at the very least. They may also follow them on to the street and maybe even open the car door for them. They expect similar behaviour from their business partners. If you meet a Chinese acquaintance in the street, it is customary to stop and exchange a few words. It is important to show interest and concern for the other person.to show interest and concern for the other person.ords. It is important to show interest and concern for the other person.r person. person.tant to show interest and concern for the other person.It is important to show interest and concern for the other person.e a few words. It is important to show interest and concern for the other person.ords. It is important to show interest and concern for the other person.e other person.ortant to show interest and concern for the other person. you meet a Chinese acquaintance in the street, it is customary to stop and exchange a few words. It is important to show interest in the other person.tomary to stop and exchange a few words. It is important to show interest in the other person.w interest in the other person.n. Negotiations kysymykset suljeKuva buttonclick buttonclick 4koot suljeKuva vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k2" = "k3" = varjosta '"v5" Specialities in negotiations?iations? vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = "k3" = varjosta '"v1" '"v3" How to behave in negotiations? vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = "k2" = varjosta '"v1" How to use interpreters?etwork? p:kalmeeti polku aavaaKuva loppu negot\ kalmeeti buttonclick buttonclick 4polku kuva = & "negot\" & "kalmeeti" avaaKuva "loppu" backGround, 20 nokmeeti polku aavaaKuva loppu negot\ buttonclick buttonClick 4polku -- video = & "negot\" & "nokmeeti.avi" -- paikka = -- oikeaKulma = sivuVideo buttonclick kuva = avaaKuva "loppu" backGround, 20 oikeaKulma paikka sivuVideo kaldrink.avi polku video negot\ buttonClick buttonClick 4polku video = & "negot\" & "kaldrink.avi" paikka = oikeaKulma = sivuVideo .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave vasenNuoli p:kalmeeti kuvaNimi suljeKuva buttonclick nimi = backGround o= 44 buttonclick 4kysymys suljeKuva kuvaNimi = "iso" & '"vasenNuoli" buttonClick "p:kalmeeti" imimmimmim limimim mimimimm ii5h5ih5h5 ih3h5hi5h5 5hi5hi5h5h ih5h5ih5ih 5ih5hihi6h i6hih6ih6i 6hi6h6i6hi hihihih66h 6i6h6ih7Hi h6iHihiim D:D:D::D:D ::D::D:D:D :D;D:D;:D D:D:;D:;D: D;;D;D:;D: D;:D; ;;D:;::H7h h:<=?<=<=? <==<< ?==<= =<:7i ?=;8hm hD:?" *778h788: 78?D6m h--,, (+*7H7788: :8D?=im/0 -,*+?D6i 5i667H8H7 66H850hhmH i563mi56H5 h5i5655656 556566imm0 hD8HH 5656565h 65im5688:? ii3i6 5i6i6556 im5mm h8::Hi 5h53i m5i53?:hi imiihiih i33h35h i3i355i?D6 ,38:87 (66i35i56h 65h5355im5 mim35i35 -3m55 353535 5i63i53i3m immi53i53i 5?Dii i5i56 i53i5mi3m !#+/5mm h6i3355 imimim3?;6 #(05 i3i36553i3 3m323m3m3i 3im3i?:hm 057651((!" mi3mi2 !'&%%!"% mm3I m1120 ,0*mm m123II3 !%" 7m qmq2 II ,-,<D6 !#250+ ##"5<-3 mqN3IE*##! #"*+- <;hm h*#-+ &2156 1-('" 1I51-( 035:,& #*1210 01=;:%! +( &"" !"*:836-+' #!13:5m- qm0m28-& !"# 12<:83 <D6 "*25::3+(& I78m/*' 07,&"!! !%%&' ""(3532/2 ##! !"+ 25;:3+(&% ",77810 1107, !!#%& ""'5332/2 =;hm h ''" !%/3-23 ;5:(*&#"!" +17MM0mq mmq5,( ('('&&%#&% ,*+*'&" !=:im 3 %-' '*+-,,5887 :5''%"!" ! *0M731 ,mm0m03,(# ""!""#% &%%##%,112 33,//,*'+, %#" ?D6l h%*%# #&&#"&*#+1 8836:,(%"! !!"# &02662733, 0-2+' "##"#% '(('('&& %%#'(/0023 /,-0/0!! 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DD:D:hm (,?<mhiH 7H/h5h85D8 <<;<8 ;:88;76D8i ;8i<hihi :D7h6i6 ==<mi 76i:h6h =::8I: <;<:8DHDH 57iH63m *,:/, ;<Hmhm -D7m+6 H7i5hih3ih i-7m328( ihm3H5 (*H/m* ,h7ihmm :ih65m ihhih7hmil <:;8D<1 d763hmim5h mi7hi i3h76h iih8i7h7ih iD;:;86 i:hhi ililimli D88iH5H87h :h8d8:h,D6 6Dhm: hih-= /h:i8ihi mimhimhmhi 5i5i8h 8Hihi7Hh88 h8h7: :h:h7i5ihi mih7H H88ii67hi: 8d88DDhm7D ;<D88 8:76H5hi 5limh3mh3h DH6ihi7h:: D::86ih:;: d:Dii7 H;:;h8;HD: 0h:Di ,7H77H8H 86Hh6iim Hi6hhi3h6h h7ih8h1<H7 7h65himhml himil,Dih 5ihimhmimh hihi6h8h8h hmh6hD ihimhii h77h63 limilii5h6 hih8HiiHim i6hi5hmii :hi5hiih iimhihiih7 7hihiihiHi ih5ih milmimiimm imimi ihi3hmhiih 7hihh7i5 ::id7h ,hihi hihiihih ihihih h7hihihihi hih:d:DhD iD8DH: hierarchy vvarjosta varjosta leavePage varjosta '"v2x" HONESTY The honesty of the Finns is a virtue in the eyes of the Chinese. The Chinese think that Finns are usually trustworthy. Especially the northern Chinese like Finns because of their honesty, their low-key behaviour, and their directness. You hear northern Chinese say: "Finns mean what they say." The southern Chinese, however, regard Finns as similar to northern Chinese: "Finns are like the people from Shandong, they blurt out their feelings." Adhering strictly to the principle of honesty in social situations may be impolite in China, and it may even cause the Chinese to "lose face". Finns are not very good with "white lies", but in Asian society the harmony of a relationship is more important than the absolute truth. Very few manage to succeed in China by being their own honest selves in all circumstances. Finnish honesty is tested in numerous situations of business life. Negotiations often call for flexibility, and the actions behind the decisions are not always in accord with Finnish business practices. 2. COURTESY If someone does you a favour (renqing), it must always be returned (bao). If you do a favour, you can expect one in return. It can take years to create a good business relationship. The network of relationships must be cherished, and it does not work at all without small courtesies and discretion. You should continuously help out the Chinese, for instance by arranging seminars related to managerial and technical tasks and quality assurance. An enterprise with a desire to enter the Chinese market must have a strong background and a working infrastructure before starting business. The Chinese read a lot and value theoretical knowledge. You should not make generalizations or explain things in a shallow manner. It is no use going to China with less than adequate information about your line of business. The Chinese respect dignity, and therefore you should not put your friend or business partner in a situation where he or she might lose face in the eyes of others or be embarrassed. If your business Hierarchy kysymykset vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k2" = "k3" = varjosta '"v6" '"v4" The most important person?personerson vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = "k3" = varjosta '"v2x" What is politeness? vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = "k2" = varjosta '"v2x" What is modesty?preters?etwork? .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave kuvaNimi kysymys suljeKuva vastaus buttonclick nimi = o= 44 buttonclick 4kysymys suljeKuva kuvaNimi = "iso" & backGround sivu = "v2x" & "vastaus" curentPage false kysymys isov6 vastaus buttonclick buttonclick 4kysymys isOpen "vastaus" = '"isov6" backGround sivu = "v6" & curentPage .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave kuvaNimi kysymys suljeKuva vastaus buttonclick nimi = backGround o= 44 buttonclick 4kysymys suljeKuva kuvaNimi = "iso" & sivu = "v6" & "vastaus" :DD8DD 6(,'# @m8D:D ;;?;D= @@id7= `diD< ;;AEE D7::D@@D :<;::8@ =@@Ddd=; D?<;D<8::D <Di;;:7 hDD@@D@ DDh@@ ?3:Dd@ `=id; 7/1/+ii*+` ?6731**D Di-/@+ `@``@ ``@`@@ D:DDhim `@`@``@@ `@``@ ?<@@;d@@d @@`@<D@ @Dd@d @@`@``@@ @`@``@ @D?@Ddh `@``@`@ `@``@ ``@`` @``@`@ @`@``@@?@@ `@``@ `@`@@ *+-`@ @``@``@` D=@@? @``@`@ `@`@` ;H@@D ``@`@ D@@?@?D?@+ +@``@@` `@`@` @``@` `@`@` @:D@D@@`D@ `@@``@ @7i=D @``@`@ ``@`@ ``@``@ @`@`` @``@`@`` ``@`@``@`@ hd?`@ @`@`@``@= ``@`@`@ @?DDi ``@`@ @`@`@`@@< @``D< @`@`@`` @`@`@` `@`@`@@``@ @`@iD@d qmlml mlmlmm mmlqml 3Dd7ih i;h:hi D:d8h 8D;he Eh8:hm H:d8him d@D@D *iD7ihihi iD8dihh 8d;hi 8hidhhihi 8Dh7di -iD8d iihihiihi i:d8h7hih iD:d7 D8;dhihi iihihiih 8;h8hihiih eD88di ihhih h8diihi :d8dih hhihi h:h8hih ihiih iD8d8h iDhihehii ihihihi ihihihihih ihihi :d:hi hihiihih :hiihe H:dhih h:eheiih iihih ih6i2 D:di: ihihi Dh8D<301/0 h8hih ??:r-8 iihih :06Di iD8d:h Di:hihi =?D;i :DD:heh ihiihi h;eh:hih 8DD:d8 /h;h:ii ih:8him dhhii 8Dihii id:8dihi i:hihhi ihehii i;hihih h;hih hdihih ihihih hiihh ihihh dhihi hiihh The concept of face means a person's social picture of oneself, one's value in interaction. One can lose or save face, and face can also be given to someone, for example by thanking him in public. Saving face is important also in Western interaction. In a collectivistic society such as China, concern of others' face is extremely important. Face is closely connected with politeness, which is considered a virtue in China. Politeness is indicated in both verbal communication (such as selecting a form of addressing someone) and non-verbal communication (such as posture). Harmony is an essential part of politeness in China. A person who is in control of the rules of social interaction is keqi, or polite, modest, well-behaved, and maintains harmony. The Chinese have two expressions meaning face: lian and mianzi. Lian is closer to the Western notion of face as a physical entity. It can also refer to a person's character or general behaviour. Mei you lian ("has no face") can mean that the person in question is morally dubious. The expression Lian pi hou ("a face with thick skin") is used of a person who is not delicate and does not take into account the subtle hints given to him. Mianzi means first of all social prestige and status. For example, a person who does not have mianzi has not been successful in his life financially or professionally. In all interactions there are face-threatening situations. In language use this threat can be avoided in several ways. Indirectness is one such way. Indirect expressions give freedom to both the speaker and the listener, and ensure the saving of face. The mitigations and euphemisms used by the Chinese in their speech serve exactly this purpose. Certain situations, such as criticism or a negative answer, are especially threatening for face. One should be careful when criticizing or scolding the Chinese. Even businesslike remarks common in Western business practices, such as "there is an error in this calculation", can be taken as criticism by the Chinese. Facetious scolding remarks may cause a chill in relationships. Criticism should be presented in private and in a friendly manner. The Chinese tend to take criticism seriously, and even a relatively discreet remark is usually more than enough to make a point. The ground for criticism should be prepared with positive remarks such as "you have done a great job, but..." and end with a positive and encouraging statement, such as "I'm sure that next time you will be very careful." The Chinese often give answers that are positive in form but negative in content. These answers are puzzling to Westerners, but they are also connected to politeness and saving face. The Chinese strive to maintain a positive tone especially when conversing with people who are important to them.n conversing with people who are important to them. kysymykset vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k2" = varjosta '"v1" '"v4" What is "losing face"?? vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = varjosta '"v4" What is "giving face"? qmlml mlmlmm mmlqml 3Dd7ih i;h:hi D:d8h 8D;he Eh8:hm H:d8him d@D@D *iD7ihihi iD8dihh 8d;hi 8hidhhihi 8Dh7di -iD8d iihihiihi i:d8h7hih iD:d7 D8;dhihi iihihiih 8;h8hihiih eD88di ihhih h8diihi :d8dih hhihi h:h8hih ihiih iD8d8h iDhihehii ihihihi ihihihihih ihihi :d:hi hihiihih :hiihe H:dhih h:eheiih iihih ih6i2 D:di: ihihi Dh8D<301/0 h8hih ??:r-8 iihih :06Di iD8d:h Di:hihi =?D;i :DD:heh ihiihi h;eh:hih 8DD:d8 /h;h:ii ih:8him dhhii 8Dihii id:8dihi i:hihhi ihehii i;hihih h;hih hdihih ihihih hiihh ihihh dhihi hiihh gifts GIFTS The giving of gifts is believed to promote business. A prerequisite for good sales is often a healthy compensation, which is sometimes referred to as corruption. Even though the authorities are officially prohibited from accepting bribes, corruption in business is common. However, the customary giving of gifts is not considered corruption. It is an essential business practice and a friendly gesture. Consumer electronics manufactured in your own country, small artefacts, something from the tax-free shop at the airport are popular presents in China. Paid trips and visits to your own factories showing your production methods are commonly used as business gifts to Chinese visitors. In the same context it is suitable to arrange for a visit to some other important European centre and allocate some leisure time and maybe go shopping. Training programmes, international conferences, and seminars can also be valuable gifts and opportunities for the local staff. Presents turn into corruption only when the Chinese host demands for a personal monetary gift or some valuable artefact or benefit just before the signing of a deal or at a crucial phase of a business meeting. In trade negotiations you should remember that decisions are in most cases based on personal connections. These connections are established only with patience and friendliness. Presents are an essential part of this process......re an essential part of this process. based on personal connections. These connections are established only with patience and friendliness. Presents are an essential part of this process......................................................d only with patience and friendliness. 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A Chinese businessman hands you his card with both hands, with a bow. The text of the card should face the receiver so that it can be read it right away. You should not put the card in your pocket or drawer immediately. Rather, you should have a brief conversation about the information on the card. You should try and memorize the name on the card so that you can address the person by name during the conversation. It is advisable to have your own cards printed in Chinese, even though English is used in the negotiations. Chinese names consist of - family name = xing (always before the given name); and - given name = ming (one or two characters). In everyday life strangers use only surnames, titles or some term of address (such as Director Chen, Mrs Lee, Uncle Wang). Acquaintances use the xingming names, or use both surname and first name (such as Li Ming). The use of the word "comrade" stems from the Communist era, but in modern China it is used much less. Several terms of address that were previously regarded as "bourgeois" in the People's Republic, such as xiansheng (Mr) and xiaojie (Miss) are coming back into use. The Chinese are accustomed to using different names according to the situation and the person they are dealing with. Chinese who routinely deal with foreigners often have a foreign language first name, such as Andy or Caroline. Contrary to what Westerners may think, this is not an idealization of Western culture. It merely gives both the Chinese and the foreigners a natural setting to function in according to their own cultural rules. Westerners sometimes like to use first names soon after they have met someone. The Chinese, on the other hand, use the proper first name given by parents only among the closest family members. This is yet another example of the Chinese in- and out-groups, each with their own behavioural norms. The Chinese are very interested in their roots, and genealogies are popular reading among the Chinese..........e Chinese.ary emperor. Genealogies are popular reading among the Chinese.he Chinese. 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D=<<D;DD8d ;Dimmi35h6 =7875 =DED::D<5m i3l33h6 ?=??D<D<DD :D;@h @D=D<DDED: ::DD;D<D:: d;Dmm ?D:Dihi 7DD=D::8 H?D8di: e8hid8 ?:d:D;DD h:;D??< DD;DD<D; ;dh88h8: DD7DD;@De Dd8ehd;h; DiD?@@ @@;8i;8H ;D8:D?@ @`@`@@ <H=<DD;D87 7@;88HD D:di8D 1d<h7d::?? ;<DDi;:D D8@Di;hihe :DDih8D 2ii@D i:D=< D=;ihi hhD88 7?DDhi iiDd: <@=D8 mi7D@: ;7h8d8 ihD<d8 =D:<?=<:; D:ii??DD= =hi:D ?87D7? Dd8ehh :?DiiD::@ ?<D=D:ihh h8h8h8D D8he:ihii iihi8D 7:;:H;?; hiih6D;D;: <;;<H:H::8 H878D:8hi ih7ii:< ;8:H;8D8 H68H8 6i567i =<:;;: 8D;8h8D? quanxi vvarjosta varjosta leavePage varjosta '"v3x" P%H' 727@=@= kappaleet 1. GUANXI You cannot do business successfully in Asia without an operational network of personal relations, known as guanxi. Recommendations are important and many doors open only through them. Social interaction is very important for success. Business in China is based primarily on people and relations. Guanxi can also mean the internal network of an enterprise, translated loosely as "internal marketing" used to motivate the workers. The right kind of guanxi means punctual deliveries and good quality. Friendship and kinship are the basis for business relationships. Creating friendships and understanding your partner are ways of making the negotiations proceed in a positive atmosphere. The Western way of separating friendship from business is today still alien to most Chinese. Like many collectivistic cultures, China is a society of networks. Relations are part of Chinese life, and they are based on reciprocity. This is first learned in the family, then at school, at university and in working life. The use of guanxi in Chinese business is a natural way of operating in a society of networks. Relations are important in Western business as well, but the main difference between the business practices of China and the Western countries is the relative importance of guanxi in China and the benefits that come with it. Guanxi works very effectively in everyday life. You can arrange many things quickly with the help of family relations, your old classmates, or other connections. The installation of a telephone, obtaining a driver's license or a plane ticket are a breeze if you have guanxi. Quality control is not a problem, and deliveries are punctual. Banks give you credit with a low interest rate. If you know the right people you can easily cut through the red tape of officialdom. Guanxi may also open a back door to a large organization where it would be difficult to gain access otherwise. Naturally the favours are returned in a suitable manner at a suitable time. A working guanxi requires the constant nurturing of relations: keeping in touch, meeting in person, courtesy, and attention. Guanxi is not a guarantee of success, and not all things can be accomplished with it. However, guanxi is helpful with most things. The Chinese notions of relations and influence: Relations (guanxi) are social ties that increase influence and build the network of relationships. Favours (renqing) are a way of establishing relations, but the favours must be returned. Face (mianzi) means social honour that must not be tarnished. Reciprocity (bao) requires that favours are returned. Then concessions can be made, and guanxi increases. 2. RELATIONS The Chinese work environment appreciates close relationships. "In the workplace taking care of relationships is more important than work," say the Chinese. This does not mean that the Chinese belittle work; on the contrary, the Chinese are well known for their industriousness. In collectivist cultures such as the Chinese, people feel more dependent on each other than in individualist cultures like the Finnish. Studies indicate that Chinese managers allocate more time than Western managers to participating in social and family occasions, listening to the worries of their workers and their complaints about other workers. Good relationships help in many respects. The Chinese questions: "Where are you going?" and "Where are you coming from?" do not indicate curiosity, but are part of the Chinese code of politeness. The "social silence" of the Finns, keeping to themselves, respecting the privacy of others and a lack of initiative in communication is a part of the Finnish code of politeness. However, the Chinese may - at least in the early stages of an acquaintanceship or working relationship - interpret it as a lack of interest, selfishness, or coldness. In the opinion of Finns, the Chinese are hard to get feedback from. On the other hand the Chinese say that "the Finns are not interested in our opinions". This is also a question of different styles of communication and their interpretations, which are very culture-specific. If the parties do not know each other very well, humour and irony may prove fatal in intercultural communication. Finns communicate their togetherness with benignly ironic remarks, which are understood as such by other Finns. However, the Chinese often take them literally. There is a story of a Chinese agent who had worked hard to establish an agency and did not have time for a vacation. The agent was very offended because a Finn said: "Well, have your vacation next year!" instead of asking about his health or showing his gratitude in a more tangible manner....angible manner.about his health or showing his gratitude in a more tangible manner.time for a vacation. The agent was very offended because a Finn said: "Well, have your vacation next year!" instead of asking about his health or showing his gratitude in a more tangible manner..... offended because a Finn said: "Well, have your vacation next year!" instead of asking about his health or showing his gratitude in a more tangible manner.le manner. of asking about his health or showing his gratitude in a more tangible manner...stead of asking about his health or showing his gratitude in a more tangible manner.wing his gratitude in a more tangible manner. Guanxi kysymykset vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k2" = "k3" = varjosta '"v2" '"v4" What is guanxi? vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = "k3" = varjosta '"v1" '"v3x" How does guanxi work? vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = "k2" = varjosta '"v6" How to build up social networks?!! arpone1.avi oikeaKulma paikka quanx\ sivuVideo polku video buttonClick buttonClick 4polku video = & "quanx\" & "arpone1.avi" paikka = oikeaKulma = sivuVideo .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave soitaAani aaniNimi kuvaNimi kysymys suljeKuva isoV3x buttonclick nimi = o= 44 buttonclick 4kysymys suljeKuva aaniNimi = & "\" & kuvaNimi = "iso" & soitaAani '"isoV3x" .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave vasenNuoli kuvaNimi kysymys suljeKuva vastaus buttonclick nimi = backGround o= 44 buttonclick 4kysymys suljeKuva kuvaNimi = "iso" & '"vasenNuoli" sivu = "v6" & "vastaus" soitaAani quanx\ close aani status aani mode liisa7 buttonClick buttonClick 4polku callMCI("status aani mode") = = "quanx\" & "liisa7" soitaAani Pclose ihiihiih hiihiihihi ihiihiihii hiihiihiih iihihihiih iihiihiihi 5hihihihih 5h5hihihih ihihihihih D8D:D:D:D: D:D:D:D:D: D:D:D:D:D: :D::D::D:: D:D:D:D:D8 D::D:D:D:D ::D::D::;8 D:;:D::D ??<?? ?=?==?= ==8hm H6<=?? ??<6h i8HD<De8 m6=0 ::3- ,//-/ -//,u-/--0 H7i@<D8i0 "m6=0 ,/--/-- u/-/-,-01/ /-((- m 8;5q- -u,/0q/-/- +m:5 --/u-- ""!"" m6:!6=3 +-/-/ /m<"m?: #+-/- q1/0/q "'+--//q0 1q0q00/0// *6=* %-/1q11q1 q00q00//- q11q00/- ==, mm221 11q0/ Mm100 ;=m0??m<<3 50m56 5M5M3MM53M :,8=6 2m3687 76565M5M6M mM5Lm# 7:D::87667 mM3m6h1 hihdDDh 3D:m' 65m--/m766 DDihi /immi/,65 -:mim m//-/ *5mi ,0(m0m3 68853m0 hi8h:h8D mH55M m5m65-i(+? 8H;:i 5m3,m,1 =;=;;D?h 8D;87 88:8:? *#!((ii *&&( hmiHH8H8h iHHD3h6h hDmmi dhdd8 ?<:h 78;**mmhi ?=8h <((mmh /77++ h7iimD DiiDiihi 87DD8m (+mmil hmii68DDi (m*(mq 5DDmhi miim8: /*7'(m- ih@Dh mhhih8h: ih8hih DmH<m, hh:d8h m8h5h :6m## hhihi iihih 20m## ?<Di #,6 " " ?<7i 5<m 3;/ ?<Dh ?<:i ?<:h " ?<Di &&# 3i( 5i( ;D:D:@:h DD<ih8D6 8h8hi=mD iiD:; mDDdD ihie7hm 5iih- D8:h:ii :DD7D8iD5 d8DD:DHi 7D:8hh5 hDihh7i hH:hm H7Him iHDD7hm iHD8h6hi hdhih ih8d: ihHDDd id;Di mihDdd ihih: mmhihih: 1i7DD:i 226D;dhih ii8him lihiDD8 :D37HH::D8 mii8ii7 D:88HH8HDH 8Him33H i77m-% ih7h7H7H7h 8H7H7H5H7H 7H7H8H7H6H 6H7H8H7H8H 88H8H8h:H8 7H6H6H7H8H 8H8H88H8H8 :H8H7D8H8: H7D8H8H88H 8H88H8D7hi m=<<? =;<=;<?=; =;<=?;<; ;?=?? <=?==<:< ?=;<;<=<<= =<<=;:<=;; ;<<;< #m3H5 +q,' ,:D;6ii =:8?==:5=H DD:D5h /<;<;H (+/8Hm, H::<<::D <Dd`` <:<D;< /Hi`d =::D;;D '=/q: <D:8= ;=;8? @@=@@D@ <m6D;H D<;;=<<;H =D<D:i ;m3D<HH :<<;::q ?@6i3l ;mL;;8D' :D<:D<H:8 @?@@iH635 ;m5H:: mhD@?@di3 mLM5m8` */<?H m3:D7D< 687H8:86- mim/i@ ;ml:: 3553m d??@@` ;m3:H:D;H ;ml:; DD<Dm i?DD@ ;m3HDHDH; @<dDd@ 8;::D:D<6 ?H68: H:D88:H @iDddi D7H8HDH;D5 ``hD`` ;mm8HH7 H88H:H;D D?DDh5 id`dm+ 8/mH7 5HHDH7H<H ;@@575 :hH7H7H8HD D=7H:Hm 08QD` m8H3hH7H7D mH7lmH h7H:8HHD 3H:<Hm mD<?:l :H::;:H::H 6H6H6:H:;3 mm-m0M< mH7hm3h 36H:DHD;;: H8H6H6H8D8 m5H3m h33l5H:8:H H8H6H7H6H: :H8<7 `DH85 :hmmhHh3 :;H8H6H8H6 HH86H lH3Hh6 H8;H;8HH8H 8H8:8H7: /-0,-m 3h55HH8D< HH:88:H7H: ;-mH:Hdih hHH6H<H;8; D:H:H88;;8 6D:dhmiHD: H<<D:H :H:=D:;, :mmH:HD8H H8:;;D;H8D H:7H8H:< D<D<;H=<< :mm58H hH8lhlD=:D D;H=;H 8i;Dd;8h 3imihmqmD= <D;D<HH<H d`dd`d; H;HD<?3 hm``; m3imii mlH?<<;D:D H<D;H; 5mliihiH=D <<D<D;=D iqm5mq h@;?: 5imH7HHD D;<== 3H78HHD7D: ;??D<==D== ==?== HHml:h D8H6h8 h@`D0 m-/,, ;=8D8;ed =@@dh8D 76D?:7d`d mm5mh` h8DHi HD?D<DD =<=??:ii D=D<= D=D=Di D@??<H @@DD= ?@e;D:=D <ml3?@D ?<D@?D;@= @=@dD@@d@@ dd@@`dh7i ?8hH<D =?D?@ ?@@<D d@@`@d ;mml?@D@ @??Dl5D= =??=7 D@@==mhD?? :H88H:H<<= mm?@D@ ?@??5lH =?=?m ??Dm3D HD8hi <??=<;::H :8:8H<;< ?@?@?< ;mmh=@D@?@ ??=HhH hHHdheh ::8H8; <=<H:88H: ::D=< ;mmH?@D@ =??H3D?= 0:H:H:;8L; <<;::8H88H 8:D;<D 6@?DD =HH??=?= 8:L;L;: :;L;<;; 88:8:;; <mmh? =??=D; H;;:8H:<L< L;L:H::;L: D:;:H;;H<; ;:L:L;:: :8:HH<<;H: D<;;D;8H;< =lmH@? 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(H;5* 68:88H =L*5H<;H;H ;8'mD: D<;H;;H:D =;:7H55D H78H:H 8::H;H=;;H <H<;H::H:8 ;H;H:8: 8;H=?@? ??=?==<D< ;<H;<:;;H; <H:;:: :;<<;:8 H:7*Hq* <H;?=? ?@??= <D;<D:;D<D <D;<;D;;H; <D;;<H;;H; H:H;H;::;H mm7D7*M7;= <<H:<< :;;::;8:< <<;H<;:8:; ;H;H::M ?=?=??=? ?==??==<== ;<;;:;; *,Q,m5M1-2 ?==m+**+ ++Q0M-*+,+ */1r3I55/q 00M-++*+*0 0/MIM82/7M @dDD; **+*-M3/ M/05II87/M @<;<@D-**+ 0M,+*+*,1/ M5M67:M186 @@?D@D;D +**+q++**+ rq025677;8 @DdD:D@ h+*+*+*+r/ ,/0M6M788; ++*+* ,0M+** ,/M2266M1- hd:d: /+,-+ ,*,/12M:71 hedd,*+**+ +*++*+**,, -q1M8:Q/@D ddhddhdd 2**,/--17: /,280D ddidd*+* +*++*5 mM@@d d+**+ 30,3@D` @`dd`dd dhdidd dh``/+m6 dd`@d D@@D@ @DD@D@h DDd@D dDdhdh ``dd@ @@``D@ ,,:<" ?27@8ii' 6<"D@ --!*-/:6Dd #/+6D<=:E: !#'*+,-1/ +(6` '+(,-/1 "%(//#! i=id@ <hDDdd dDD?@D d@@?? =<;=@ resources SOURCES OF INFORMATION As trade with China increases, obtaining background information becomes more and more important. When the Chinese ask for directions, they do not trust the first answer they get. They ask three times, and determine the right direction from the answers. Different answers are not necessarily wrong - they might mean an old route or a detour. The situation is exactly the same with sources of information relating to China. Information from different sources is not necessarily right or wrong, it has merely been processed in different ways. Information obtained from ministries or from a Chinese embassy is not not always up-to-date, because China does not have the resources to provide its foreign representatives with the latest information. China is changing so quickly that the embassy staff who seldom visit their home country cannot keep up with events. They cannot always see their country as a foreign visitor does, so only when you actually go to China do you become aware of many rules and regulations, which vary from one region to another. Your country's embassy in China will help you out initially. When asking for information, you must keep in mind that the embassy staff are not necessarily experts in your field. However, they are qualified to give you basic information about China and Chinese business. The ministries in China do not have data banks or information services. A few ministries have special services, but they are not available to the general public. The information from the Ministry of Finance is dependable, since it cooperates with the World Bank. The ministries often get inaccurate data from the provinces. The official Chinese news agency is called Xinhua, and it has offices in the centre of Beijing and elsewhere. Xinhua has a vast archive of photographs where you can find material relating to the past and present of China. You can find Chinese representatives of your own field at trade fairs. The fairs exhibit material that would otherwise be difficult to obtain. Those who have lived long enough in China know that it is very important to get in touch with colleagues, because it is difficult for one person to gather all the various necessary bits and pieces of information. Informal conversations at lunch or at dinner may give some interesting information. Personal connections (guanxi) can be very helpful. If you meet an important Chinese official, you usually get a straight answer to even very difficult questions if you only have the nerve to ask. The Hong Kong press covers China in English, and you can easily find information about China in the publications and data banks of the Hong Kong Trade Development Council. Many banks and accounting agencies regularly publish material relating to investment and taxation in China. Almost all newspapers in China are printed in Chinese, but China Daily is an English-language newspaper. There are many English-language journals in Hong Kong that paint a reasonably realistic picture of China. Xinhua also publishes a daily news bulletin, which you can subscribe to on your fax machine. Statistics: World Bank Asia Development Bank International Monetary Fund Chinese ministries Chinese customs offices The State Statistics Bureau of China Publications: Almanac of China's Foreign Economic Relations and Trade (MOFTEC = Ministry of Foreign Trade and Economic Cooperation) The China Investment Guide (China International Economic Consultants) China Trade Report (Far Eastern Economic Review) Country Reports of The Economist Intelligence Unit (EIU) Periodicals: Far Eastern Economic Review (Hong Kong) China Economic News (Hong Kong) China News Analyses (Hong Kong) Newspapers: China Daily (China) South China Morning Post (Hong Kong) The Asian Wall Street Journal Sources: Kauppalehti, Finnish Foreign Trade Association Resources *(**( ++,-- /--,,+ *((*(*(( *((*(**(*( *(*(*(*( !!"!" *(*(**( *((*(*(**( ((*(*(*( *((*( %#%#%# *(**(*(** ++*++ ""!"## *(*(( ,,-/- "!""# ! !!"#"# //-+** *(*(**+( /233i2i3i2 0-+*(*((*+ /2ii35i335 531/,+*+// -+**(*( im53--,- 5i3im5i3i3 i3i10121-, 30,,/ mii3i53i53 i553i53i1- mim3i i3i53i55i5 3i53i3i1,( *(*(( ,,-,--/= 35i355i353 ,,--/0/= ,-3i3 i55i5i335i 52/--,+(** ,,-//-? mii53i535i i553ii5i35 i221/+(** **+,,--= 1-/353i53i 355i33i552 -/3i3i5i i3ii36i5i3 352-*(*(*( i35i355ii3 35353i3m/* -0mi3i 3i53i 3i55i3i5i5 i50+*(*((* (*++, /-i5i3 i3i5i53i5i 55353i5353 i51,**( //i35i3 i5i35i i3i3553i33 /,*(* 35i5i35i5 i35i5i2i5i 5i55i55m1, **(*((**+ ,-i3i53i3 33533i30 (*(**++,-, +-i3mi53i5 533i53300i 53ii53ii55 m/(*(**(*+ +,-,= 33ii3ii35i i//33 3553351-+* +,,-,= 3i35i3i55 i55i33//2i 5ii3i35ii3 /--// miimii 3i53i53i5i 3/-i3i53 i553532- +,,-,= mmimi -mi3i55m i53i53i3-- 23i5i53553 353i3/*(** miimi *(**-3 3ii3i35i33 --13i535i3 55i3i350+ mmim2 mim3ii mi3i55i55i 5i351-,1i3 5i535i53 30++** i33mim m3imimii ii3mi5 5i533ii1,- 033i53i i353i1, +,+,,= 32mi3imiim iimii3i 3i33ii55i1 ,,/i53i3i mimm3 imiimi /imi5i3i i35i351,-/ 33i332i335 5i35i0 mimimim mimmi 5iim5ii 3iim5i353 i5i32/-/2i 3510mii335 5m63/++ miimim33mi mi3mi3i3mi 3i3ii53ii2 --025i3 i53i53i3i2 imimi imiimi3ii3 mi5mimi3 /mmii33i5 3i55i2/013 i3i,*,2i35 3i53531-+, iim5iim3i3 mi3ii3imi i3i3i5i3i2 //2i3i0+*( /35i355i35 i2/-+-,= mimimimimi 3im5imi3im 3imimi mii3i3i 535i53/-mi 55/*((*0i5 5i35i35531 mimiimmi3 iimmi3 ii55i0+/3i 35i5i661-, miimi3 3mii3imi i5i2*(-0 *(('*-i553 6i6310= mimmiimiim mi3iimimi3 im335i5ii6 '('*1i i5i676i2? immim mim3im miimim iimii35i67 i7i+*,1 ,355i 67i53D 33iim 5mimii3 i5i66i776i &%(,i56i55 i6i6i5= imimim imimi3ii3m imii56i7 e77:711 imiimimim mii667868 2i6ii 677i6i= iimmiimiim 2imimimim 5ii6h6i6 h7idiieihi 3ii66i7653 mmimmi3im miimimimi mi5i5 &(-i7ii 77ii5D mimiim eeiih (/57i miimim5imi edeie 7i5i= imii3 miimimi +i57i mi53ii5i 3mimiimim iimi3iim *0i76 i35ii m3iimi 77im? mim3hi7ii miimi /i75i hii5i3 i5mii 5iimiimmii ,/i5i= ii55iimiim i77ii5i i88i7ii5ii ie887i5imi i8:887 7i5iim id887e7 ihi-,D :;D:8e76 ieiiD887i id:88 i:ii/< 8hiim i;:i3 i7im/ 88i3D d::ii? ;8:73= D:;<:8 :A<;ed 8E;:7i= E<;E;e ;:A<;A:A<8 ;:ii? ;;:87ii2 A<<== ;;::;E875= e:DE: 8:73i ?=<=<=<;:: 887i= E:88i7im 8DA=<==?=? <==<; ;D;:e8765i ;<:<==?= =?==<;::E: ie<E: 887i3i e@<==??== =<<;; ie<;8E :7i6ii i;;<= hD8E:8i 77iim ?=<<=;::8: eEED;887i5 =??=?=<=< =<;::786i= eD;;E:8875 =?==<;:: D86i= iiDEE;:8 87i5im31, ;:8E86i< ie;E; i8i5imim e;A== <::;:8im< :;E88 EdeDA;< ?=?== :;E87i0; 7i55imi3 *+/ii8 A:;A;;E8A <?=??=?=<; ;::8:7m ihE;E; :e87i5iimi mi87:: ;A<<;< ==?=??=<< ;;::8i 7i5imi <;;E:88i- miimii 877ii3im 8870- 22i53 8:8:; ;::8877i 87E8::;; 887i0,+ E88::;;:; :88:: 7865m- 778776553i 667655 ^ ^ ^ ' cooperation vvarjosta varjosta leavePage varjosta '"v3x" kappaleet 1. FORMS OF CO-OPERATION There are three ways to invest in China: 1) An equity joint venture with your Chinese business partner. Both invest capital, technology, and other realty. 2) Contract-based joint ventures. The foreign company is a minor shareholder, and the Chinese company is the coordinator and responsible for the operations. 3) Companies wholly owned by foreign investors. Foreign investors have had varied experiences with the Chinese, and some of them advise to be careful. The main reasons for that: - the uncertain political climate; - shortcomings in legislation and complicated trading procedures; - bureaucracy; - a weak infrastructure in some areas; - the extensive paperwork required; - surprising breaks in negotiations; - surprising changes in directions and procedures relating to economy and trade. China is presently changing the legislation to meet the requirements of a modern society, largely because of China's wish to enter the World Trade Union. 2. PRINCIPLES OF SUCCESS Chinese businessmen adhere to the old principle: "Seize the opportunity!" When a suitable moment for making a deal comes along, there is no time to hesitate. The basic elements of a successful enterprise are relations, the right partners, patience, and money. The Chinese value presence and continuity. Carefully choose the employees who will be working in China. The circumstances are very different there. Operations in China should be planned well before execution. Good handling of public relations is important in the Chinese market. The inevitable negotiations with authorities require a great deal of flexibility. It is advisable to find a Chinese ally who has relations that help in solving difficult problems. Good problem-solving skills are essential. Some things are simply non-negotiable for the Chinese. Once you have started doing business, a great deal of patience is required. Try to sell the Chinese only products that they really need. s that they really need. Co-operation kysymykset vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k2" = varjosta '"v3x" Joint ventures in China. vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = varjosta '"v1" Management of joint ventures. .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave soitaAani aaniNimi kuvaNimi kysymys suljeKuva isoV3x buttonclick nimi = o= 44 buttonclick 4kysymys suljeKuva aaniNimi = & "\" & kuvaNimi = "iso" & '"isoV3x" soitaAani *,Q,m5M1-2 ?==m+**+ ++Q0M-*+,+ */1r3I55/q 00M-++*+*0 0/MIM82/7M @dDD; **+*-M3/ M/05II87/M @<;<@D-**+ 0M,+*+*,1/ M5M67:M186 @@?D@D;D +**+q++**+ rq025677;8 @DdD:D@ h+*+*+*+r/ ,/0M6M788; ++*+* ,0M+** ,/M2266M1- hd:d: /+,-+ ,*,/12M:71 hedd,*+**+ +*++*+**,, -q1M8:Q/@D ddhddhdd 2**,/--17: /,280D ddidd*+* +*++*5 mM@@d d+**+ 30,3@D` @`dd`dd dhdidd dh``/+m6 dd`@d D@@D@ @DD@D@h DDd@D dDdhdh ``dd@ @@``D@ ,,:<" ?27@8ii' 6<"D@ --!*-/:6Dd #/+6D<=:E: !#'*+,-1/ +(6` '+(,-/1 "%(//#! i=id@ <hDDdd dDD?@D d@@?? =<;=@ ````` ````` contracts vvarjosta varjosta leavePage varjosta '"v1x" CONTRACTS Before negotiations you should prepare your strategy well and make detailed plans about your goals and your pricing policies. Commercial and technical negotiations should be separated. It is advisable to aim for mutual benefits and settle on prices. Quotes should allow for some latitude, and you should have a backup plan in case of surprising turns in the negotiations. You should make suggestions in a constructive manner, because excessive demands often end the negotiations. Keep accurate records of the negotiations, since the Chinese have a good memory. Questions and answers should be brief and to the point. You may be able to save your partner's face by making apparent concessions. When drawing up contracts it is important to know what you want. Many foreign enterpreneurs who have spent a long time in China know how difficult business can sometimes be. Professional lawyers are often required because of the following problems: - Patent laws are violated. - Chinese parties break contracts. - The Chinese attempt to get extra commissions. - "Back door contracts" are made. - The laws are complicated, and many Chinese businessmen are traditionally not very law-abiding. - Western enterpreneurs have tried to obtain tax relaxations on false grounds. - The Chinese want immediate technology exchanges but are not prepared to pay for them. - Trading customs are different in the East. - The authorities are not always neutral. - The Chinese have not always paid their bills. - The Chinese want to make money, but they do not always meet their obligations. The best policy is to create long-term relationships and use them to make contracts. The adjustment to Chinese business life is easier if you train your staff to honor the local customs. Contracts vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k2" = "k3" = varjosta '"v1x" Significance of contracts vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = "k3" = varjosta '"v1x" Qualification of contracts vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = "k2" = varjosta '"v1x" Special considerations .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave soitaAani aaniNimi kuvaNimi isoV1x kysymys suljeKuva buttonclick nimi = o= 44 buttonclick 4kysymys suljeKuva aaniNimi = & "\" & kuvaNimi = "iso" & '"isoV1x" soitaAani ;;5H7H5 D?D?DD? 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MARKETING AND ADVERTISING The Chinese consumer market has quickly opened to foreign companies. The consumption and the production of over a billion people are enormous. The tried and tested tools of marketing and advertising have been brought over to China. There are, however, several cultural, economic, and historical facts to take into account in marketing. The Chinese are very quality-conscious and want only the best. Many Chinese are also prepared to pay for it. If you aim at the consumer market, you should make your products familiar and convince your Chinese business partner that the products represented or marketed are competitive. Marketing should present the know-how, the products, and the quality of your business in a way that distinguishes them from your competitors. Consumer advertising is cheap in China, although joint ventures will have to pay twice as much as Chinese competitors to get to the Chinese media. Totally foreign enterprises are charged many times the domestic prices. Therefore it is cost-effective to utilize a Chinese agent and local marketing and advertising expertise. Department stores are a significant factor in retail sales. Business-to-business marketing and going to trade fairs are the best solutions for companies that are marketing investment commodities. There are several fairs covering a large number of areas. The most important fairs are the large semi-annual fair in Canton and the fairs at the Beijing Fair Centre. Trade fairs are a cost-effective way to enter the Chinese market. The Chinese Foreign Trade Council (CCIPT) and its provincial departments also arrange fairs. Companies can arrange technical seminars and invite representatives of their customers, teachers of institutes of higher education, and civil servants of the ministries. A successful exhibit requires good preparation, interpreters, and Chinese-language marketing material. Direct mail advertising in the Western style will not work in China, because address databases are not readily available. Buying decisions are made on the basis of personal connections, and therefore it is very important to aim the marketing directly at the decision-makers. The most important advertising medium is television. Despite the rapid inflation, the cost of television advertising is hundreds of times cheaper in China than in the United States or in Hong Kong. However, the Chinese are often unpredictable. They are not suspicious of advertising, and their brand loyalty is not very high. The Chinese television audience is being rapidly inundated with overacted family series and commercials for washing powder, chocolate, and cosmetics, which have replaced the communist speeches. Most of the commercials are domestic, with some made in Hong Kong or Taiwan and dubbed in Chinese. Despite the increasing advertising not many Chinese can afford name brand products. Western consumer products are 10-20% more expensive than equivalent Chinese products. The rise in income is leveling the demand. Some problems related to the Chinese market: - Market research cannot yet predict the behaviour of the consumers. - Marketing and advertising are regionally bound: what works in Beijing will not work in Shanghai. - There are very few well-trained Chinese managers. Before starting business you should carefully investigate licenses, import permits, and patent, copyright, and trademark regulations. The Chinese tend to trust advertising. They view commercials with as much seriousness as the news, and on the commercial channels news and commercials do indeed alternate. Even though in China there is only one television set for every eight people, city dwellers watch as much television as Western people. Many people are getting wealthy enough to buy consumer goods, which is naturally of interest to advertisers. Brand name products such as Coca-Cola, Marlboro, Rolex, and Panasonic have captured the market. Tsingtao beer is the only genuinely Chinese brand name that is recognized in the West. Mercedes-Benz is already the market leader for cars, despite the fact that their marketing campaign was launched only recently. There are tens of thousands of advertising agencies in the large cities. Most of them have been established in the last two or three years. Their output still has a rather homespun appearance, but the quality is improving all the time. Marketing vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k2" = varjosta '"v1x" Introducing your company vvarjosta kysymys suljeKuva suljeAani buttonclick buttonclick 4kysymys suljeAani suljeKuva "k1" = varjosta '"v1x" Considerations for advertising .&+ +E .&+ +E mouseEnter .&+ +E mouseLeave soitaAani aaniNimi kuvaNimi isoV1x kysymys suljeKuva buttonclick nimi = o= 44 buttonclick 4kysymys suljeKuva aaniNimi = & "\" & kuvaNimi = "iso" & '"isoV1x" soitaAani ;;5H7H5 D?D?DD? D=<<D;DD8d ;Dimmi35h6 =7875 =DED::D<5m i3l33h6 ?=??D<D<DD :D;@h @D=D<DDED: ::DD;D<D:: d;Dmm ?D:Dihi 7DD=D::8 H?D8di: e8hid8 ?:d:D;DD h:;D??< DD;DD<D; ;dh88h8: DD7DD;@De Dd8ehd;h; DiD?@@ @@;8i;8H ;D8:D?@ @`@`@@ <H=<DD;D87 7@;88HD D:di8D 1d<h7d::?? ;<DDi;:D D8@Di;hihe :DDih8D 2ii@D i:D=< D=;ihi hhD88 7?DDhi iiDd: <@=D8 mi7D@: ;7h8d8 ihD<d8 =D:<?=<:; D:ii??DD= =hi:D ?87D7? 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ASIAN COMMUNICATION Asians have never been a homogenous group with a strong feeling of togetherness. Nor do there exist unified norms of behaviour, or communication. From a European point of view, however, certain features in communication can be identified as being "Panasiatic" and thus reflecting the values of Asian societies. Asian cultures tend to be more collectivist than European ones. This shows, for instance, in the role in-groups, networks, and relationships play in human interaction, and the ways these relationships are nurtured in communication. Face-saving strategies, politeness, and indirectness are paramount when people are dependent on each other in collectivist societies. Directness and open expression of opinions are characteristic of Western individualist societies. Asians tend to have a hierarchical social structure: each person has his or her fixed role, such as mother or father, employer or employee. Western cultures are, at least in the Northern hemisphere, more egalitarian, and social roles may be interchangeable. It should be noted, however, that cultures are dynamic. Behavioral patterns are rapidly changing in China along with increasing industrialization and internationalization towards a more individualist orientation. Instead of the expected traditional modesty, young Chinese may state their preferences clearly, and as recent studies have shown, even openly disagree with their parents, something which a few decades ago was unthinkable in Chinese societies. Cultural factors in East and Southeast Asian communication: - networks, relationships; - interdependency and reciprocity; - loyalty to family and other in-groups; - hierarchy: respect for authority and elders; male/female roles; - harmony, face-saving, indirectness. 2. RELATIONS The Chinese work environment appreciates close relationships. "In the workplace taking care of relationships is more important than work," say the Chinese. This does not mean that the Chinese belittle work; on the contrary, the Chinese are well known for their industriousness. In collectivistic cultures, such as the Chinese, people feel more dependent on each other than in individualist cultures like the Finnish. Studies indicate that Chinese managers allocate more time than Western managers to participating in social and family occasions, listening to the worries of their workers and their complaints about the workers. Good relationships help in many respects. The Chinese questions: "Where are you going?" and "Where are you coming from?" do not indicate curiosity, but are part of the Chinese code of politeness, which emphasizes showing concern for another person. The "social silence" of the Finns, keeping to themselves, respecting the privacy of others and a lack of initiative in communication is a part of the Finnish code of politeness. However, the Chinese may - at least in the early stages of an acquaintance or working relationship - interpret it as a lack of interest, selfishness, or coldness. In the opinion of Finns, the Chinese are hard to get feedback from. On the other hand, the Chinese say that "the Finns are not interested in our opinions". This is also a question of different styles of communication and their interpretations, which are very culture-specific. If the parties do not know each other very well, humour and irony may prove fatal in intercultural communication. Finns communicate their togetherness with ironic remarks, which are understood as such by other Finns. However, the Chinese often take them literally. There is a story of a Chinese agent who had worked hard to establish an agency and did not have time for a vacation. The agent was very offended because a Finn said: "Well, have your vacation next year!" instead of asking about his health or showing his gratitude in a more tangible manner. 3. EFFECTIVE PRESENTATION FOR THE CHINESE Chinese in the People's Republic of China sometimes have difficulties in understanding spoken English, particularly when uttered by non-native speakers of English. However, they seldom interrupt the speaker, ask for clarification, or criticize him or her in public. The verbal feedback from the Chinese, if there is any, regarding the presentation may not always reveal the problematic issues. Also, the nonverbal communication of the Chinese is often difficult for foreigners to interpret. In order to facilitate communication, the speakers should be culturally well prepared and make efforts to adjust their presentation according to the audience. In most cases, this will amount to a reworking of the company's presentation material for the Chinese market. Some guidelines for presentations: - Use pictures and graphs. - Use colour. - Do not use multilingual text. Use only English, preferably with Chinese characters for the central terms. - Use big letters and characters. - Check that appropriate measurements and currencies are being used. - In oral presentations, write down the most important points. - Repeat the points you want to emphasize. - Distribute printed copies of the most relevant issues of your presentation. - Use examples. - Use simple language and short sentences. - Speak slowly unless you are not absolutely sure that the audience can follow you at your normal speed. - Articulate clearly: pay special attention to mouth movements. - Maintain eye contact with the audience. - Keep your presentations short. If longer presentations are needed, allow for short breaks. 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TRADING Even though China has a long history, its market economy is just a couple of decades old. Patience is required when establishing business relationships with the Chinese. While the customs that permeate everyday life are sometimes thousands of years old, since 1949 the Chinese have had to transform their ideological grounds first from Confucianism to Maoism, and then on to a market economy. Personal relations make economic life go round. Achieving mutual trust, respect, and even friendship in a certain sense are very significant. It is also important to adjust to the culture. Succeeding in China is not easy, nor is it cheap. For a beginner China is the wrong place to start a business. Inflation and the changes in society create risks. In China the authorities have a much more important role in business than in the Western countries. Politics and economy are always mixed together. The Chinese system is hierarchical, so you should choose your partner according to the scale of the business operations. Smaller projects should be presented to the local authorities, larger projects to the provincial administration, and those regarding the whole of China should be taken to Beijing. 2. CHINESE TRADING HISTORY China has always been an isolated country. Previously it was frequently threatened by northern nomads, and the Mongols conquered it in the 13th century. Gradually foreign trade became an imperial privilege, and caravans travelled along the Silk Road for 1,500 years. Expeditions were dispatched to Tibet, Annam, Korea, and Japan. Merchants had to wear distinctive clothing, including a white turban. They could not own any land, and they were not eligible for public office. They sought shelter with influential families, and thus the importance of relations (guanxi) began to grow. For a thousand years relations have been central in creating business and trading relationships. During the Song Dynasty (960-1279) foreign trade expanded. Merchant ships sailed to the Malay Peninsula and to Korea. The Mongol ruler, Kubla Khan, tried to invade Japan with the help of a merchant fleet, but failed when a typhoon destroyed the ships. Metal, especially copper, became a currency. The Emperor banned the exporting of copper, and the merchants established warehouses for copper and other metals. As proof of their control of a metal repository they were given a paper document. Thus paper money and the first banks were born. Along with the Buddhists developed the trade in religious items, such as medicine, drugs, and incense. Cities began to develop into centres of communication and commerce. In the 16th century China was viewed as a treasure trove of luxury items, such as silk, tea, and handicraft products. Today the situation is quite different, as China has become one of the world's largest consumer markets. Western companies are building their manufacturing processes around this market. Coca-Cola, Nokia Mobile Phones and German cars are already quite prominent in the streets of Beijing and Shanghai. For centuries the Chinese have regarded Westerners as barbarians. When the first Portuguese entered Chinese waters, they were received as smugglers and pirates. The Chinese would not allow the Europeans to carry firearms when they went ashore. The Portuguese built a fort on the coast, which later developed into the city of Macao. They acted as mediators between the Chinese and the Japanese, trading porcelain and silk for Japanese silver. The Manchu rulers conquered China in 1644 and shut the door to the country on Europeans even tighter. Only the sailing vessels of the British East India Company managed to open trade routes into China. The place where the British and the gonghang merchant houses authorised by China began trading was called Hong Kong. Both British importers and Chinese enterpreneurs made fortunes with opium, which had been employed as a currency by the British. The distribution network of opium was so vast it eventually got out of control. After many disputes and negotiations the phase in Chinese history in the 1840s known as the Opium War ended with the Treaty of Nanjing. Great Britain established trade routes to China, and the Chinese began to study Western trading methods. In the beginning of the 20th century, the merchants faced exploitation, war, and extortion. Thousands of them had to flee to the United States and Russia. The Sino-Japanese war, the Chinese Civil War, and the Second World War that lead to the Communist take-over caused unstable circumstances in China for several decades. Only the backing from the Soviet Union in industrial investments helped to develop trade between the communist countries. Other foreign trade concentrated in Guangzhou as it had done traditionally. At the annual Canton Trade Fair, buyers and sellers could meet under the control of the central government. The opening of doors to the rest of the world brought radical changes to China's foreign trade. The state-controlled enterprises got to keep one fifth of their profits to develop their production. Counties, ministries, and factories began to actively seek foreign contacts. Promotion of exports was backed financially, and some enterprises could even trade directly with foreign companies. The Bank of China backed the central government's actions financially. In 1980 China became a member of the World Bank and the International Monetary Fund. The Chinese are known as the best merchants in the world. Today they are developing their trade with special economic zones, such as the Guangzhou special economic zone built right next to Hong Kong and Fujian near Taiwan. 3. CHINESE FOREIGN TRADE ORGANISATIONS China's foreign trade organisations are divided into three units: MOFTEC, CCPIT, and SAIC. MOFTEC China's MOFTEC, or Ministry of Foreign Trade and Economic Co-operation, is a government-controlled entity that - plans economic policy; - organises trade negotiations between states; - enacts legislation on foreign trade; - regulates trade (import and export licenses, quotas and tariffs) - supervises the trade missions established in China by foreign enterprises. The Foreign Trade Corporations that operate under the control of MOFTEC - have responsibilities divided on the basis of commodities; - are central to China's foreign trade, but losing their monopoly; - work towards the foreign trade goals of their own sector; - are now profit-driven; - are less dependent on the central government than before; - are in some cases the only alternative when looking for a Chinese business partner. The local subsidiaries of the import and export corporations are located in the provinces, cities, and autonomous areas. As a result of decreased central administration, all the organisations have a lot of freedom in decision-making with regard to their own sector. Regional foreign trade organisations direct and control foreign trade in their region. They enforce the laws and regulations in enterprises, grant import and export licenses and quotas under authorisation from MOFTEC, and approve and control the trade missions of foreign enterprises in their region. China's Council for the Promotion of International Trade (CCPIT) - promotes and organises the development of trade and technology transfer between China and other countries; - helps foreign enterprises to organise fairs and trade shows; - acts as a mediator in economic and commercial debates; - the CCPIT trademark registration office helps companies find trademarks; - the information department helps in finding contacts in China and arranging negotiations. The State Administration of Industry and Commerce (SAIC) SAIC is a government-controlled organisation operating in all provinces that - guides all commercial and industrial companies operating in China and controls the market; - controls the registration of companies and issues regarding advertising and trademarks; - grants the compulsory licenses required from foreign enterprises to do business in China. The regional level and private enterprises have increased decision-making power. Those companies that have foreign trade rights can operate with foreign companies directly outside the corporation. However, Beijing still has a say in large projects and in important investment areas..nt investment areas.ojects and in important investment areas.d in important investment areas. Trade 1,4,12 ````` ````` values 1,13,18 kappaleet `3001. THE CHINESE MOSAIC From an outsider's point of view, China and Chinese culture may seem fairly homogenous, and all Chinese may seem very similar to each other. In reality, China is like a mosaic, consisting of pieces that are very different from each other. Some of the cultural factors that affect business are regional differences, the differences between rural and urban culture, and the differences between generations of Chinese. These factors are important in interaction between foreigners and the Chinese, but also in interaction between the Chinese themselves. Relatively little attention has been paid to the regional differences in China. The country is large in area and has many nationalities. The differences in living habits, language, and behaviour are vast. The Yangtze River can be regarded as a divider between two areas with very different cultures, namely the north and the south. The Chinese themselves find these differences significant, which is reflected in many proverbs about differences in customs. The southern and northern Chinese have several stereotypical notions about each other. Northern Chinese may think of the southern Chinese as dishonest, indirect people who are only interested in money, but who are also skilled businessmen. The southerners think that the northerners are often too direct, crude and even boorish. Some of these beliefs stem from the different languages used. The Sichuanese language sounds too loud to a Beijing dweller who is accustomed to a lower register. The southerners, in turn, tend to think that the Beijing style of speech lacks warmth and softness. Beijing in the north and Shanghai in the south have competed for cultural superiority for a long time. Now Guangzhou has also joined this battle. The cultural differences between these cities are apparent in business life as different styles of communication, customs and practices. The regional differences and the regional loyalties felt by the Chinese may be a hindrance to business, but when correctly utilised, they may also be useful. In factories and in other large organizations, Chinese who come from the same region tend to form their own groups and speak their own language. These groups may be numerous, and they do not necessarily communicate with each other. In certain cases the management should consult each group separately or give directions to each group individually. Even though the younger generation of Chinese is a lot more mobile than the older, and regional consciousness has diminished, the regional factors are well worth paying attention to, for example when selecting a Chinese representative, sales personnel, a lawyer, or a mediator. The relationships between the Chinese themselves are far more complicated than their relationships with foreigners. The understanding of the dynamism and factors of both these relationships is very important for the atmosphere of the workplace and the project in hand. The juxtaposition of the old and the new, the Oriental and the Western, is often baffling for foreigners. In the cities, the old and the new China blend together naturally, but the differences between rural and urban areas are enormous. Like everywhere else in the world, urban life is fast in China, the people are polite but somewhat shallow, and relationships are established and dissolved quickly. In the rural areas, the "time is money" mentality is not yet prevalent, and relationships are cherished. The differences in living standards between the urban and rural areas are enormous. "The countryside" is often synonymous with "poverty" for the Chinese. Knowledge of recent history is important in Chinese business. The age of your Chinese business partner is an important indicator of his life. It helps you to determine what motivates him and what kind of business he is used to running. This is also true of Finns, although the changes in recent Finnish history have not been as drastic as in China. The Chinese who were born around 1925 experienced the Japanese occupation and the resulting famine. Possibly they served in the ranks of Kuomintang or the Red Army and saw the victory of the Communists in 1949. They may have been in the Korean War (1950-53). Perhaps they were middle-aged victims of the Red Guards during the Cultural Revolution and were sent to a labour camp. They have seen the development of China from an occupied hinterland to one of the world's great powers. In negotiations they may appear as "senior consultants" and tend to have a great amount of influence. For the Chinese who were born around 1935 things were much the same, although not many of them were in the Korean War. They entered working life at the time of the "Great Leap Forward" (1958) and experienced the resulting great famine (1959-1961). During the Cultural Revolution they were a little over thirty years of age and possibly carried with them the Little Red Book of Chairman Mao. The Chinese born around 1945 grew up in post-war chaos and the struggle between the Kuomintang and the Communists. They entered working life during the Cultural Revolution (1966-1976) and were members of the Red Guard or were sent to labour camps in the countryside. Some have difficulties in adjusting to the new working life in China, while others have been successful. Those born around 1955 have had a thoroughly Marxist upbringing. The Cultural Revolution interrupted their school, but they got their school report on account of their revolutionary merits. Some are well situated in working life, and belong to China's first generation of new-style international businessmen and technocrats, also in the private sector. Many have problems in coping with the new China and the decline of the Maoist ideology. The Chinese under 30 years of age have experienced the opening up of China and the rise in living standards. For many of them money is the motive for studying. English is seen as an important vehicle for increasing their professional skills, internationalization, and overseas trade. The internationalization of China also brings jobs to the youth of the rural areas with no foreign language skills who move to the cities in the hope of a better life. The encounters with the rest of the world have provoked interest in foreign cultures, but also a renewed interest in China's own culture. The different phases of life of the Chinese are also visible in the appearance of the people. In the cities, Mao uniforms and badly fitting, pale-coloured suits blend with fashionable and colourful outfits. However, the Western dress style and the fluent English of the Chinese does not mean that they think or behave like Westerners in all situations. Foreigners should allow for the fact that the way their Chinese business partners deal with things can be decidedly "Chinese" in certain situations. A foreigner who comes prepared to meet a Chinese stereotype will soon discover that "Chinese" is redefined on every occasion depending on where in China he happens to be, whether he is in the countryside or in the city, what is going on, and who he is dealing with. 2. THE CHINESE AS BUSINESS PARTNERS Wherever in the world you go, a knowledge of the foreign culture makes it easier to adjust. In business, that knowledge is one of the success factors. In China it is especially important, even vital. Cultural knowledge helps you gain better results and saves costs. When doing business with the Chinese, an investment in cultural knowledge is well worthwhile. Information about Chinese culture helps you to understand your Chinese business partner, his motives and his behaviour. It also helps you to behave in a manner that is not considered offensive. The Chinese do not expect foreigners to behave like themselves. However, foreigners should be aware of the norms of Chinese society and show consideration for them in a suitable manner. Everyday life is full of rituals, even in Finland. Greeting, drinking coffee, and bathing in the sauna are some of the rituals Finns are accustomed to, having learned the rules by living in the culture. Rules bring security and make everyday life easier. You are usually not aware of the rules of your own culture, and you do not tend to question them. You do not become aware of them until you encounter with another culture, and then misunderstandings may arise. Therefore, a knowledge of your own culture and its patterns is also essential in intercultural encounters. In very old cultures, such as that of the Chinese, the rules of interaction have been established over a long time. Rituals should not be bypassed. You should attend to the banquets, dinner parties, announcements and other occasions required by the protocol if you wish to succeed. Arrangements should be made carefully, the dress code should be adhered to, and you should give the right presents at the right time. In China, you may encounter difficulties if the social rules are not adhered to. If you try to bypass the official channels (without guanxi), you may find that the person you are trying to reach is suddenly not available or has been transferred somewhere else. The Chinese especially appreciate the following characteristics in Finns: - honesty; - sincerity; - modesty; - low-key behaviour; - matter-of-factness. Some of the problematic areas in communication between Finns and the Chinese are: - the Finnish "social silence", or the lack of small words appreciated by the Chinese; - communication skills: asking, listening, conversation; - differences in non-verbal communication; - inflexibility; - irony; - excessive directness. 3. ASIA AND EUROPE COMPARED In the beginning of the 1980s the slogans from the Cultural Revolution that strongly criticized the West were replaced by advertisements extending a warm welcome to foreigners. Western influences spread quickly: discotheques and foreign products began to interest ever larger groups of Chinese, and with the rise in living standards they also became affordable. However, the European "big noses" are not always the giving party. We have a lot to learn from the Asians. The Western countries have lost some of their competitive edge during recent generations. Asia has caught up with Europe, and even surpassed it, in many areas of technology. The secrets of Asia's success are constantly analysed. Diligence, thrift, strong family ties, and loyalty to the government seem to be the most important factors. To borrow a metaphor from computer technology: cultural values are the software for a country's social and economic hardware. Diligence is generally regarded as a virtue in Asia. The working hours are long: in South Korea people work 2,300 hours annually, and in Hong Kong, 2,230 hours annually. In Germany, Europe's most hard-working country, the annual work time is only 1,700 hours. In Europe, taxes swallow up to 50% of the top salaries, while in rich Hong Kong the income tax is only 13%. Saving has been a way of life in many Asian countries. The Chinese have traditionally saved at least a third of their income. Many experts maintain that saving is the secret to the economic boom of the East. In China and South Korea the saving rate is approximately 35%. In comparison the Germans, who are often characterised as thrifty, are big spenders with a saving rate of only 12%. Low income tax is a motivating force and makes saving easier. The governments of successful Asian countries concentrate on building the infrastructure, securing the free movement of investments, and keeping inflation at bay. Differences in Eastern and Western values East - West Family - Individual Community authority - Individual authority Collectivism - Individualism Authority of superiors - Equality Respect for parents - Idealization of youth The past, traditions - The present Formality, self-control - Dynamism The Chinese notions of relations and influence: Relations (guanxi) Social ties Authority Networks of relations Favours (renqing) A way of creating relations Favours must be returned Face (mianzi) Stands for social honour One must not lose face Reciprocity (bao) Favours must be returned Concessions are expected Guanxi increasesssssoncessions are expected Guanxi increasested Guanxi increaseso) Favours must be returned Concessions are expected Guanxi increasestern and Western values East West Family Individual Community authority Individual authority Collectivism Individualism Authority of superiors Workers' rights Respect for parents Idealization of youth The past, traditions The present Formality, self-control Dynamism The Chinese notions of relations and influence: Relations (guanxi) Social ties Authority Networks of relations Favours (renqing) A way of creating relations Favours must be returned Face (mianzi) Stands for social honour One must not lose face Reciprocity (bao) Favours must be returned Concessions are expected Guanxi increases are expected Guanxi increases Values iD;@= i;;d:d:e heiD:; ih8@=8D idhedd h:@< d:D?DEdidi diehiihied hiheidhe idD<@?8i diehihi :DD??D dehiD ehd;i hi@?i <DhD=D?D=: iD@D8 idide h;@D7 D=D=: ehheh8=?D hiieide eiddihi7D idiheiD=8 hDedh iidedhie8h he@=5i didhi dedehi:@8 ihei7ie;7 he<8DEDE:; :i:@3 ieD7e heD;d;d8D; edid?i hededeheDe DeiD@;;7d dED8diD; iD:==; ed;D;;deDD hiD8;=@ <<:EdihE?i d;;==<;@;; ide8@<<=<; ;<;::e?:i *8;D;;DD ;Deh;=e =<=DE; ;@;<<=?=<< =;:DiD ;:di?=i D;:8- i;;D: iihii =D;d8@=8 hed8eeii h:DD;; ;:<E;e8<?8 :didiiDh i8e;8; ;<;:;::D;D :heD7i eh:d8;:;D; D:;:i:i:i i:e::7:D;8 e:D:d8di dDi:h hidihi d8i:D:ii;8 hehi8d ihD;I2 ;e;dhd:iD :<;DEe:e 8d;DeD: eD<?Dihi D??8iihmiD d@Ehi 8:=Di <d8D=?7 D=<;h ;D:<Di D<=<< =<<:8ED;i =<;;<DD<?D ;<=E;;==:7 :D<D= i7i88 ;D:?@H8;; ;;<7i ;Di78::;;< D:dED;m ihi678 imi7i6 786h5h i?DDi ?i=?D economy PROBLEMS OF MODERNIZATION Thus far the economic reforms of China have brought wealth to the people, with a better tomorrow in sight. However, the reforms have been carried out in the easy areas, and the difficult ones are still ahead. The vast structural changes and the extension of market economy principles to large-scale enterprises are sensitive issues. The annual economic growth of 12% is too fast and increases differences in income. The hinterlands of China are neglected. Crime and the loosening of discipline, together with widespread corruption, are serious problems. The rapid modernization has caused an uncontrolled migration from the countryside to the cities, the rise of individualism, and widespread, institutionalized corruption. While trust in communism and the Maoist ideology is declining, new value systems are beginning to substitute them. Confucianism is now officially supported by the Chinese leaders. China has never had a strong parliament, a free press or other independent institutions that interfered with the actions of the powers that be. When you ask the Chinese who they think will be the next ruler in the current administration, they answer, "Practically anyone". The most likely threat to the communist regime may be a strong, charismatic labour union leader who wants to lead the workers to a strike and halt production. The eclipse of the Communist Dynasty may be followed by many tumultous years. The disintegration of the party may provoke the largest migration in the history of the world. The possibility of chaos frightens many. China's political system is old-fashioned. Large, inefficient state enterprises are also a problem. Survivors from the Maoist era still control half of China's economy and consume 40% of the central goverment's resources. If a factory is not profitable, the women are the first to be given notice. With female unemployment, Western-style sexism is on the rise. The one-child policy causes the Chinese to disfavour girls, particularly in the countryside. Even though faxes and computers are modernizing the country, the most troublesome upheaval is caused by ultrasonic equipment and abortions. In the 1990 census there were only 93.8 women for every 100 men. Privatisation is difficult for Beijing, because China's economy is troubled by bankruptcies and the weak economic status of the banks that support the crumbling large-scale state enterprises. Multinational, competitive enterprises place new demands on the traditional, inflexible state enterprises. The inflation rate in China is 14%, which weakens the economic situation and causes suspicion among foreign investors. The decision-makers of the central government have to choose between high inflation and high employment. If the growth rate of China's 200,000 state enterprises is slowed down from 12% to 8% it means the massive layoff of workers. One of the largest problems is corruption. There have been several corruption scandals in connection with large construction and infrastructure development projects. When large suppliers attempt to get into the Chinese market, a suitable bribe is the customary way to get a gigantic project. However, it is necessary to differentiate between actual corruption, which is a big problem everywhere in Asia, and reciprocity (guanxi), which is a natural part of relationships. The Chinese do not want to return to isolation. Overseas Chinese capital is expected to bring new jobs for the Chinese. China has followed the Asian economic growth policy: first export cheap goods, then refine the products gradually. Today, thanks to the reforms of Deng Xiaoping, private enterprises offer better jobs and opportunities than the aging government-controlled industrial giants. In some areas private enterprise has made communism unnecessary. The current political situation in China is wrought with uncertainty about who will succeed the now retired Deng Xiaoping. Many Chinese are turning to religion, and the number of Buddhists, Taoists, and Christians has grown rapidly. The current developments will continue after Deng Xiaoping's death, since the standard of living of even the 800 million agricultural workers has gone up. Party officials and the military are also committed to the reforms. If China develops as a unified country, it may grow into the new superpower of Asia, ten times bigger than Japan. If it disintegrates, it may stop the development of the whole of Asia.power of Asia, ten times bigger than Japan. If it disintegrates, it may stop the development of the whole of Asia.l workers has risen. Party officials and the military are also committed to the reforms. If China develops as a unified country, it may grow into the new superpower of Asia, ten times bigger than Japan. If it disintegrates, it may stop the development of the whole of Asia. Asia.ole of Asia..hole of Asia.whole of Asia. 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They are generally regarded as embarrassing, irritating or amusing. Critical incidents occur when cultural rules and norms differ. 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LHHLHL dddddd`d`d `dd`d `d`dd ;?@<<=<@;@;@:@<@=@??@;@;<<@=@;@=<@e;?@?=@?@;;@;@<@8@;;@;@?=@==@:;@:@;@=dE D=@;@D;@E@;@=@:;@;@<@=?@<DDD?D=@;@d;?D<;@<;@DDED;@;@<=@=@:@D?=@=D<;@E=;`E@<;@8;;@=@AD=@<D<<?=D=D:;@=@d;? ddddddddddddDDDdDdDddddddde deddd ddeddddd edddDDdDdedd dddddddddedDddddEdd dddddddddadddd dddeddddddeddded dddadde dd````@`dd`dde`d`dddd` dddddaddde`eddd eddd@`D``ddede`e`ed`adedd`ed`dd`e`d`ed dddd@`@@Ddddd`ad`d`ad `de`e`ddede ddd`@`@`;dd`eddededdddda`d`da dd`d@@@@`@dedadadddeded eddD`@`@d`ddad`d`d` dddd`@`@Ddd`ede ddD`@@@@`` ddDd@d id;dddDDddd ddddddDddhedd:dDDddd; Dhdd;dddD ddd:dhdid: dd:dd;D did;dD;dde dddddihdidiDd;ddd: didhddd:dde ddddd idididdd:d:d dddd:hedididDded8ddD:d; eDEDedeDed edd:d;ED;D ;deDeDEdDe dedededeDE EDE`Edad;` EdDEd;de;d ``ded dHd:D:DD:dHdDd:Dd:DDd:d:d:dDd;d:DeDDDd;dddd:DdhDhdeD:d:DDD:Ddddd:hd:dd:dhDDDDdd:d:DdDDD;DDdd;Dd:ddd8d7ddddd;dd;hDhdD8dddDdd:dddDd:d;dDd;Ddd;DDeDhHhdd:dD@dDddHHdhd:dDddddd;dDdd:dDd:dD8hdeDhd7d8d8dHd:h:dd8d:H7dh8dHdh8hhddd6h:d@Hd8d8d:d8`D3Hh --d-, ****** (***** ((((( *,(/*( ***+* ----/ '(,,++ ((((+ d`d`d`d`d`d`d`d JOINT VENTURE SINOFIN factory was a Chinese-Finnish joint venture. The managing director was a Finn, the deputy director a Chinese. Coming to work one morning, the Finnish managing director noticed a group of uniformed men near one of the factory buildings. He went to his office, called his Chinese secretary, and asked her whether she knew what had happened. The secretary knew that there had been a theft during the night: two sons of an old Chinese employee were involved. The police was investigating the case. The secretary had been briefed by the deputy director and was asked not to inform the Finn. She gave evasive answers, and the Finnish director did not pursue the matter further. What was going on here? Please select an answer that in your opinion best explains the case! a) The secretary was dishonest and unloyal. b) The management style of the Finnish director was not particularly suitable for Chinese circumstances. c) The secretary tried to protect the old employee and his family. d) There was a power game going on between the Finnish managing director and the Chinese deputy manager. There is always some power game involved in Chinese-foreign joint ventures - this may not be a sufficient explanation! Being a gate-keeper for important information is one way of securing power, and this is often utilized also in China. Understanding the local social and organizational dynamics, building trust and workable relationships through active participation are therefore necessary for a foreign director in order to operate effectively in the Chinese working environment. Please try another alternative! In Chinese-foreign joint ventures the Chinese particularly emphasize the importance of protecting the Chinese staff, and the contracts generally include special stipulations to that effect. The secretary's primary concern might thus not have been the old employee and his family. The loss of face that certainly resulted from the theft for the family is more of an issue for Chinese-Chinese relationships than Chinese-foreigner relationships. Please try another alternative! This probably describes the situation best. The Finnish managers, particularly those of the elder generation, tend to lead the organization from their offices without too much of "unnecessary" communication. The Chinese value a management style that combines authority and feeling of closeness and concern. The basis of closeness and trust can be built among the Chinese through daily interactions, starting from small chats on even trivial issues. This "quanxi" building within one's own organization is a prerequisite also for an effective information flow. Please read the other alternatives as well for valuable information. From the Finnish perspective, this might have looked as if she would haven been dishonest. It was, however, not her intention. She only tried to find a balance between her two loyalties. As often in joint ventures in China, the loyalty towards one's own countrymen tends to be stronger than towards foreigners. "Foreigners come and go, Chinese remain" is a common statement among the Chinese. In a society such as China, a lot of harm can be caused to one's professional and private life if relationships to influential people are not properly paid attention to. Please try another alternative!th GIFTS A Finnish company based in Hong Kong had ordered gift items from China for an urgent delivery to Finland. The goods arrived in Hong Kong badly damaged and could not be sent further. The managing director asked a Chinese junior manager, who had recently started to work in his company, to go to China and try to locate a supplier who would be able to fill the order immediately. He told the Chinese manager, however, not to pay for the goods before they had safely arrived to Hong Kong. Through a friend of his, the Chinese manager found a supplier who was willing to take the order against an instant payment. He ordered, paid for the goods, which were then sent to Hong Kong. After his arrival to the office, he soon realized that his Finnish superior was very upset by the fact that his explicit instructions had not been followed. According to the Finnish director, the Chinese manager was to be financially responsible should a damage again occur. Both of them thought that the other person did not handle the situation in a proper way. What was going on here? Please mark the alternative that you think best describes the situation!g a) The Chinese manager should have followed the instructions of his superior. b) The Finnish managing director should have been satisfied that the Chinese manager located a supplier and was able to deliver the goods so soon to Hong Kong. He should also have shown gratitude in one form or another. c) The Chinese may have tried to outwit the company, and together with his friend, cash some extra money in the transaction. d) The Chinese manager was simply testing the Finn in order to see what kind of person he is and how far he can go in the future cooperation. The Chinese are well-known in their strategic abilities. This can be seen particularly in the negotiations in which various strategies can be applied. Also, the new relationships tend to develop slowly in China, step by step. Even established relationships are not taken as granted but have to be carefully and continuously nurtured. The Finnish assumption about "this being a kind of test" may have, therefore, some validity. However, in a working relationship it is not a very likely explanation. Both probably acted naturally, without any further planning, according to their own cultural background. Please go for another alternative! Certainly this also happens in China. Everyone is supposed to gain in transactions. If each party is supposed to have some benefit, the Chinese may not care to ask too many questions. A Western manager should certainly be aware of what is going on but should, in certain cases, try not to interfere. "The wise leader knows how to act effectively" goes an old Chinese saying. The right timing has been the secret of succesful Chinese warlords, and it still applies today also to business transactions. Please look for another alternative! This might have been culturally the most appropriate way to handle the situation. For the Chinese, the most important issue was to get the goods delivered in time. It may not have been possible without his "quanxi". Having his friend involved in the transaction reduced, on the one hand, the risks and forced him, on the other hand, to pay in order to keep his relationship with the friend straight. A Chinese-Chinese relationship, in most cases, outweighs the relationship with a foreigner, and gathering "social capital" is paramount for survival in the Chinese society. So the Chinese manager opted for not following the Finnish rules. Nevertheless, he was, in his opinion, executing the order to full satisfaction. The ouvert negative reaction of his superior, anticipating trouble, did not motivate him to look forward to working in the company. Flexibility with control might be difficult for Western managers to combine, yet it is excactly what is needed in Chinese management. Please read the other alternatives as well for valuable information. After one damaged delivery, the Finnish director did not want to take another risk. The Chinese acting against his explicit orders can, from the Finnish perspective, easily be interpreted as disobedience and taking risks unnecessarily. This again could harm the fairly new working relationship between the two. From the Chinese point of view, the instructions were probably interpreted more as a kind of guidelines that are negotiable according to the circumstances. Please go for another alternative!u FAVORS A Finnish-Chinese joint venture (J/V) functioning in China was doing well. It had received more orders than it was able to manufacture. A part of these orders was, therefore, subcontracted to small Chinese factories. Soon, however, the Finnish General Manager (GM) of the J/V heard rumours about some irregularities, possibly even corruption, in connection with these subdeliveries. He immediately decided to make a written announcement to be published in the internal bulletin of the company. In the announcement, a reference was made to a possibility of corruption. In the bulletin, all kinds of favors and gifts "beyond normal business practices" were strictly forbidden. This announcement was received with great dismay by the Chinese staff of the company. What was going on here? Please select the most suitable alternative in your opinion!!!lly, the protocol to the leader of the Finnish delegation. The Finn offered the protocol, with two hands, to the leader of the Chinese delegation who, however, refused to take it. Each of the Chinese, in turn, followed his example. The Chinese left the negotiation room without making arrangements for the departure of the Finns for Finland as had been customary during the earlier meetings. Please look for the best possible alternative! a) The Chinese have double standards; even if there were corruption involved it should not be talked about. b) The General Manager's action was too impulsive. He should have checked first whether the rumours were true. If false, then he could have publicly announced it. c) The General Manager should simply have ignored the rumours since no harm had been caused to the operation of the company. d) The General Managers decision to send out a written order was culturally inappropriate. He should have made oral announcements on a face-to-face basis to the group leaders of the staff. In China, a face-to-face approach is preferred in any occasions that require confidentiality and discretion such as gathering information, apologizing or critizising. Also, in a hierarchial society like China one should often first approach the person with the highest status of the group. In this particular case, this would not have been correct. Any announcement based on rumours would have been likely to produce distrust and disharmony among the staff. The state of affairs should have been first investigated in silence through other channels. Please go for another alternative!ernative! It may, occasionally, be necessary to pay attention to rumours - they can contain some valuable information, too. Foreign managers in China often prefer, however, not to interfere if no financial or other harm is caused for the operations of the company. Unlike Finland, gift giving, asking for and granting favors are a part of "normal business practices" in China. Considerable cultural sensitivity is required to do it properly and it is normally taken care by the Chinese staff of a foreign company. In this kind of cases, foreign companies have to try to find a functional balance between the values and norms of their own culture and those of the host country. Please go for another alternative!!!ernative! This is the most viable alternative. There are always lots of rumours going around in a Chinese society. One should be more careful and investigate the situation discretely. If the rumours are found to be false, the responsible person(s) indentified, and the case is considered serious enough, only then would it be acceptable for the Chinese to publish it. Any public announcement should, however, be carefully thought out. Public statements, oral or written, are taken very seriously by the Chinese. In China "corruption" is considered a severe crime which may lead into a death penalty. In this particular case, any "corruption", according to Chinese business standards, might not have been involved. Now, the bulletin announcement only created a disharmonious working relationship. Please read the other alternatives as well for valuable information.. For foreigners, reality and the Chinese ideals may often seem contradictory. The Chinese can even be perceived as being hypocritical. During their long history the Chinese have, however, learned to be flexible and pragmatic. Social relations are also of utmost importance for members of a collectivistic society such as China. For the sake of, for instance, group harmony or face-saving, certain issues are not publicly touched upon if not absolutely necessary. Please go for more explanations!!!!!!!ns!88 INTRODUCTION A Finnish organization was interested in establishing business relations in China. They were introduced to a Chinese who was supposed to have excellent relationships to Chinese organizations. This person, however, proposed to bring the Finns into contact with a senior Chinese who was not actively involved in business, and had apparently never worked in business either. The Finns dropped the case and did pursue other channels. Other Chinese who heard about this were of the opinion that the Finns slipped a fortune through their fingers. What was going on here? Select the alternative that in your opinion best describes the case! a) In the "China boom", everyone claims to have excellent relationships to potential customers. One has to be extremely selective and not waste one's time with seemingly uninteresting cases. b) The Chinese society has changed considerably and the older generations have lost touch with the recent development. It may even be risky to deal with somebody whose past is possibly too closely related to the extreme communist wing. c) In China, it is best to use only the official channels, both Finnish and Chinese. It may cost more time but, in return, one works on a safe ground and has the advantages of the state infrastructure. d) In China, as in many other places in Asia, one's profession is not that important. It is rather the contacts the person has and his or her way of handling things that matter. Seniority is still an asset in both private and professional life. This is a plausible alternative. In several cultures, including China, the influential people in an organization are not always found on the top of the organizational chart. They may not even have any official connection with the organization. Medical doctors, for instance, can be effective links in certain Asian countries to business, or politics. "Senior consultant" is, for example, used as a convenient title in China for somebody whose advice is valued. Anything may, in fact, qualify in terms of profession as long as one has good connections! It is also worth of remembering the importance of the extended families in Asia: the wives might not be visible, yet one should not underestimate their influence and connections. To be able to locate the decision makers, and those whom the decision makers listen to, is an asset for anyone doing business with Chinese. Please read the other alternatives as well for valuable information. The official channels should be kept open and used whenever possible. The "monochronic" Northern Europeans could, however, learn something from the more "polychronic" Chinese, i.e. to use also inofficial channels, social networks simultaneously in order to maximize the amount of information and connections available. Particularly in China, building bridges, as "quanxi" sometimes is called, requires multilevel approaches through both official and inofficial channels. Throughout their history, the Chinese have also learned the importance of a "back door". They are not a "single issue nation" when it comes to business! Please go for another alternative! Business people dealing with the Chinese should know the recent history of China well enough in order to understand better the person they are negotiating with. Chinese under 30 years of age differ remarkably in their worldview, ideals, way of life from, for instance, 40 year old Chinese, some of whom were actively participating in the Cultural Revolution and are today not always well looked upon among the Chinese. A 70 year old Chinese has experienced the Japanese occupation, famine, the Communist regime, the Cultural Revolution, as well as the recent "open-door policy" of China, and the economic development. Several senior Chinese have survived all these changes successfully and have a considerable social influence, even if not publicly visible. Please look for another alternative! It is certainly true that there are now "well connected" people in abundance around in China to offer their services for foreign businessmen and businesswomen. Informed selection of, for instance, an agent for China is appropriate, and an unexperienced candidate for the Chinese market should use all the professional advice available. The concept of "wasting one's time" is, however, very Western, and Asians tend to explore the chances rather carefully in order to be sure that they will not lose them so easily - even if it would cost time and money. Also, "uninteresting" might be a cultural bias! Please try another alternative! ase go f "50 / 50" The Finnish company imports clothing from China. For the Chinese manufacturers, the quantities ordered by this company are normally rather small. Therefore, the company uses various suppliers trying to negotiate each time the best possible conditions. Sometimes there has been problems both in the quality of the goods, and in the delivery. Here one example. The company had ordered sport shorts from a small factory in Southern China. The goods had been sold to a department store chain in Finland which had included the products in their sales promotion plan and even advertised it already. After the - somewhat late - arrival of the goods, the importer noticed that the lining of the shorts was too small, and consequently, the whole delivery was unusable. Given the loss this deal would cause to the importer, he sent a letter to the supplier, asking for a reimbursement. The Chinese factory sent him a letter suggesting that "since both of us were responsible for the problem" the loss would be covered 50/50. The Finnish importer who, in his opinion, did not see how his company could be hold responsible for the problem, insisted on that the Chinese would cover the entire loss. He never got any answer to the letter nor did his subsequent contacts bring any positive results. Please select in your opinion the best alternative! a) Since the Finnish company had properly specified the order, the sample had been accepted, and all the conditions were agreed upon and stated in a written contract, the importer should contract a lawyer and take the matter to a court. b) The Finnish company should have accepted the suggested co-responsibility for the problem and and cover for 50% of the remaining loss. c) The importer should have travelled to China to try to settle the matter with the director of the factory on a face-to-face basis. d) The Finnish company should have insisted on an immediate substitute delivery either by the same factory, or by another supplier provided by that factory. The Chinese factory should cover for all additional costs involved. ) The Finnish company should have tried to find a Chinese mediator to negotiate for a higher amount of recompense. The success of this alternative depends exclusively on the relationship between the two parties, and their intentions as to their future business. Since the Finnish importer was not a regular customer, and the quantity ordered, and eventually to be ordered, were small, it would be unlikely that the factory would agree upon this arrangement. For this kind of agreement to function, a well-established "quanxi" with the supplier would be absolutely necessary. Also, for the sake of a good relationship, both parties are generally expected to make some allowances. Please go for another alternative! Personal contacts are certainly paramount in China. If future business with the Chinese factory was still planned, a personal visit would have contributed to the impression of sincerity in developing the relationship. And there might have been a slight chance to reduce the loss somewhat more. However, if no continuity of joint business, from either side, was foreseen, this might not be an optimal alternative. Please look for other solutions! This seems to be the most viable alternative. For a Finn, it might be difficult to accept a "joint financial responsibility" in cases like this when there is a strong feeling that the other party is solely to be blamed. However, the solution proposed by the Chinese factory was, from the Chinese perspective, a "mutually beneficial arrangement", i.e. both would lose less. For the Chinese factory, the Finnish order was small by their normal standards, and the Finns were not their regular customers. Under these circumstances, this might have been the best offer the Finnish importer could expect to receive. He should have accepted it as long it was valid. Please read the other alternatives as well for valuable information. Even if the Chinese legislation has rapidly been developed after the beginning of the "open-door policy" 1979 to accomodate increasing foreign trade and to offer more security to foreigners doing business in China, the legal system is still, from the Western point of view, far from being satisfactory. A legal process may turn out to be both lengthy and costly. Also, written law, lawyers, and public courts, are traditionally looked upon suspiciously by the Chinese. A formal legal action through the use of courts definitely would mean a break in Chinese relationships and should generally be the ultimate alternative in cases of disputes. Mediation, conciliation, and arbitration are worth of considering as other alternatives for resolving legal issues in China. In general, foreign businesspeople dealing with China should know which laws and legal means are available to protect their interests, which provisions should be made for supplementing the legislation (eg. through insurance, or by contract) and whether the provisions are legally enforceable. Please look for another alternative! HOLIDAY The Chinese agent had worked for the Finnish company since the recent opening of its agency in Shanghai. Talking to one of his Finnish principals on phone, the Chinese mentioned in passing that he had not even taken a holiday during the customary holiday time in China. "Well, have your holiday next year!" the Finn answered. The answer greatly upset the Chinese, and he remembered it for a long time. What was going on here? Please select in your opinion the best alternative! a) The Chinese tend to talk about how hard they work, or how busy they are. This is often done in order to give all too favorable impression to the employers. The Finns prefer the actions to speak for themselves. b) The Finnish comment was intended to be humorous which was completely lost by the Chinese. The Chinese do not understand Finnish humour. c) By talking about his not having taken holiday, the Chinese was trying to communicate something else. His message was, however, completely misunderstood by the Finn. d) The Finn understood the message but did not react according to Chinese expectations which caused a major misunderstaning from the Chinese part. This probably was the case. The Finn certainly appreciated the work of the Chinese (which he had definitely been able to verify also in form of concrete actions!). He reacted as if he would have been talking to another Finn, assuming a shared cultural background. Another Finn would have taken this irony as a token of common understanding and comradeship. If there would have been, later on, a "thank you" fax to the Chinese, or a slight correction in the salary, the good intentions of the Finn would have been better understood. Now, there remained a small fraction in the relationship which, with other similar instances, might influence their future joint transactions. Please read the other alternatives as well for valuable information. The Finns work usually with a high degree of self-motivation, and it is not customary to praise people too often for their work. In many other cultures, including China, people like to get regular feedback, especially positive one, for what they have done. Employers and bosses are also expected to show concern for the employees. This is done verbally, saying some appreciative words (often in front of the others to give the person face), and/or more concretely, for instance, giving extra money. The Chinese was certainly not fishing for compliments but acted according to his cultural background. The Finnish answer that he, mistakingly, took literally, was totally the opposite he would have expected, and it sounded very rude to him. Please go to another alternative! Finns sometimes use a kind of irony in their communication with each other which is fairly difficult to capture even by other foreigners than Chinese. The aim of the irony is show togetherness and empathy. A Finnish conversational partner normally understands this and answers in a similar tone (in this case, for instance: thanks!). The use of irony, or humour, in intercultural encounters, is always very risky and can cause serious misunderstandings, also with other Westerners. Please go for another alternative! The Chinese certainly often mention how hard they work, or if they are students, how hard they study. Diligence is a virtue in the traditional Confucian societies, and is appreciated also in today's China. It is an attribute that is used proudly, both by a person him/herself and those recommending him/her. In most cases, it is not even exaggeration. It may, however, sound so to the Finns who, also, appreciate hard working but seldom talk about one's diligence in public. Please look for another alternative! THIS IS CHINA A young Finnish man was working, on a temporary basis, in a Finnish company in Shanghai. Several Chinese people also were employed by the company, among them a very nice Chinese young woman. They had pleasant conversations, and the Finn found the Chinese woman, against his expectations, very open, even critical of her own society. Once they were talking about human rights. The Finn made a remark of certain contradictions he had noticed between public statements and what he perceived to be the reality. To his surprise, the Chinese woman only commented briefly "this is China" and stopped the conversation. After this, their relationship never became the same again. What was going on here? Please select, in your opinion, the most approriate alternative! a) The initial impression of the young Finn about this particular Chinese woman was wrong. He should have been more careful: the Chinese are not very open people. b) The question of human rights is an extremely delicate topic in China. Except for this issue, the Chinese woman probably had been willing to discuss just about anything. c) In China, there are issues that are considered internal, and foreign involvement is not desired. This may not necessarily mean that there is a uniform opinion about these issues among the Chinese. d) The question of human rights might have been a too personal one for the young woman. She, or some of her relatives might have been politically involved, for instance, in a student movement. could also have represented the more official party line and even have a certain function in the office she currently worked in. This is possible. However, the Chinese normally indicate, by other means, if something is too personal. They may give evasive, or unspecific answers (of the type "maybe", "perhaps", "a kind of..."), or switch to another topic. If there had been a personal involvement, or a personal tragedy, related to the issue of human rights, and there would be a trust relationship with the foreigner, the young woman might even talk about it. Please look for another explanation!st party, she would probably rather like to listen more of what the foreigner has to say instead of cutting the conversation too short. Please look for another explanation!; This alternative probably comes closest to the Chinese reality. The Chinese make a very clear distinction between issues that are internal and external. The history has taught them that foreigners' involvement in their own affairs has mostly been unfavorable. Anything that is perceived by the Chinese as interference is confronted firmly. "This is China" is a statement often used by the Chinese. If it comes to that statement in negotiations, or a private conversation, there is no point to pursue the issue further. It is also a clear signal that the foreigner's way to communicate has not been culturally sensitive enough. It may take long time to get the damage repaired. Please read the other alternatives as well for valuable information. The issue of human rights is a very delicate topic indeed for the Chinese, and should be approached very carefully by foreigners. Anything that could be interpreted as criticism is advisable to avoid (this of course applies to any country!). Foreigners have lost jobs in China for this kind of "insensitivity for the Chinese culture". In China, like in any other culture, there are, however, also other topics that even members of that particular culture, among each other, do not like to discuss publicly. The public and private sphere between different individuals, and different cultures, may differ already in everyday concerns. The Finns may not speak much about their families with strangers, whereas for Chinese, children, in particular, are a favorable topic. Before going to China, it is best to check a list of "safe topics". After some time in China, one normally learns to read to signs when the Chinese start feeling uncomfortable, and then one still can direct the conversation to safer venues. Please look for another alternative! The Westeners have certain stereotypical conceptions of the Chinese that often only seem to get confirmed in encounters with them. One of those is the belief that the Chinese are not open. From the Chinese perspective, they are open if given a proper chance, for instance, to give feedback, or to state one's opinion, and if there enough trust between the people dealing with each other. The foreigners often do not know the right way to approach the Chinese, and the result of the communication is a kind of self-fulfilling prophecy: "the Chinese are not open"! Please look for an additional explanation! ERROR In connection with a Chinese-Finnish project, the Finns noticed a small error in the calculations. They sent a fax to the Chinese pointing out the error. The fax was never commented on. Somewhat later, the project group had a joint meeting in China. During the subsequent informal conversation with some members of the Chinese project group, the Finnish engineer in charge of the project asked, casually, whether the Chinese had received the fax and whether the error had been corrected. There was no answer to his question. He did not repeat his question, and the Chinese moved to another topic. What was going on here? Please select in your opinion the most appropriate alternative! a) For Chinese, it is very difficult to admit an error. The Finns should simply have corrected it and not mentioned it at all. Or they should have let the Chinese to discover the mistake by themselves. b) The Finn should not have used such a direct question. He should have formulated it more indirectly. c) "No comment" can mean in China that the matter has been, silently, taken care of. The Finns should not have pursued this further publicly. d) The Chinese, obviously, did not consider the small error particularly relevant for the project. They preferred to overlook it, and focus on more central issues. The Chinese pay a lot of attention to details. Foreign businesspeople tend to get frustrated in negotiations by the amount of questions concerning details that, for the foreigners, sometimes look even irrelevant. It is hardly likely that they overlook errors, particularly if they have been pointed out to them. For several reasons, among them face-saving, they may opt not to show their concerns. Please look for more explanations in other alternatives! This seems to be a viable alternative. The Chinese normally do not need a second reminder. Things are often taken care of in a astonishingly invisible way - if the Chinese so wish. Nevertheless, it is advisable to double-check. This should, however, be done also as "invisibly" as possible to save everybody's face. For the same reason, the reminder should also be as discrete as possible! A phone call, for instance, would be prefarable to a fax. In phone, one should, however, pay a particular attention to the way requests are being made. The Finnish way sometimes sounds like orders to the Chinese who prefer a softer tone of voice, and use of modal expressions ("would you be kind and check this for me..."). Please read the other alternatives as well for valuable information. Finns certainly are considered by the Chinese very direct, sometimes even too direct. After working together a while, however, the Chinese (particularly in Northern China) seem to become appreciative of the Finnish directness. With Finns, the Chinese often associate directness with sincerity. Contrary to the general stereotypes, the Chinese can also be very direct if required by the circumstances. The problem here was not so much HOW the question was presented but rather WHEN and IN WHOSE PRESENCE it was done. Please go for another alternative! Admitting an error is always somewhat face-threatening, even for the Finns. Chinese do express their apologies, frequently and in many different ways, but they prefer to do that privately, not in a group. They are also willing to correct their mistakes if given the chance. All criticism, or even innocent remarks of errors, should be done in a positive tone, face-to-face. Fax may not be an appropriate means to convey information about mistakes. Please go for another alternative! one's PARTY A young representative of a Finnish company had recently moved to Southern China. He had met, both professionally and privately, some very nice Chinese people and wanted to offer them something special. Instead of going to a Chinese restaurant for a dinner, he invited them for an informal Finnish party to his home. He was, however, allergetic, among other things, to smoking. Before the party, he tried to figure out how he could, as politely as possible, tell to his guests that they were not supposed to smoke inside. He thought he found a solution. Upon the arrival of the oldest, and the most prominent of his guests, he told this person, face-to-face, his wish. The Chinese nodded and joined the others. After a while, he came to the Finnish host, told very apologetically that he had to leave because of some business phone calls he was expecting. Soon after that, all the other guests also left one by one, or in small groups. With plenty of food nearly untouched, the Finnish host was left alone wondering what had gone wrong. Please try to find an explanation among one of the alternatives below! a) The Finn should not have said anything. Chinese prefer indirectness, and they are very good at interpreting hints. If one does not have ashtrays around, people will automatically understand that smoking is not wished, or allowed. b) He did the right thing talking face-to-face to the most prominent guest. China is a collectivistic and hierarcical society. Since the perceived leader of the group decided to leave, all the others had to follow. c) In China, it is not common to invite people to one's home unless one knows them very well. The invitations are, normally, in restaurants, and the dinners are not a very lengthy affair. The Chinese came to the Finn out of courtesy but did not even have the intention of staying long. This had nothing to do with his request. d) The Finn did not fulfill, by Chinese standards, his responsibilites as a host. The Chinese had all the reason to feel unwelcome in his home. This is the most viable alternative. The obligations of the host are taken very seriously in China. The host is supposed to do his outmost to secure the wellbeing of his guests. The prerequisite for the dinner: "please do not smoke", sounded, to the Chinese ears, something like "you are welcome BUT...". The essence of politeness, according to Chinese, is to show concern for the others, and not to be too eager to express one's own preferences. (That is also why the guests left, one by one, with various excuses!) In the more individualistic cultures, such as the current Finnish one, people often take it granted that each one is supposed to state openly what she or he likes. Also, smoking is still in several cultures, including China, an important part of social gatherings, and belongs, particularly, to men's culture. If one does not like smoking in one's home, it might be better to schedule the party to a restaurant and be considered by Chinese as an excellent host - and an unselfish person! Please read the other alternatives as well for valuable information. Official and business lunches and dinners are, as a rule, given in restaurants. The duration of these kinds of events is normally a couple of hours only. Informally, the Chinese may today, however, invite foreigners also to their homes. These occasions are scheduled to last longer, and the meals often take several hours. One is not supposed to leave before the end of the dinner. Please go for another alternative! China is a collectivistic society with large power distance. The Finn was right in assuming that one should, generally, approach the oldest and/or the most prominent person in the group. Also, it is customary in China, in official occasions, that the person with the highest status leaves first, and only then the others may leave. In this case, however, this was an informal party, and an ad hoc group; even with the departure of one person, the others could have stayed longer. Apparently, there were other reasons for them not wanting to stay. Please look for another alternative! The Chinese, as many other Asians, do appreciate indirectness as a face-saving strategy. They also learn, growing up in their own culture, to observe and read contextual cues very accurately. It is, however, always difficult to interpret the cues of other cultures appropriately if one is not very familiar with them. Lack of ashtrays is not a universal sign for "please do not smoke". In cultures where there are no strict restrictions for public smoking, people simply tend to use anything as ashtrays if they are not available. From the host's point of view, this might not be desirable either! Please go for another alternative! vailable t LUNCHE Two young Finnish men were accompanying two Chinese businessmen to the airport in Finland. There was a delay in the departure, and the men went to the airport restaurant to have a chat while waiting. It was somewhat past the Finnish lunch time, and both Finns had already eaten in their company's canteen before going to the airport. The Chinese had not eaten lunch since they had had a meeting in the Chinese Embassy shortly before being picked up by the Finns. While looking for a table in the restaurant, one of the Finns said: "We have already eaten. What about you?" The Chinese responded that a lunch was not necessary. They all ended up having just a beer. What was going on here? Please select one of the alternatives that in your opinion best explains the case! a) From the Chinese communication it was pretty obvious that they were hungry. If the Finns would have been somewhat more sensitive culturally, they would have known it even without asking. b) The question of the Finns was just a formality. They did not intend to invite the Chinese for lunch which the Chinese also understood. c) The Chinese were insincere; they were very hungry. In this kind of situation, it would not have been necessary to be too polite. d) The Finns were well-intented but might have left an unfavorable impression on the Chinese confirming, once again, the widely spread stereotype of the "selfish Westerners". From the Chinese point of view, much of Western behavior can be considered selfish. The Finnish statement "I have already eaten. What about you?" comes naturally from a member of an individualistic society and is, certainly, well-meant. The Chinese, from a more collectivistic society, tend to de-emphasize the "I" and talk about "we". The Chinese politeness maxims also require showing concern for the other, upgrading the other and downgrading oneself. Selfishness is seen as a negative feature in the Chinese society, and children are particularly educated not to be selfish. Without even recognizing, the Westerners behave in their daily life and interactions with others in ways that can be perceived being selfish by the Chinese. Please read the other alternatives as well for valuable information. The Chinese were acting according to the rules of their collectivistic culture where the maintance of the group harmony is more important than "truth". This applies, particularly, to one's workplace and situations related to work. To be polite in China, and also in Finland, means to show concern for other people. Both did, however, it in their way: the Chinese by not eating since the Finns already had had their lunch, the Finns by asking if they would like to eat, and by giving them liberty to do so if they so wished. Both misperceived each others' intentions. Please go for another alternative! The statement of the Finns was a sincere one of the kind one may hear in Finland. For the Finns, it would have been perfectly OK if the Chinese would have eaten while they would just have had their beer. In individualistic societies towards which Finland is quickly developing, everybody minds their own business. Whether the statement would really have meant an invitation (i.e. whether the Finns would have paid for the lunch), depends on the circumstances. To go dutch is not uncommon in Finland either. For the Chinese ears, the statement certainly did not sound as an invitation, nor did it encourage them to eat their lunch. Please go for another alternative! For a Chinese, the message would have pretty obvious. The Chinese pay a lot of attention to nonverbal cues when communicating, and they often assume that the foreigners do the same. The time of the day, the schedule of the visitors, their look, etc. may serve as cues for a Chinese how to behave. Also, for the Chinese it is very important to eat three proper meals a day on a regular basis. To make sure that the visitors did not wanted to eat, a Chinese would have asked the question several times to convince the listeners about his or her sincere intentions. And instead of saying "I have already eaten" s/he would have, repeatedly, said "let's eat!". The answer "a lunch is not necessary" generally tells, for a Chinese, that it, nevertheless, might be welcome. For a foreigner, however, to learn the cues, and their implications, is often a rather long process. There is more going on here - please look for other alternatives! ersal sign pikkuLiisa FJ++:i+i @X~\`` +$:$$ t2:+i iN'+i+$i aa#a# 8)n'N AsN`8 QdQZY; {AY;ddZdZY CN2s` jBBdd Y^zzpz m^zBd;dY Yj8*N*8 YA^^m^I_I bmBYBd#a @2N2ss+$%C b^zzB -X'NN+ Yzmb__ _|_I^^eBY t Vk8*s EI__bmzaW# Y-V @8NJ Y@V99 %* m@~M8 jMbb_|_E __bI_bz 44VF. .b_|_ |_|bk bI^^b^ zB{^z{ mb^|Ib LpnBbB_ b__I^b^ ^jY9- I_E_|^bb O$FXV V--88 {mMm^b| __|Mzjj ^z^.11.$I _bzjj :Fj-V- zmEIz ^_I^^ ^b_E^{ _E_bb BmbEE| E8EE_ B^_8bBmm{ 8^zBnBzBkm ;Aj__ ;AEbY;YYQB ;QbZa# RYQB{ dQdB_ _FXF+ #aa#;Y;;Y{ B__|sE* YQzz^ :O:J%'2 N++:+N N`O2O J$%$: {H_`* 2NN'OJ: O22*2*'** *N2**2` \C_bIe ^b__|_Izz| N**8*N bb^^Bzz _|b_|bb Mbbk^ :N*8** _IMm^bbI :N*8*N* bezm^_b :N**2 :N*8** JN*2* :N*2*N N2*NN NN22N *N*NN sNN*NN NN*NN N`NN2 buttonclick .&+ +E laitaSivuNo enterPage laskeSivujenLkm sivunumerot sivulkm laitaSivuNo sivulkm rivilkm laskeSivujenLkm buttonclick close targetWindow 4sivulkm "tips" = 0 laitaSivuNo laskeSivujenLkm R = ( y3 + 1 "sivunumerot" = & " / " & 4rivilkm, vanhaScroll = = (( Q - 1) y3) + 1 p:experts p:overview "Always expect the unexpected." If someone does you a favour (renqing) it must always be returned (bao). If you do a favour, you can expect one in return. It can take years to create a good business relationship. The network of relationships must be cherished, and it does not work at all without small courtesies and discretion. You should continuously help out the Chinese by arranging seminars relating to managerial and technical tasks and quality assurance. An enterprise with a desire to enter the Chinese market must have a strong background and a working infrastructure before starting business. You should generally avoid personal remarks . Western attitudes can often be a hindrance in China. The Chinese read a lot and value theoretical knowledge. You should not make generalizations or explain things in a shallow manner. It is no use going to China with less than adequate information. The Chinese respect dignity, and therefore you should not put your friend or your business partner in a situation where he or she might lose face in the eyes of others or be embarrassed. You should pay an occasional visit to your business partner even if you have no actual business with him at the moment. If your business is seriously established, you are respected much more than someone who is just visiting China for a couple of weeks. A joint venture or industrial project will arouse much more interest than the purchase of a single product. China is an expensive country to start business if you lack the necessary base capital. The right start and the right timing are important. Thanks, apologies, small talk, and answering letters and fax messages are important in maintaining relationships. Even though the Chinese market offers incredible opportunities for foreign investors, pay attention to loan repayment, and make sure that copyright and patent laws are obeyed. 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<<=;:;< ?=?=?=?=?= ?=?=?=?==? =?=?? =?=?= D87hmm ;<==<:<<== ?=?=?=?=?= ?=?=?==?=? =?=?= =?=?= ??=??= ??=?=? =?=?==? ?=?=?=?=?= ?=??= ?D7ih 8:8;;<== ?8Hii <==?3 -/-/-/0 3miimi 6ii55ii6ii 7i76i78i78 i8766h8h8e :8:8:8:8:: 8:;:E;;:; ::;;<= 8:;<<?:,! ::;<=:;, ::;<?; :;<==& :;;=+ ?D:5h :;;=* (*((*( *(**(( v2xk2 If you want to be polite, show concern; there's no need to say anything. Use action to thank or apology. Without quanxi you cannot do anything in China. Social contacs and connections are essential. China is a collectivistic society. v2xk3 Always downgrade yourself and upgrade others. 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