Doing Business In China with Dan Paulson
I recently came across an article in the China Daily stating that fifty percent of new expats leave China early. The primary reason: because they have difficulty adjusting their lifestyle. Moving to the other side of the world is a lot different than moving across country. Most people are unprepared for the changes that will take place. Such a high loss ratio can be costly to businesses and can impact a company’s ability to grow in a new market.
As Americans, we often make assumptions. These assumptions can create negative effects if we are not careful. You need to be prepared when doing business internationally, especially in China. Though there are differences in European culture, we often have an easier time assimilating because it shares many things with our culture. Much of our population is of European decent so many holidays and traditions share some similarities.
While there may be cultural challenges a westerner would face when going to China, it is not all together difficult to live there if you know what to expect. In my travels, and those of my colleagues, we have enjoyed our time in China. Staying there for any length of time requires the following: build strong relationships, learn the culture, connect with other expats, have a guide, and change your frame of mind.
Build strong relationships – Relationships are critical to business. They are crucial in China. This is a culture driven by relationships. Having strong connections will ensure you are more comfortable during your stay, no matter how long. It is important that you learn who is going to look out for your best interests and who is just out to take you. Strong relationships will get you introduced to more people. By building your network and increasing your connections these strong relationships will also protect you. Often you will find it easier to get things accomplished and more cost effective by having a Chinese national work on your behalf.
Learn the culture – Often I hear people commenting that people from other countries who stay in the US should make it a point to learn the culture. Often we fail to listen to our own advice. Whether its Europe, Mexico, Africa or Asia we need to take the time to learn some of the basics. While speaking fluent Mandarin may not happen before your trip, you may want to at least learn some of the basics. For example:
- Know phrases like hello, goodbye, thank you, check please, I would like this/that. In China, most signs are printed in English and often menus have pictures to represent food items. Knowing a few phrases will help you along your way.
- Get some basics on Chinese history. There is a great deal of ritual and custom that goes into everyday living. This includes a lot of tradition. Learning some basics about the culture will prevent some embarrassing and upsetting situations.
- Understand that Yes can mean No too. There are times you may be told yes in China and it actually means no. Many times it is polite to respond in a positive way when just the opposite is actually inferred. Understanding the difference here can save you a lot of grief.
Connect with other expats – There are many people from all over the world living in China. Because of this, there are many expat groups that hold events throughout the nation. Not only will this give you an opportunity to meet new people, you will be able to connect with others whose cultural similarities may match your own.
Have a guide – Always have a Chinese national who can guide you around and assist you if needed. Personally, I feel comfortable traveling locally when in China. Because my office is in a highly urban area, I can get most everything I need within a few blocks. Once I go beyond my normal travel distance, I at least like to have access to someone who would be able to help me if I got in a pinch. If necessary, I may have this person travel with me to business meetings. In other cases, I may have them translate directions or instructions that I carry with me so I can get around. Either way, I always have a phone number and someone to contact in case I need help. Here having access to a Chinese cell phone is invaluable.
Change your frame of mind – This one is probably the most important. Staying in a foreign country for any length of time can create feelings of homesickness, sadness or loneliness. The attitude you bring will either make it better or worse. I have found many people in China who were welcoming and more than willing to help you when necessary. Keeping an open mind and enjoying the culture, the people, and the country can make an incredible difference on your stay. It is important to recognize that China IS different. In many cases, you will be staying in a densely populated area. In the US, there are relatively few cities outside of New York, Chicago or Los Angeles that compare population wise. If you prepare yourself and are open to the experience, you will have a wonderful time.
For more information, please visit Dan's TNNWC Bio.
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