Chinese Culture and Chinese Business Etiquette - Book Report/Review Example

Critical Book Review for Chinese Culture Seligman in his book Chinese business etiquette: a guide to protocol, manners, and culture in the People's Republic of China offers, from an external perspective, clear insight into the complexities faced by foreigners-specifically, Westerners-who plan to or are doing business in China. It is clear that Seligman has managed to integrate himself into the Chinese business, and social culture, therefore, the advice he offers is relevant, not only for Westerners, but every foreigner willing to do business in China, as well as Chinese doing business or leaving abroad. As will be illustrated from the two chapters in this critique, Seligman external cultural viewpoint makes him offer a lot of illustrations of American and Western values and cultural differences making the book a need-to-read not only for Westerners, but every foreigner willing to do business in China, as well as Chinese wishing to live and do business in the West. In Chapter II, Getting in Touch, the author offers a vivid illustration of an American who wanted to seek partnership as a way of venturing into business in China (Seligman 13-14). This illustrations brings out a very clear principle, “The Chinese do not like to enter into business deals with companies’ or individuals of whom they have no prior knowledge of, or have never heard of” (Seligman 14). Seligman goes further to offer some insight into how people or companies’ which might be faced or have been faced with similar situations can handle it. He suggest that, companies willing to engage in business venture in partnership with Chinese companies’ should at least go through intermediaries-organizations or individuals known to the Chinese organization in question-who will make a formal introduction and vouch for their reliability. This will help build confidence with the Chinese firm, thus making an organization or individual worthy of trust (15). However, Seligman also concedes that, with the business environment in China currently “normalizing,” the need for intermediaries is currently reducing. This does not mean that old Chinese rules do not apply or hey have adopted American or Western norms overnight, but, that the Chinese have rapidly adapted to the changing international business environment including attitude, expectations and perception, as well. To avoid a scenario in like the one illustrated by (14-15), it is good for one to offer adequate information about their business or company and proposed venture to the Chinese partner they are seeking. Important details include, company or business history, nature of business arrangement, how, and where the proposed meeting is to be. It is worth noting that, this situation-lack of trust in strangers-is not unique to Chines business culture, but, it cuts across many cultures including Taiwan, Hong Kong and even the West. The Chinese trust “old friends” more and tend to prefer doing business with them. It, therefore, implies that, some form of relationship-guanxi-needs to be established (Seligman 16). Seligman asserts that, organizational or institutional relationship is as valuable as individual relation when it comes to forging business deals. Despite the importance pegged on institutional relationships, the author offers a very valuable insight regarding host organizations in China. He argues that, it might no longer be necessary to use Chinese host Institutions to organize travels within China, boot tickets and hotels; it is necessary to consult them in the event of interference or something out of the ordinary. Most importantly, Seligman advices that in the early stages of a foreign business venture in china, host organizations come in handy. Therefore, it is good to chose host organizations in one’s industry that are influential in that particular industry. Further, Seligman asserts that Chinese are at ease dealing with foreign deligations when they speak in one voice, as a collective group. This chapter offers readers all the essential they need to make initial contact, establish business realtions or partnerships in China. Of great importance in this chapter, is that the author offers a recap of the key points that readers need to take note of in as far as getting in touch with the Chinese is concerned. Seligman offers a smooth transition from chapter two to chapter three in the sense that, after offering valuable insight into how to establish contact-getting in touch-, he offers readers information regarding meeting and greeting people in Chinese culture. He emphasizes the importance of names to the Chinese. It is an important etiquette to learn how to address someone in the initil meeting since Chinese are rarely referred to using their given names (34). Seligman argues that, business people with business interest should remember that, while greeting Chinese, they should refer to them with their surnames not last names (36). This is very important and is a sign of respect, however, both the functional title and surname can be used togethe or at times the functional title only. This is important since it helps foreigners, especially Westeners, establish a concrete first impression just by how carry themselves while greeting or meeting people. Mpost importantly, the author points out that, the “deputy” before a functional title should be dropped for a gracious form of business address. This is considered an ectremely courteous form of address and may earn one valuable points with the Chinese. It is very intriguing how well the author understands Chines business culture with regards to meeting and greetings. He offers valuable inforamtion regarding delegations, whereby, he asserts that, the Chines usually sends out formal welcoming delegations to meet important deligations in the airport. This shows that, the Chinese are not only keen to show their welcoming nature, but also do some things the same way the rest of the world does things. This he confirms by his advice regarding hosting a Chines delagation in the West or anywhere else in the world. Seligman urges and emphasizes the importance of seeing off and meeting Chinese deligations at the airport. Chinese usually appreciates such gestures since it shows that one understands their culture, thus, it will help one score well-deserved points. With regards to paging the Chinese, Seligman urges that it is important that individuals or organizations put into consideration the how they arrange their questions, phone number and/or their names. This goes a long way to help in dealing with indistinct swithcboard operators. Additionally, as the author mentioned in chapter two, he reiterates the significance of furnishing Chinese contacts with enough, relevant information in a phone converation, as well. This will help one get help easily. It is clear that the author has managed to integrate himself into the Chinese business and social culture, therefore, the advice he offers is relevant, not only for Westerners, but every foreigner willing to do business in China, as well as Chinese doing business or leaving abroad. The author delves more into the reasons behind Chinese etiquette, behavior and culture and offers vivid illustrations on how business travelers to China can deal effectively with any certain social and business situations. As illustrated in the two chapters, two and three, in this critique, Seligman external cultural viewpoint makes him offer a lot of illustrations of American and Western values and cultural differences making the book a need-to-read not only for Westerners, but every foreigner willing to do business in China, as well as Chinese wishing to live and do business in the West. The illustrations in the book offer vivid understanding of how to deal with the Chinese, from the point of establishing initial contact, greeting to the point of a meeting. Readers of this book, Chapter two and three in particular, will be well equipped with the necessary business culture and etiquette expectations of the Chinese business environment. Works Cited Seligman, Scott D. Chinese Business Etiquette: a Guide to Protocol, Manners, and Culture in the People’s Republic of China. Illustrate. Ed. Edward J. Trenn. New York: Warner Books, 1999. Print. Read More