Slide 1*Copyright © 2011 by David Zhao*Communicating with China Power of guanxi: grease for the...

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Slide 1*Copyright © 2011 by David Zhao*Communicating with China  Power of guanxi: grease for  the wheels of ChinaCopyright © 2011 by David Zhao**Copyright © 2011 by David Zhao*QuestionImagine that John needs to undergo a ain cancer surgery, what do you suggest A doing now? List in bullet points Copyright © 2011 by David ZhaoCopyright © 2011 by David Zhao***Chinese sayingNi jing wo yichi, wo jing ni yizhang (你敬我一尺我敬你一丈)‘You honour me a foot, and I’ll in eturn honour you ten feet’‘Ii you honour me, I’ll pay you back ten times’*Copyright © 2011 by David Zhao*How is the guanxi game played in China: The good, the bad and the uglyWhat is guanxi: healthy vs unhealthy How to establish guanxi? How does guanxi work? Why is guanxi needed in China?Discussion and debate Copyright © 2011 by David Zhao*Copyright © 2011 by David Zhao*1 What is guanxi? guan (關 , gate), xi (係, human tree)   (Gate to a network of human beings)                              *Copyright © 2011 by David Zhao*I’ll scratch your back if you scratch mineA much more complex concept and   phenomenon than ‘relationship’ in    English, ‘partnership’ Copyright © 2010 by  Grace ZhangCurtin University ***Guanxi:  part of Chinese Harmony Theory (Chen, 2001)Adhere to expectations from othersThrough thick and thin, even against your own interest*Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2011 by David Zhao*    Type of guanxi (graded)Friends, friend’s friends:      dailyusiness contactsOld family friends, friends of      generations (世交)Brotherhood (兄弟之交): huge    trust, very good buddies/mates Friends to be sworn to live or die   together    (生死之交, Damon and Pythias )*Copyright © 2011 by David Zhao*    Government connectionsUneven relation Find the problem, get to know   someone who can help to cut through     red tapes/shortcuts, huge difference ‘For every policy there is a way    around it’ (disrespect rules, legal     or illegal) e.g. tax issuesFatal if line up wronglyCopyright © 2010 by  Grace ZhangCurtin University ***Healthy guanxi Social and moral obligations to each other (no free lunch)Give and take to keep the wheels oiledMutually beneficial exchange and cooperationIn the place of a contract, people keep their words  *Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2015 by  Grace Zhang Curtin University Copyright © 2010 by  Grace ZhangCurtin University ***Unhealthy guanxi Enter from the back door (e.g. family connections, pull strings)Bribery (e.g. gaining a contract)Couption (e.g. pay for PS position)Question:Are the Chinese tend to ask for favoursearlier in a relationship than Westernersdo?*Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2011 by David Zhao*    Guanxi and ibery (bad guanxi?)If you have good guanxi with sb, you don’t really need to ibe himIf you have to ibe, then you don’t have a good guanxi with himIt is not necessarily money, help each other Mis\How to build Guanxi.mp4Copyright © 2010 by  Grace ZhangCurtin University ***How do we get guanxi estabilished Use intermediaries (Gao et al. 1998)Shengren (生人, raw person strangeoutsider) Shouren (熟人, cooked person, insider)Pengyou (朋友 friend)Guanxi: stranger (no) – insider (established) – family (by default)Caring for your partnersCommitted to your partners*Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2011 by David Zhao*    Some common strategies - Same birthplace (a fellow townsman,    e.g. from the same city Beijing)- Old university classmates Acquaintance through a third party   with whom they both have guanxi- Change surnames?*Copyright © 2011 by David Zhao*Guanxi Maze  A wants favour from D through B then C A asks B, B asks C, C asks D because D owes C C owes B B is A’s  other-in-law Very complicated, indirect and mythical networking Copyright © 2011 by David Zhao*Copyright © 2011 by David Zhao*    Long term view: not overnight, take commitment/time to build upOngoing, nurture it for future use   ‘throw a long line to catch big fish’ (e.g. one wants to send his child to US)Breakable, renewable*Copyright © 2011 by David Zhao*How does guanxi workReciprocity (Seligman 1999): tit-for-tat, two-way street, like play ping-pongCopyright © 2010 by  Grace ZhangCurtin University ***Cultivation: need to maintain the relationship (conversation, meal, a favor)Loyalty and reliability: A can go out of his way to help B, B is expected to do the same for APowerful and effective way to assert   and protect an individual*Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2015 by  Grace Zhang Curtin University Copyright © 2010 by  Grace ZhangCurtin University ***Mutually beneficial obligations: Friend’s friend A, B, C, D, E, F Once in the group, keep going around and growing ….  Chen, G. M XXXXXXXXXXToward transcultural understanding: A harmony theory of Chinese communication. In   V. H. Milhouse, M. K. Asante, & P. O. Nwosu (Eds.), Transcultural realities: Interdisciplinary perspectives  on cross-cultural relations (pp. 55–70). Thousand  Oaks, CA: Sage.*Copyright © 2015 by  Grace Zhang Curtin University *Copyright © 2015 by  Grace Zhang Curtin University **Status and respect are gained from   knowing how to play the game, also       the liabilities created by guanxiIn the West, relationships grow out of deals. In China, deals grow out of relationships. The cultivation of   guanxi is an integral part of doing     business (Vanhonacke 2004)*打人不打脸，骂人不揭短*Copyright © 2011 by David Zhao*    What can guanxi do?- What cannot? work wonders, much     more powerful in China than in the    West, almost everything and anything Know someone useful, especially    princelings (most powerful)**Question: Ethical or unethical?Westerners may see guanxi as “using” others which, according to Western morality, is unethical. In China, “using” a relationship creates an obligation to do something at a later date. As long as you eventually fulfil that obligation, you are considered ethical. *打人不打脸，骂人不揭短*Copyright © 2011 by David Zhao*    Why is guanxi needed in China?Relation-based (China) vs. rule-    based (Li, XXXXXXXXXXChinese rely on    guanxi for centuries without an well-  developed legal systemTraditions: look after your ownMoral/ethical: grateful and repay   favour Lack of a fair competition   environment (transparency)Insider vs. outside *Copyright © 2011 by David Zhao*    Positive impact Support and protection Get things done Negative impact Lead to couption Unfair competition at all levels *Copyright © 2011 by David Zhao*    Future of guanxi: less dominant? China’s rapid transformation New entrepreneurial culture More open and fairer competition Strengthened legal system - Improved transparency: job ads,    interviews, less ‘back door’ A dynamic and diverse China, old    and new mixed *Copyright © 2011 by David Zhao*    So, is guanxi important? Most people think soDifferent voices, perhaps coesponding to China’s changing landscape This leaves something for you to debate further Here is a sum-up:Guanxi.mp4*Copyright © 2011 by David Zhao***Conclusions- Based on reciprocity and mutual obligations, guanxi is powerful/suitable to Chinese culture and traditionsHelp people to get what they want, and gain coespondent status in societyPositive/negative influences in social, political and business spheresGuanxi and standardized laws:  harmonically control ChinaCopyright © 2011 by David ZhaoCopyright © 2011 by David Zhao***Presentation + EssayUnit OutlineRuics Guideline for presentation  (Should put in same referencing just as you do with your essay writing)Contract cheating and plagiarism  Discussion The differences between western networking and Chinese guanxi?Universal: maintain partnership guanxi more powerful in Chinasome favounothing off the limitLong or short term, less expectations? Primarily business/career vs every aspects Copyright © 2011 by David Zhao***References Chen, G. M XXXXXXXXXXToward transcultural understanding: A harmony theory of Chinese communication. In   V. H. Milhouse, M. K. Asante, & P. O. Nwosu (Eds.), Transcultural realities: Interdisciplinary perspectives  on cross-cultural relations (pp. 55–70). Thousand  Oaks, CA: Sage.Gao, Ge and Stella Ting-Toomey 1998. Communicating effectively with the Chinese. Thousand Oaks: Sage Publications. (Chapter 4, pp. 53-68).Vanhonacker, Wilfried R XXXXXXXXXXGuanxi Networks in CHINA: How to be       the spider, not the fly. The China Business Review, May–June. 48-53. Slide 1** Communicating with ChinaRenqing***QuestionIf your good friend is getting maied, what would you give him/her? **Table of content1 What is renqing? 2 How does renqing work?3 Why is renqing so important to the Chinese?4 Case study*Copyright © 2011 by David Zhao*1 What is renqing? en (人, human), qing (情，feelings)Favour, sympathy, sensibilities   kindness                              ***Chinese sayingsZhi’en tubao  知恩图报‘Be grateful for a

Sundeep · Accepted Answer

The purpose of this report is to understand the differences in the mindset and the thought process of Chinese people thinking, their behaviour and also the decision making process that the people undergo. This report would help in reducing the misunderstandings between cultures and would enhance inter personal growth. In this report we enhance the Guanxi, Renqing and Mianzi which are 3 of the very dominating cultural rules and social relationships in the Chinese culture. (Khan, Amna, Judith Zolkiewski, and John Murphy. "Favour and opportunity: renqing in Chinese business relationships." Journal of Business & Industrial Marketing 31, no. 2 (2016))
Here to understand the differences in the rules and the regulations we would understand by asking some specific questions which are:
1. Do Guanzi, Renqing and Mianzi in china have different rules? If yes, what are they?
2. In what way and matter does it affect the working of the daily lives of the Chinese people
3. If they are different from other social exchange rules, how and why are they different than the other western cultures
Introduction
Culture in a country or in a continent is one thing that has been running since ages now. Culture is perceived to be a socially constructed patterns of perceptions, behaviours and the values which are shared and believed to be constructed among a group of people and they involve a sense of belonging and emotional attachment to the people in that group. With growing cultural phenomenon and globalization at such a rapid pace, we see more and more different phenomena which includes thinking patters, principles of values which has been changed due to the global inter-culture mixture.
There are a lot of misunderstandings between cultures and the mixture of these misunderstandings cause a ripple effect in the cultural domain. There have been multiple studies regarding the differences in culture among the Chinese and the western culture and they have together pinpointed out to one of the most outstanding parts among the hurdles that is with respect to cultural differences and intercultural communications. The resent reviews in the understanding of the cultures have shown some inconsistencies in the universal rules of exchange and the distribution of resources among the people in the society group. (Barbalet, Jack. "Guanxi as social exchange: Emotions, power and corruption." Sociology (2017): ) The scholars in the inter cultural domain have found out that the cultures among UK and China could easily collapse because of the misunderstandings and not knowing or understanding of the Chinese principles of Renqing or Mianzi and also the Chinese social relationship, Guanxi. There have been many differences in the western world culture and the Chinese culture and a thought has been provoked if the working of the professional relationships in the Chinese and the western culture could be done on the same base platform or not. Chinese concepts such as Renqing, Mianzi and Guanxi must be applied in the professional as well as social relationships. 
The conclusion from that study was that the relationships between the nations could easily fall apart if the UK did not follow the social form of Guanxi and there would be multiple conflicts which would jeopardise the relationships between the Chinese and the UK companies which would affect the economies eventually.
While agreeing to the most universal 3 rules regarding the social conduct of exchange and the distribution of resources there would be a gap in explaining certain behaviours and the decision making process in some of the special cultures such as China. It is unique to notice that there were times when the Chinese people were trying to change the negative Chinese values of traditional base and were trying to change the society at whole to make the society more populist based by the introduction of the western culture and following the western democracy, science, culture and also other aspects. This movement is known as ‘May Fourth Movement’ also popularly known by the New Culture Movement still could not move the base of the very basis of the Chinese culture therefore, even the Chinese culture is far away from the previous political and the social leaders who were associated with the movement and also away from those countries from which the culture was about to be mimicked into the Chinese culture. There can be severe misunderstandings and issue among the nations and the industries which ply among the nations due to intercultural misunderstandings and encounters. While agreeing to the most universal 3 rules regarding the social conduct of exchange and the distribution of resources there would be a gap in explaining certain behaviours and the decision making process in some of the special cultures such as China
Guanxi
According to the literature and the literal Chinese to English conversion, Relationship is the closest translation of the word in the English language. Instead of relationship,

Slide 1 * Copyright © 2011 by David Zhao * Communicating with China Power of guanxi: grease for the wheels of China Copyright © 2011 by David Zhao * * Copyright © 2011 by David Zhao * Question Imagine...

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