Learn the Crucial Concept of "face" -- China

Nowadays, China, the emerging market in Asia, contains huge business opportunities. At the same time, because of the different culture and history, the characteristics of Chinese society including its source of power, social order, and solidarity, is actually very different from the West. The big difference is that China is a relationship-oriented society. For this reason, how can Westerner adapt the ways of doing business in China? Here are three recommendations for the entrepreneurs that want to enter the Chinese market.

 Learn The Crucial Concept of "Face"

The meaning of "face" in China covers much more aspects than the Western countries. Face is related to dignity, respect, and also to a person's social status, therefore face is more important for someone who is in higher position. Declining to attend social or business occasions with an unconvincing excuse, rejecting the gift directly, making emotional expression out of control or even showed too maverick yourself, might cause people lose face (Zhang). For instance, Chinese people sometimes think that the businessman of the Western countries "struts his stuff" purposely. In China, if someone in a middle or low position proposes new ideas in front of the entire person during the meeting, that action may be regarded as a display of their learning. This also may lead to jealousy and loss of face your boss. The loss of face would cause the reduction of your social resources which can use to cultivate and establish you social relationship network.

There are many ways to show or develop your face. For one thing that is business cards. In the first meetings, conferences, exhibitions, or at the negotiating table, exchanging business cards is essential. For most Chinese people, the business cards not only show the position, but also illustrate the history of that person. Another way to do this is what we called "China's boozy cadre culture" (Wine Expo Portal). The cultural expectations consider that guests will be wined and dined to excess at lavish banquets. Failure to conform to such expectations is likely to make the host feel a loss of face or social standing. That seems to be a good opportunity to show how "strong" the company is. At such events, expensive delicacies, such as shark's fin, abalone and sea cucumber, are often featured on the menu, complemented by repeated toasts of the potent Chinese liquor known as baijiu. A visit to a karaoke bar or massage parlor might round out an evening's festivities.

Thus, if you want to go to China for business, be careful to protect your "face". Moreover, bring the appropriate business cards and prepare to drink any kind of alcohols that the Chinese offer.

 The Concept of The Relationship

In China, relationship is much more complex than the Western concept of network. Relationship is the fundamental platform of social and business activities, which is based on reciprocity, trust and mutual accountability. Personal relationships and trust are the most important when you are doing business in China. There is an informal rule that says: if a person does not trust you, they are unlikely to do business with you (Yang).

On this account, to find a right person to develop your relationship is very important. Chinese state-owned enterprises and government departments have not yet fully separated from business meetings; government officials often have to play a significant role. If you encounter a situation where you wonder who you should do business with, the business owner or the government officials, here's one way is to find out who has the final power to decide your success. Ask both of them to a dinner; if your invitation is successful at the first try, then that person may not be the man you are looking for. The people of higher status and authority have more difficulty coming.

Whereas under normal circumstances, finding the support of government departments is always