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Book Lecture at the American Chamber of Commerce in Hong Kong
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Lessons in Communication
Marrying Western Business Philosophy & Chinese Culture
AmCham Hong Kong
Douglas Menelly October 26, 2010
Popular Misconceptions
Research Methodology
Themes covered in the book
Communication
Culture
Misunderstandings
Heuristics – “Takeaways”
• China is fundamentally “different”
• Only locals can truly understand and manage the Chinese system
• The body of law in China is limited and/or incomplete
• Focus on financial metrics is key – administration and compliance are secondary considerations
• If problems arise, they are “fixable” because the system is “flexible”
Experience: Four years of observations, study, & analysis
Surveys & Interviews
Survey Recipients: 20-questions Distributed to 30 Western Executives
Multiple industries
PRD - Shenzhen, Shanghai, Guangzhou
① Performance Management
② Participatory Management
③ Compensation
④ Morale
⑤ Office Culture (the Informal Network)
⑥ Problem-Solving, Decision-Making, & Critical Analysis
⑦ Independent Thinking & Creativity
It works in New York & London, so it will work in China, right? WRONG !
Contracts are often the first step for a relationship in China, not the first step in executing a deal
Chinese Culture & Western Business collide – what next?
Crash Course for Foreigners
Misunderstandings: lack of knowledge of Chinese culture, history, language
Culture Confusion: To strengthen communication and relationships, foreigners need to study the culture and history
Assumptions: Westerners working in China are not “at home” and wrongly make many assumptions on how to work with a Chinese business partner or company
1) Accountability: maintain morals
2) Prepare, Prepare, Prepare
3) Focus on Values 4) Ethics
5) Do not make assumptions
6) Be patient
7) Ask Chinese friends for advice
8) Study the culture 9) Learn Mandarin
10) Ask Questions!
I hope you enjoy the book!
Book Reviews, Comments, Video Clips, TV Interviews, and more available on my website
www.menelly.com
Courtesy: Korn/Ferry