Why is China complicated for Europeans?

We are in the Asian century, and China is playing the leading role. Understanding how Chinese culture and communication differs from European approaches will give individuals and companies an advantage.

Relationships - In China, personal relationships and connections matter a lot. For example, a contract doesn't mean much if your Chinese partners don't know you personally. But if they do, your requests will be heard and prioritised. Furthermore, establishing tangible connections with actual decision makers in any field yields greater support, shorter negotiation chains, and access to genuinely favourable conditions.

Language - You and your Chinese partner might be saying the same words, but that does not mean there is a common understanding. Many familiar words and concepts have specific associations or meaning in China that they do not have in Europe. Moreover, Chinese culture is very high context, hence the ability to "read the room" is very important. 

Region/geography - A Chinese proverb "一方水土养一方人" (‘The soil and water of a place shape its people) implies that each region has its own distinct cultural and customary characteristics, leading to people of that region being likely to share similar traits. China has 34 provinces and 691 cities, with significant geographical, climatic, cultural, and ethnic variations between each province. Assuming that all Chinese are the same is equivalent to assuming that all Europeans are the same. 

Hierarchy - Chinese people tend to have a very clear sense of hierarchy and seniority across all spheres of life. When it comes to organisations, it is best to see them like a mini-kingdoms, with the Director as monarch. This explains internal dynamics and shows the best way for you to proceed with your goals. 

How to effectively work with Chinese partners

Building on my decades of experience, from living in China, Taiwan and Korea to working with multiple Chinese partners, I offer targeted workshops and consultancy to support companies with Chinese teams, employees and partners. My focus is on helping you understand these 4 core elements of Chinese culture - relationships, language, geography and hierarchy.  

My support ranges from Chinese language coaching to direct facilitation with partners. And through calligraphy and tea tasting, I help teams and individuals connect deeply with China's rich and fascinating culture.