One thing to remember is that obtaining a full cultural understanding of any culture is always a work in progress. Each experience within a culture has the potential to teach new lessons or expand on existing knowledge. As I do not have an abundance of travel under my belt, I enjoy reading and listening to the cultural experiences of others in hopes of gaining a better understanding about various cultures. My interest is heightened when it comes to stories pertaining to the global business market and how cultural knowledge plays a significant role. My heightened interest for this topic stems from an understanding of the significance of global relationships and trade in today’s global economy, and what our expanding global economy will demand of its leaders.
Photo retrieved from http://www.smartcitymemphis.com/2013/09/getting-worldly-about-the-global-economy/
In an article for the New York Times, Deb Weidenhamer, chief executive of Auction Systems Auctioneers & Appraisers, described her experiences in doing business in China (2013). In the beginning of the article, she talked of the preparations she took prior to doing business in China, such as books, tutelage, and firsthand knowledge (Weidenhamer, 2013). As her time in China progressed, she found her efforts toward cultural understanding rewarded by successful relationship building with her Chinese clients (Weidenhamer, 2013). Weidenhamer noted about the Chinese culture that, “Every encounter has a ritual to it, and the smallest details matter: the order of introductions, the seating arrangements, the gifts exchanged and even the topics discussed” (2013). Thus, her successes were no easy feat. Moran, Harris, & Moran (2011) highlight the importance of proper etiquette in the Chinese business culture. There are many Chinese customs that do not align at all with Western customs (Moran et al., 2011). For example, the Chinese culture emphasizes relationship building that may include the divulging of what Westerns would consider to be private information (Moran et al., 2011). Weidenhamer discusses this hurdle as she explains being questioned about her age and salary (2013). Despite overcoming many cultural hurdles and making strides with her Chinese clients, Weidenhamer made one mistake not easily mended (2013).
Photo retrieved from http://www.business-in-guangzhou.com/whats-the-most-painful-part-of-doing-business-with-china.html
After successfully hosting a business lunch, Weidenhamer prepared for her return to the United States for a few weeks (2013). On her way out, she was informed that the association’s chairman invited her fruit picking with other members of the association to take place the following day (Weidenhamer, 2013). She respectfully declined, thinking of the invite as a courtesy following her successful lunch, and boarded her plane to make it back to America to attend to other appointments (Weidenhamer, 2013). Upon returning to Shanghai later, she found out that declining the fruit picking offer was very offensive and the damage was not easily repaired (Weidenhamer, 2013). She found out she was perceived as arrogant and self-centered (Weidenhamer, 2013). Her Chinese clients seemed to be reciprocating the invitation they received for her luncheon by inviting her to pick fruit, a gesture which is important in the People’s Republic of China (PRC) (Moran et al., 2011).
After learning of her grave mistake, Weidenhamer asked her Chinese office manager why she did not advice her against declining (2013). Weidenhamer described the response from her office manager in the following statement: “Mortified, she told me she hadn’t even considered doing so: She felt it wasn’t her place to question me” (2013). China’s hierarchical society and “role fulfillment” mentality can easily be used to explain the actions of Weidenhamer’s office manager (Moran et al., 2011). This brings me back to my opening statement about how cultural understanding is an ongoing process, filled with many opportunities for success and much potential for failure. Weidenhamer found out the hard way that, despite much preparation, experience, and success, one mistake can serve as quite the set back (2013). Moran et al. (2011) summarize business in China stating, “It is recommended that the qualities that foreign businesspersons possess going to the PRC are dignity, reserve, patience, persistence, and a sensitivity to and respect for Chinese customs and temperament” (p. 337). I would add that a traveler, whether for business or pleasure, should maintain a high level of respect for any culture he or she is visiting, which means one must dedicate a lot of time and energy to cultural knowledge and understanding.
I encourage reading the full article by accessing the following link: http://boss.blogs.nytimes.com/2013/11/13/how-i-made-my-biggest-mistake-in-china-so-far/
I also encourage reading the comments attached to the article. The debate and insight shared within the commentary is equally intriguing.
References
Moran, R. T., Harris, P. R., & Moran, S. V. (2011). Chapter 12: Doing business with Asians and Australians. Managing cultural differences: Global leadership strategies for cross-cultural business success (8th ed.) (p. 323-390). Oxford, UK: Elsevier Inc.
Weidenhamer, D. (2013, November 13). How I made my biggest mistake in China (so far). The New York Times. Retrieved from http://boss.blogs.nytimes.com/2013/11/13/how-i-made-my-biggest-mistake-in-china-so-far/
Rachel E Maddux says
When writing my post on Lenovo I realized many of the things you mention in your post although you hit on a few more than I had seen. The importance of understanding the culture is often the reason a global relationship is severed and business cannot continue or the damage takes years of coaxing to repair. China is one of the countries there are many things written about and it is easier to identify what is important rather than a country that does not have many people visit it to write about cultural differences. People are lucky in the fact that there is so much literature to learn what business relationships and dealings are important to other cultures and really have no reason not to know how important things are to a business relationship. The one problem I have and I am sure many other fast paced Americans have is time, there is not enough of it to really spend the time that should be dedicated to learning about another culture when getting ready to travel abroad. When I went to Italy in 2013 for a month with my company to help a supplier, I had 2 days to figure out who my contacts were in Italy and what the big issues were that I needed to focus on. I had almost no time to learn about the culture and the fact that they don’t get into work until 9 or 10 am and they leave work around 7 or 8 pm eating dinner around 10 pm. To me, arrive at work around 6 am and leaving around 3 pm, I found this to be very hard and it took me a few days to get used to it. Not knowing that and showing up at 6 am gave everyone at the company the impression that I had no idea what I was doing there. Sadly this was my fault, I should have spent the whole plane ride reading about the culture and how to develop a business relationship but I did not. In the end it all worked out but I am sure the level of respect they had for me was less than it could have been through my own errors.
Jeslynn Theresa Puskar says
This was a great blog entry because it not only identifies how important it is to understand the differences between cultures, but also what can happen if an individual fails to meet those cultural expectations. Moran, Moran, and Harris (2013), made a great point when they described advise from experienced China traders when it comes to doing business, “throw away the rule book, and expect the Chinese to be one step ahead of you!”. Foreigners are further puzzled by the cultural challenge in the Chinese game to “save face”, so that deception with an opponent is acceptable. This could be extremely challenging from a global leadership perspective trying to negotiate! It just goes to show how widely different cultures can be, I would never imagine that declining to pick fruit could sabotage a relationship and your blog has really enlightened me to the fact that it doesn’t matter how much you research another culture, you are never fully prepared to engage to their expectations just as we can’t expect them to conform to ours either, such as in the Chinese office manager.
Moran, R. T., Harris, P. R., & Moran, S. V. (2011). Chapter 12: Doing business with Asians and Australians. Managing cultural differences: Global leadership strategies for cross-cultural business success (8th ed.) (p. 323-390). Oxford, UK: Elsevier Inc.
Michael Mccormick says
First, your post was well written and I enjoyed reading it.
Secondly, a friend of mine works for a company that is trying to expand its market to China, but not the big city china but the back hills country side China. He had just recently started this position and since his family has not yet moved where his office is located, he was asked to go over and do some marketing in these areas. During his time there he confronted many abnormal things in comparison to our western ways. He already understood his place and just as you stated he did not decline anything. If he was offered, he took. He said there were food establishments that he would never set foot in here in American but if that was the offering from a potential client, he was obliged to eat and enjoy. He explained to me that knowing your place and the culture you are doing business in will always be a huge benefit. He also told me the same thing you stated, that sometimes the smallest thing even when your just being polite can seem to be the biggest insult to another culture.
Donna Maria Currie says
Yes, we can learn valuable lessons from falling. So long as the “injuries” sustained are not too bad. Your post interested me quite a bit. In fact, I used the link you provided to read the full article. Even with lots of preparation, and even some successes, it is still very easy to fall prey to our own biases, and our own cultural mindsets when interpreting the actions of others. As I read the article, I could not help but wonder if, in all of her preparations, how things would have turned out if she had taken the time to include her office manager in her efforts to build “guanxi” (which means “relationship”). It seemed, at least from the article that the CEO’s focus was on her clients, and not her Shanghai staff members. Even her statement about “[t]he challenge of creating a more assertive Chinese staff” (which seems to be a more Western approach) may indicate that this CEO may experience yet another fall or two before gaining the cultural insight that she seeks, and the level of understanding which would be most beneficial for her as well as all parties concerned. I wonder if she has considered a cultural liaison. I think such a personal guide would more valuable to her at this point than all the books in the world.