Social Norms
25 Aug 2008
CHINESE SOCIAL NORMS
Chinese society is characterized by elaborate rituals of politeness protocol, demonstrations of friendship, and the like. Apparently ironically, the Chinese society stresses that the individual shall have a personality which we call internalized. This does not mean introverted. Internalized personality is one that gets its satisfaction from its own existence - not from close warm personal interaction as we think of it in western society. The ritual formulas obviate the necessity of real interpersonal involvement.
Saving Face and Losing Face Face behavior is highly formalized interpersonal behavior belonging to rigidly stratified groups. The terms “loss of face” and “saving face” are generally used as figures of speech by westerners. “Loss of face” is not simply a form of embarrassment.
Face behavior is power oriented behavior with the purpose of maintaining stability of the small social group - the group with each member in a specified relationship with every other member of the group.. “Face” is the Chinese word for one’s social position - a position which carries with it a certain kind of interpersonal power. The concept of 'face' roughly translates as 'honor', 'good reputation' or 'respect'. It is critical you avoid losing face or causing the loss of face at all times.
There are four types of 'face':
1) Diu-mian-zi: this is when one's actions or deeds have been exposed to people.
2) Gei-mian-zi: involves the giving of face to others through showing respect.
3) Liu-mian-zi: this is developed by avoiding mistakes and showing wisdom in action.
4) Jiang-mian-zi: this is when face is increased through others, i.e. someone complementing you to an associate.
CUSTOMS AND GREETINGS
GreetingsWhen meeting for the first time, a handshake is the most common greeting. But even a handshake can be a different experience in China. In order to show special respect, such as to elderly people or government officials, a slight bow might be given. Greetings are formal and the oldest person is always greeted first. Handshakes are the most common form of greeting with foreigners. Many Chinese will look towards the ground when greeting someone. Address the person by an honorific title and their surname.
Public Behaviors
The idea of saving face (both one’s own and that of others) is strong in Chinese society. Frankness or abruptness, especially in offering criticism of any kind, is to be carefully avoided. People are generally reserved, quiet, refined, gentle and friendly. They respect a person who is friendly and who carefully avoids hurting the feelings of others. Loud, untactful or boisterous behavior is usually regarded as very poor taste.
GiftsWhen visiting a family it is appropriate to bring a small gift, such as fruits, to the host, especially around New Year’s time. Gifts should be given and received with both hands. Both hands should also be used when handing things to another person. It is also a Chinese custom when receiving a gift to thank you for it and then place it to the side without opening it. This avoids embarrassment to the Chinese giver in case the gift is not something needed or wanted.
VisitingGuests wait for the host’s directions as to where each person is to sit around the table. For more formal banquets, there are very specific rules as to who is to sit where around the table. Conversations often concern the food, how it was prepared, what the ingredients were, and where they were obtained. Tea, candy, and fruit are often served to visitors as a token of welcome. The host will usually ask to escort the guest a considerable distance outside and sometimes down the street; to this the guest politely gives token resistance, returning thanks in the special ritual of hospitality.
EatingChopsticks and a soup spoon are common eating utensils. Food is not passed around the table, but remains in the center. The host usually chooses the food for his guests and serves it to them from the central dishes on the table. It is generally impolite to use your “dirty” hands to feed yourself. It would also impolite to take the last of a dish on the table. For the dinner to be a successful one there should have been a feeling of abundance. At a restaurant, the Chinese host always expects to pay. The guest may also politely offer to pay but should not insist. Business is not usually discussed while eating. If a toothpick is used, the mouth should be covered with the other hand. Napkins are not common, so it wise to always carry a handkerchief or a pack or tissues.
NETWORK ESTABLISHMENT(GUAN XI)
Guan-Xi or "connections"
We are talking about the Chinese word for this use of intermediaries ‘guan-xi’, literally, “connections”. One’s guan-xi, is an important factor in the individual’s social status. It is also an important Chinese business element. By getting the right "Guanxi", the organization minimizes the risks, frustrations, and disappointments when doing business in China. The correct "Guanxi" is so vital to any successful business strategy.
“Guanxi” literally means "relationships", stands for any type of relationship. In the Chinese business world, however, it is also understood as the network of relationships among various parties that cooperate together and support one another. It is important to keep the network active. The Chinese divide the world into two types of people - the ones with whom they have guan-xi, and everybody else. A relationship, made without prior necessary information is considered a very dangerous and cumbersome thing.
As with face behavior, guan-xi relationships are small group relationships. Guan-xi, like face behavior, is obligation between individuals for the purpose of maintenance of group integrity. In the Chinese view of social relations the concept of harmony is very important - keep things looking smooth. Therefore, the Chinese find it very difficult to come right out with a “no” answer. The Chinese do not do business with strangers, that is, they cannot interact with people they do not know.
Relationship Establishment
First of all, it does not have to be based on money. Second, it starts with and builds on the trustworthiness of the individual or the company. Third, being dependable and reliable definitely strengthens the relationship. Fourth, frequent contacts with each other foster understanding and emotional bonds and the Chinese often feel obligated to do business with their friends first. "Guanxi" or relationships with high rank officials are still important for doing business in China. Since "Guanxi" and relationship could function as an information network, companies with wide "Guanxi" and relationship networks often have much higher performance than companies with little or no relationship with the Chinese.