发布时间 : 星期二 文章新编剑桥商务英语高级第三版 第Module 12更新完毕开始阅读
Module 12
12.1 Understanding business culture(page121)
John So, Jim, what did you know about doing business in China before you made your first trip there?
Jim Very little, actually. These days there’s a lot of literature and advice out there. I had heard about the principle of Guanxi before I went to China, but I hadn’t really realised how important a part of business culture it was.
John What is Guanxi, exactly?
Jim It refers to relationships or connections with people that are built on trust and have been developed over a long time. These relationships are based on shared experience-people operating in a similar field-and often also on the exchange of gifts or favours.
John But if you’re an outsider, that must make life very difficult. You don’t have a shared background as such...
Jim That’s right. You don’t have those networks and for that reason you’re going to have to be patient, because it takes time to develop them. That’s why so many foreign businesses look for a Chinese partner who has good contacts already, like an agent or business partner.
John And is there any other way to shortcut this process?
Jim Not really. Gift-giving is helpful - presenting a small gift at the end of a meeting, for example. Don’t expect immediate returns, though, and don’t give anything big. The Chinese government has clamped down hard on bribery in recent years and won’t tolerate it. What you have to do is build friendships.
John And how would you go about that? Any particular tips?
Jim There’s no particular secret: just get to know your partners, exchange small talk, invite them out for meals - Chinese people love eating out. They’ll certainly invite you out to a restaurant at some point. The main thing is just to be yourself...with an extra bit of formality and politeness. Don’t do what some people do and try to be Chinese.
John And are there any things you shouldn’t talk about - any taboos?
Jim Umm... I think the important thing is to show genuine interest in learning about
China and its customs, and to be respectful of the country and the government. There are also a few different habits. Sometime during the meal there will be toasts - make sure that you make one to the most senior member of the group there.
John Any other tips?
Jim well, they appreciate the best - established brands with a quality reputation - having had limited access to western products in the past. Everyday practicalities? Er... People dress soberly for business, they shake hands on meeting...usually, though occasionally they’ll just nod at you. They love to exchange business cards, so bring lots of those. And when you receive one make sure you study it carefully - it’s very rude just to put it straight in your pocket.
John What about their behaviour? The Chinese have a reputation for being difficult to read.
Jim I don’t really find that. Perhaps they use facial expressions or gestures less freely than westerners do. They do seem to take their time agreeing to things. There are two reasons for that: first of all, they generally operate within big hierarchies and the decision may need to come from high up; secondly, they dislike saying ‘no’ directly. If they start to make a series of small objections to something, it generally means they’re trying to say they’re not interested. But above all, as i said before, don’t worry about the time all this takes - you’re going to need that anyway to learn how Chinese companies operate and all the governance and tax laws, the regulations around joint ventures and so on...
12.2 Small talk: short responses(page122)
Sarah Hi, Joachim, sorry to be a little late.
Joachim No problem. Good to see you again. How was your trip?
Sarah It was fine. No delays , just the usual traffic from the airport.
Joachim And did you find our offices easily?
Sarah Yes, thank you. Your directions were very clear.
Joachim OK. So, can I get you a coffee before we start?
Sarah Yes. I’d love one. White, one sugar, please.
Joachim And, how are you fixed for time?
Sarah I’ve got a couple of hours now. I hope that’s enough.
Joachim Sorry, do you mind if I just take this call?
Sarah No, of course not. Go ahead...
Joachim Sorry about that - the boss. So, are you expecting it to be a good year?
Sarah Well, I hope so. Last year was pretty flat, as you know.
Joachim Well, that’s really what I’d like to talk about today - how we can ramp things up a bit. Can I be of any help with the marketing side of things?
Sarah That’s kind of you, but we should be able to cope. It’s just a question of programming it in. We’re planning a campaign meeting next week...
Joachim ...so I think that’s been a useful start to our discussions. I will programme another meeting for two weeks’ time. But I think you have to go now. Would you like to go for a meal this evening?
Sarah I’d love to, but I’m afraid I have to be back in London by six.
Joachim No worries. Would you like a lift back to the station?
Sarah That would be really nice, but I don’t want to put you out.
Joachim It’s no problem. I’m going that way anyway.