Negotiation with Chinese: Practical Guide for Western Managers
Even so Chinese businessmen are more aware of international rules and etiquette, in recent years, the cultural differences will still remain as a major barrier to successful business with Chinese during the next century at least. Many managers believe no specific attention is needed for doing business, and actually the capability to understand and manage cultural relationship is defined by the Cultural Intelligence (CQ – which is a fairly new concept defined by C. Earley in Harvard Business Review Oct.2004 (http://hbr.org/2004/10/cultural-intelligence). The lack of cultural awareness has been the root cause of many failures in China and is often attributed to unfair business but rarely to behavioral differences. We expect below to give some basic principle of negotiations with Chinese that would greatly help getting successful deals oversea.
Preparation:
- Date: Avoid main Chinese holidays like national day, autumn festival and Chinese New Year. -
- Language: Learn some basic Chinese, always very appreciated, few examples: Nihao (means hello, pronounced “nee haow”), Xiexie (means thanks, pronounced “she-yeh she-yeh”),… Google Translate gives good pronunciations for learning purpose. -
- Topic: Read recent positive news from China (achievements, sports, industrial development): this is very valuable during dinner to show that you know about China, and gives your Chinese partners a sense of proud and happy. It is better to avoid controversy topics, don’t speak about national politics with Chinese, and especially China’s own problems like pollution or corruption.
- Energy: Be prepared for long meeting, especially for difficult and complex subjects, better to start the meeting well rested without too much jetlag.
Meeting:
- Schedule: Be punctual to meeting, if late, inform your contact as soon as possible. -
- Agenda: As always, it is better to prepare and propose the meeting agenda well in advance, avoiding surprises and increasing meeting efficiency. – Gift: Always positive to prepare gifts. At minimal, one for the host, alcohol or chocolate is a good pick. Gift values should be similar in price than they are offering (reciprocity concept). The gifts shall be wrapped in red or gold paper preferably and black, white shall be avoided. -
- Naming: When calling your Chinese contacts: Mr./Ms. + last name or Last name + first name, if they have an English name, it is normally enough by itself, no need for the last name. -
- Business card exchange: During the first contact, hold with 2 hands, take time to read the title while holding it, importance is a bit over exaggerated, but still better to do. Try to give more attention on the highest ranked host, title is very important in China. Last, it is not recommended to write, even the date, on the business card, better to do it after the meeting.
- Meeting room: Sit preferably in front of the door when you are the visitor. Historically reason was coming from old tradition with assassin coming from the door to kill visitors. Being in front, you see them coming. The host normally sit at the middle of the table.
- Giving face: Ensuring that you are never personal on negative matters, consider yourself and your Chinese counterpart as part of a corporation/team with shared responsibility for any decisions and actions. Bringing a problem personal will never improve the negotiation in China. If you come in team, it is preferred the meeting is leaded by your highest executive. It shows respect to your counterpart.
- Eye fixing: Looking straight in the eyes might be regarding as impolite and lack of respect. Eye contact is still important thus, but not fixing. -
- Yes or No: Asian are famous for never saying no. This is actually not that straight. A “No” can be seen as a failure and a face issue. As such they tend to express their refusal in a different way, try to observe the body language and the words used. A “it’s ok” for example is meaning a partial acceptance and it is better to discuss further the case. In many situations, reformulating your questions with different words is a great way to confirm the answer. -
- Conversation: Unlike Latin habits, do not interrupt Chinese until they stop talking. Be patient and never show anger
- Negotiation: Chinese are tough negotiators varying the style to get results. Be prepare to some concessions, it will give face to the negotiator and help getting the deal.
Dinner:
- Dining and drinking is a very important part of the process of negotiation. Accepting lunch or dinner proposal is a must and part of the business process, a refusal can be misinterpreted. There is a saying in China that “business is done on dining tables”. It is better to plan in advance and to accept the invitation. If needed, initiate dining invitation by yourself. – Always accept the proposed food (should happen even more for things you don’t want to eat). There is a trick that you can still leave what you don’t like inside the plate. – Don’t eat on the provided plate (like westerners do), put food in the bowl and use the chopsticks in the bowl. The plate is used for rubbish. – Don’t stick the chopsticks in the rice, or fruits, even to put it in the mouth, this is equivalent to death symbol. If you cannot use chopsticks, most restaurants can provide knife and fork.
- Ganbei: Somehow equivalent to cheer, it means drinking alcohol bottom-up for toast. Nowadays, the liquor is often replaced by wine or beer, still bottom-up, be prepared. Chinese believe that “friendship is built by drinking together”, and will find many reasons to Ganbei with you, from cooperation to friendship and partnership. The main purpose is to emphasis positive aspects of the business and your active participation find topics to cheer will be highly appreciated. – Don’t be surprised by Chinese managers asking for your salary or cheering for money. Money is a popular subject like health in Europe. – Don’t discuss about business at dinner unless your Chinese counter-part is asking for. Dinner is a place to build relationship; any other topics can be addressed, especially about the Chinese boss’ achievements and success. Again politic shall be avoided unless you get close relationship.
Of course, there are many more specific manners, please check here for more details:http://en.wikipedia.org/wiki/Customs_and_etiquette_in_Chinese_diningOverall, the dinner place is beneficial to build business relationship and this is a very important concept. It will increase the trust level as well as the deal success rate from the meeting. Those tips has for purpose to prepare you to go to China and doesn’t include all, the key is awareness, modesty andrespects: – Awareness of the differences, reading signs like body languages, change of tone… – Modesty, no need to try to impress your counterpart, inferiority feeling will not have positive effect. – Respect: consider your counterpart as your equivalent and adapt to their traditions.
Looking for a JOB - How to Be the Next Hire
Making You the Most Viable Next Hire
Being flexible, creative and adaptable in today’s economy is the cornerstone to survival. The job search is no different and, with unemployment rising, requires just as much vigilance. One way you can keep your options open and make yourself even more marketable is by considering Consulting in addition to your quest for full-time employment. Often perceived as an “either-or” scenario, Consulting offers you just as many benefits as it does your “would be” employer:
Track record of Fixing Problems?
Career wise, people typically fall into one of two categories: those who thrive on problem solving and the prospect of a new challenge –or- someone who is exceptionally good at steering the ship once it is on course. If the thought of fixing something that is broken appeals to you (versus has you thinking about reaching for the Tylenol), then Consulting might be an avenue to explore.
A More Flexible Interview
Quite often, what a company needs is someone to tackle a specific problem, not a new full-time employee. Identifying this in the interview and being able to present yourself as the solution to their problem (at a lower cost), can ultimately create a job tailor made for you and your skill set. No one can compete against that.
Dating Before Marriage
A consulting engagement can give you the opportunity to see if this company is a nice place to visit or a great place to live. The only thing worse than a prolonged job search, is ending up in a position that results in you being unemployed again in 6-12 months. Consulting lets you do more due diligence than you could ever accomplish in an interview.
“Consulting” on Your Resume
To many recruiters, seeing “consulting” as your current role without any clients/engagements is just a way to dress up being out of work. But, with a list of key accomplishments at those engagements, you show that you are in demand, have more control over your search and are broadening your experience. The latter is extremely important if you are looking to transition industries.
Change Agent
For companies looking to make some sort of change internally (and you should like this if you have a track record of fixing problems), consulting is a more preferred approach versus hiring a permanent employee. It is much easier to come in as a consultant, effect the course correction and then hand it off to the internal leadership.
Money
Besides the obvious benefit of having income during your search, it also gives you breathing room to be more objective in selecting your next job.
It’s Easier to Find a Job When You Already Have One
So much of what makes this true is that fact that when you are employed, you tend to be a bit more objective because you have a “bird in hand.” Consulting (in addition to easing that financial strain, which helps here) can provide the self-assurance that comes along with being employed, which can get whittled away while unemployed.
Presenting yourself as a viable consultant or full time employee isn’t mutually exclusive. Rather, they are simply two sides to the same coin. For the companies where you interview, this will only make you more viable and versatile in your eyes. For you, there is nothing to lose. The worst thing that happens here is you generate some income to inevitable financial strain of your job search. On the other hand, you might just find through this process that you discover your next career move.
Bağdat Caddesi
Gel de parmaklara hakim ol, yapma bir Caddebostan, Bağdat Caddesi nostaljisi şimdi!...diğer bir deyişle 'Karşı taraf' . Cok uzun seneler yazları gittiğim, son yıllarda ise her Türkiye'ye gittiğimde kaldığım Istanbul'un bir başka eşşiz köşesi.
1960'lı 70'li yıllarda köşkleriyle, bahçelerinden salkım salkım sarkan ortancalarıyla, billur gibi denizliyle, 'sayfiye' yeri olmasıyla meşhur Erenköy, Suadiye, Caddebostan.
Dükkanların az, ağaçların çok olduğu, bunca yıl geçmesine rağmen hala güzelliğini koruyan Bağdat Caddesi. On, onbir yaşımdan itibaren yazlarım geçti oralarda. Sokaklarda oynanırdı o zamanlar, öyle pek araba filan geçmezdi. Doyasıya bisiklete binilir, el birakarak gitmek büyük marifet sayılır Erenköy, Saskınbakkal, Göztepe bisikletle rahat rahat gidilir dönülürdü. Deniz için bazı sokakların denize vardıkları noktalarda bulunan kayıkhanelerden saatlik ücretle kayık kiralanır, kadın erkek kürek çekmeyi bilir, kayıktan denize girilirdi. Bazı gençler dalıp iskele ayaklarından midye toplar bazıları ise sığ kumda zıpkınla vatos avlarlardı. Sokaklardan dondurmacılar geçerdi o zamanlar. Simdiki gibi binbir çeşit ne gezer 'Dondurma, Kaymaaak' diye bağıran dondurmacının küçücük arabasında sadece kaymaklı ve limonlu dondurma olur, bazen ise çeşit olsun diye vişneli bulunurdu.
Caddebostan Plajı'nın yanı sıra bir de üyelikle girilebilen klüpler vardı. Marmara Yelken Klubü başta olmak üzere, Balıkadamlar, Caddebostan Yat Klübü ve İstanbul Yelken. Eğer bunlardan birine üyeyseniz veya üye bir arkadaşınız varsa bazı sporları yapma veya izleme olanağınız olur, voleybol, ping pong oynar, kıyıdan yelkenlilerin yarışlarını izlerdiniz. Denizin ortasında ise köfteciler vardı. Bunlardan aklımda kalanı ise mayomuzun kenarına sıkıştırdığımız parayla yüzdüğümüz, veya kayıkla yanaştığımız 'Fıştak'tı. Dönerken yüzülüyorsa demirlemiş kayıklara tutuna tutuna, dinlene dinlene yüzülürdü.
Akşamüstüne doğru herkesi bir 'piyasa' heyecanı alırdı. Saçlar yıkanır, bildiğımız ütüyle ütülenerek düzeltilir, ve (Bağdat) Cadde'ye binbir tur atmaya çıkılırdı. Bir aşağı, bir yukarı. Parkur ise genellikle Santral Durağı'ndan Saşkınbakkala kadardı. O zaman 'cafe' adeti bir elin parmaklarını geçmez, 'Borsa'da yer bulabilmek için hızlı davranmak gerekir, 'Divan' ise gençlere çok pahalı geldiğinden ancak hafif 'yaşı geçmiş'lerin duraklama mekanı olurdu. Hali varaba sahiakti oldukça yerinde olan birkaç genç ise bir aşağı bir yukarı arabayla giderek Mustang veya Corvette'leriyle gelene geçene hava atarlardı.
Geceleri ise açık hava sinemalarının keyfine doyulmazdı. Caddebostan'daki Ozan Sineması'nda genellikle Türk filmleri oynar, çıkınca biraz aşağıda, Caddebostan Maksim Gazino'sunun (MIGROS)yakınındaki büfe'de 'zümküfül' yenirdi (Bir çeşit sosisli sandoviç ) Yabancı filmlerin mekanı ise Budak Sineması'ydı (Şimdiki CKM). Yastıgını kapıp tahta iskemlelere yerleştirdikten sonra, çekirdeğini çıtlatarak izlenirdi filmler. Bazen bu sinemalarda Cem Karaca gibi o zamanın ünlü sesleri konserler verir, bazıları ağaç tepelerinden konser izlerdi.
Sonra sonra o köşkler birer birer yıkılmaya, yerlerin uzun uzun binalar dikilmeye, Cadde'deki evlerin yerlerini dükkanlar almaya, arabalar çoğalmaya, faytonlar yok olmaya, tekerlekli dondurmacıların yerini Algida'cılar almaya başladı. Ama ne mutlu ki tüm büyümeler, kalabalıklaşmalar rağmen 'Cadde'yi bozmayı başaramadı! O hala 'Cadde', İstanbul'un ,Türkiye'nin en güzide caddesi hala boydan boya yürümekten zevk aldığım, bir yerde oturup geleni geçeni izlemenin keyfini her yıl bir iki hafta yaşayabildiğim bir yer.
The best way to improve health care requires physicians and other stakeholders
My honest approach for how to improve the care is to support a methodology such as being self-serving. I would like to start a program to introduce a software-based point-of-care tool for obtaining patient feedback. This real time information can be used with clients to positively impact the patient experience, nurse engagement, physician (soft skills) competence and overall quality. In my perspective the criteria for fulfilling the demand for finding the best way to improve healthcare is that it need be simple to implement, impactful and cost effective. The most impact to healthcare improvement will come from process improvement and healthcare provider recruitment AND retention. The by-products will be reduced cost of care and improved patient satisfaction. This applies to hospitals and private practices. Based on current studies and the economy, supplying adequate healthcare to the community is already tough and is going to get more challenging. Recruiting sufficient healthcare coverage will boost revenue and provide some improvement to patient satisfaction (wait time and access). However, failure to retain the medical staff will significantly hurt the outcome. With high demand and low supply, it will be well worth the time and money to present "we have the greenest pastures here". The method mentioned above may be called such as point-of-care through successful implementations that may turn in to popular key parts of process improvement. You need to have some feedback from the patients and the physicians in order to measure the processes that should be or are currently being improved. In order to achieve this you have to create the acronym HOSPITAL to help those in Healthcare recall the numbers of different types of inefficiencies in any medical facility. Those who have been exposed to Six Sigma and Lean have an appreciation for improvement opportunities and generally view things through differently trained eyes that can see within all those facilities. Publishing the results of the similar programs online may offer a transparent access to the consumers to monitor these inefficiencies. Welcoming any feedback relative to this and encourage your staff to consider this method or similar training methods for their teams will be highly critical for the outcome. We have to understand that it is impossible to solve a problem that we are unaware of. By providing even the most basic tools at the lowest level possible, these problems have a way of surfacing. While everyone recognizes that healthcare systems and organizations need to improve, I think not enough time is spent on firstly identifying the key stakeholders, and secondly properly ENGAGING them. I strongly believe that not enough time is spent trying to engage physicians in this process. In my experience too many of these "improvement strategies" are top-down decisions by non-clinical managers who failed to conduct any research into what physicians might want or what stumbling blocks there are/were to get them to adopt the new technologies. EMR/EHR/CPOE are prime examples - all of these require a breakdown in the normal activity flow of providers, as it requires them to either find and log on to a terminal or carry a bulky instrument. Almost all clients and colleagues I have worked with resent and resist those methods. And look how few MDs are part of Healthcare consulting firm teams. IMHO, I believe more energy should be spent engaging rather than alienating MDs as a first step, then doing the same for patients in order to get buy in from the two key stakeholders as I see it. I've always found that engaging these stakeholders on projects from the beginning results in more buy-in and most importantly, better recommendations/outcomes (a better product).
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