Cross Cultural Communication

This briefing essay elaborates on cross cultural communication for American businessmen going on a business trip to China. It covers topics such as Chinese business protocols, negotiating styles, etiquettes, formality, taboos, working environment, greeting styles, values and beliefs system, and communication style.

Running head: CROSS CULTURAL COMMUNICATION
Cross Cultural Communication
Name of the Student:
Name of the University:
Author note:

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Cross cultural communication is always challenging and knowing ways to overcome
remote working, language and the cultural barriers needs a thorough analysis and
understanding of the new culture and its etiquettes (Charleston, Gajewska-De Mattos &
Chapman, 2018). This briefing essay is going to elaborate on for the members of a particular
cultural group who are going to spend time within another culture overseas. The chosen
cultural group members and the chosen international culture for this purpose is that of
American businessmen and China respectively. The group of American businessmen are
going to spend two weeks in China as their business trip. It shall highlight all the details
related to China including its business protocols, negotiating styles, etiquettes, formality,
taboos, working environment, greeting styles, values and beliefs system, communication style
etc.
China is a business hub for the world and is a dream of most of the entrepreneurs.
However, like many other countries, china is highly sensitive about is values and systems but
is largely misunderstood by many casual western observers. The country is very different
from the Western world and there is a significant cultural difference in between China and
America. Starting from its style of communication, its language, its working environment,
relationship building styles, values and beliefs to etiquettes and taboos; everything is different
and unique. However, the first ever thing that the American businessmen would notice while
doing business in China is that each and every issues are looked at from similar vantage point
and that is- how would they benefit the Chinese business or Chinese economy. Chinese
always seek for knowing what your company can do that they cannot.
Language- The commonly spoken language in China is Mandarin, which is often
called “Han Language” (He, Walle & Campos, 2015). This language is favoured by the
Chinese government, media and education. Moreover, in parts like Hong Kong, Guangdong
and Macau, Cantonese language is commonly spoken. Therefore, since the American

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businessmen are going for a business trip in China, they need to know both these language.
Or else, they need to seek help of the translators.
Communication Style- Communication in China is both indirect and formal. It is to
mention that China is a homogenous nation and there are many thing that can be said without
uttering a single word. Cross cultural communication often seems to be difficult for the
Western people and they often find it tough to respect and value subtleties of certain
situations (Hung, 2016). However, until and unless, one is proficient in Mandarin language, it
can be very difficult for him or her to do business or to interact with the Chinese businessmen
in most of the parts of China in absence of aid of a translator. It is to be noted that the levels
of English language in China are patchy and though there is a layer of fluent English speakers
in China, the layer is very thin and the levels too, fall away very quickly. Therefore, for the
American businessmen, communicating with the Chinese men can be slow and laborious
activity and can be fraught with the constant dangers of mistranslation and misunderstanding.
With the same, along with many other Asian men, Chinese find it tough to say “no”. For
them, saying “no” causes loss of face and embarrassment (Skinner, 2017). Therefore, the
American businessmen must keep this in mind and must agree with the things in obviously
less than direct way. Anything other than unequivocal “yes” for Chinese, probably means
“no”. Hence, they need to be very wary of the phrases like “Yes, probably” or “Yes, but it
seems to be difficult”.
Moreover, it is to mention that the Chinese people have a world-wide reputation of
being impassive and it is highly based on the misinterpretations of the Westerns about the
body language of China (Lau, 2015). Like with the Japanese, Chinese people use limited
degree of visual body language and to this, the Westerners interpret as lack of emotion and
responsiveness. It is to note that lac of overt body language does not signify that they do not
have emotions or that they do not show their reactions. Furthermore, it should not be assumed

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that just because some Chinese happens to speak good English that they are more competent
and talented than the others who does not. Unless there is a frequent interface into the West,
the fluency in English language should always be considered as an added extra by the
American businessmen.
Business meetings- Businessmen should wear dark coloured business suits. Chinese
regard the business attire to be unpretentious and conservative. Appointments are very
important in China and if possible, it should be made before one or two months in advance
and that too, in written form. As the American businessmen are going to stay in China for
their business trip, they need to take former appointment for the same. This will also
showcase their own business ethics and etiquettes in other country. If they fail to have contact
within the company or people they are intending to attend a meeting with, then they should
use an intermediary for arranging formal introduction. Once the introduction has been made,
they should provide further details regarding their company as well as the goals they want to
attain during the meeting.
It is to note that Chinese businessmen are very punctual and they consider punctuality
as a virtue. They view arriving late as an insult and this can negatively influence the
relationship of the American group with Chinese (Mackie, 2018). Moreover, it is observed
that every Chinese participant in the meeting would take an opportunity for dominating the
floor for quite lengthy periods without appearing to say much about anything and this could
actually aid to the meetings. Hence, the American businessmen needs to make it a point and
they should be patient and carefully listen. There can be some subtle messages that are being
transmitted and would help the American businessmen in allaying their fears of the on-going
association. Moreover, all the written materials needs to be available in the meeting place in
both Chinese and English and that too, using simplified characters.

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Negotiating styles- During negotiation in Chinese business deal, only the senior
members of the negotiating team are allowed to speak. They consider the most senior person
of their company like a father. Hence, the American businessmen should designate their most
senior member as their spokesman for the introductory function. Also, they should be
prepared for the agenda in order to become a humping off point for the other discussions. It is
to note that the Chinese are non-confrontational. As already stated, they avoid the use of
“no”. So, in place of “no” they will say “We will see” or “We will think about it.
Negotiation process in China are basically process oriented. They want to determine if
the relationships could develop themselves to a stage when both the parties are comfortable
doing business with one another. Also, American businessmen should be well aware of the
fact that decision taking takes time as businesses are hierarchical in China (Lim, 2017). They
require careful review of all the processes and consideration. Moreover, Chinese have high
patience and they also want the same from their peers or the ones with whom they are going
to do business. Hence, Americans need to hold their temper and under no circumstances they
should loose temper. Or else, this may result in loosing face and damaging the relationship.
Business card system- In China, business cards are exchanges after each and every
initial introduction (Miao & Jayakar, 2016). Therefore, the American businessmen should
have one side of their business cards translated into Chinese language by making use of
simplified Chinese characters which are printed in the gold coloured ink as gold is considered
to be an auspicious colour in China. Also, it should be ensured that the business card include
the title of the members and also, the fact that whether the company is largest or oldest in
America should be mentioned there in the business card. The American businessmen should
remember to hold the card with both their hand while offering it and the Chinese side (the
side written in Chinese language) should be facing the recipient. Moreover, in any formal
situation with the Chinese population, American businessmen should be addressed by their

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title followed by their last name. During meeting in the business environment, professional
titles are to be used, for example, Director Luis or Assistant Manager Dei Hong.
Greeting style- Greetings in China are formal and they like to greet oldest person first.
With the same, handshake are most common form of greeting in China with the foreigners.
Hence, the American businessmen should be ready to shake hands with their Chinese mates
during confrontation and must avoid kissing Cheng (2016),. Also, there would be many
Chinese who will look downwards while greeting them.
It is to be noted that Chinese have very good sense of humour. They can laugh at
themselves readily if they get comfortable with the American businessmen. Hence, the
Americans should be ready to laugh at themselves if given the proper circumstances.
Value, Beliefs and relationships- The business networks of China are sustained by
the tradition and the cultural values of China. Trust, face, reciprocity, hierarchy, power
distance, time and long term orientations are regarded to be the key cultural values in China.
It is to mention in this context that “face” is an important concept in the Chinese society. For
them, it is synonymous to “respect”, “honour” and “good reputation”. It is very important for
a person to avoid losing face or causing the loss of face of anyone. Putting anyone on the
sport and public criticism are not practised in China. Furthermore, Confucian influence the
culture and business in China. The standards that it promotes are very similar to the ones that
are espoused by the great religions of the world. Ethics are very important part in the business
related decisions in China. Moreover, benevolence, Midway, Filial Piety, Trust, Cautious
words, Harmony and Forbearance are the seven core rituals of Confucianism (Du, 2016).
The American businessmen should be aware of the fact that in China, chronic
suspicion exists. The Chinese are likely to be suspicious towards them until and unless a good
relationship has been established. Therefore, they should be well-prepared to answer each and

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every queries of their Chinese peers in order to be successful in their business meeting. In the
business transactions, good deal of adulteration of the goods are practised. In order to protect
one’s interest and to make sure that opportunistic behaviours like cheating are avoided in
China. Moreover, the dimension of time for the Chinese population has two different
orientations- the community and past-time orientation (Hsu & Huang, 2016). It simply
implies that for the Chinese businessmen, once relationship is established, it is very hard to
break it. But, once it is broken, it would be very difficult to re-establish them. With the same,
continuity indicates that the Chinese businessmen are long-term oriented. Once the American
businessmen are successful in building relationship with them, both the parties need to try
their best in order to maintain the relationship by means of reciprocating benefits. Moreover,
‘compromise’ is often been the most preferable solution for the Chinese in order to settle a
conflict.
Hence, from the above it can be stated that he future business opportunities act as
hostages to relationships in business that the American business could build with Chinese.
Cross cultural success is more likely to take place if the American businessmen are aware of
the above mentioned culture and nature of Chinese and of the negotiating tactics which are
often deployed. Moreover, American businessmen should focus more on long-term
relationship building in order to successfully develop trust that is considered to be one of the
most crucial components of the network. The culture and business management in China is
also based upon the teaching of Confucianism and this denote that there is no relationship
that is underpinned by equality.

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