QUESTION: In my business, there are two kinds of project managers: those who have been to China and those who are going soon. What are some cultural differences I can expect on my first trip there?
A great number of project managers are crisscrossing the Pacific these days. It's even true for us in the education business. For several years, my university has offered a number of Chinese business programs, and I've been privileged to play a part in that. There are four MBA programs: three in the United States for cohorts of Chinese executives and one in Shanghai. Upcoming plans call for expanding to Chengdu and Beijing.
In response to our question, some past and present leaders of PMI's Southwest Ohio, USA, Chapter offer advice to make your first trip to China a success.
- Respect the emphasis on harmony and the primacy of the group. Western societies often value individualism. China doesn't. Confucianism is more than 2,000 years old, and its traditional values still pervade Chinese society. Mike VanHorn, PMP, leads a global project management office team at NCR Corp.'s Teradata division, which supports projects in China and around the world. “We see very good Chinese project managers,” he says, “but rarely do they take a directive leadership style, opting instead for group decision-making and respect for the management hierarchy. We often see them use a more collaborative management style, which seems to work well with our teams and customers.”
- Relationships are everything. The Chinese word guanxi (gwan-shee) refers to the strong reliance on business and social connections. Such relationships are built slowly, which makes your selection of Chinese partners absolutely crucial. A partner with strong, well-placed relationships will open doors and create opportunities for you and your project.
- On important matters, the Chinese think long term. Maybe it's that Confucian ethic, or perhaps the “quarterly report” mindset has yet to seep into Chinese business practices. Whatever the reason, it's the long term that counts here. When I noted the huge numbers of Volkswagens plying the streets of Beijing, people explained that VW was among the first foreign investors in modern China, and that long relationship gives VW a respected name in the market.
- Understand mianzi (me-ahn-zee). Mianzi means “face,” and it's important. Every conversation, every meeting, every meal represents an opportunity for you to gain—or lose—stature. Rudeness or anger, for example, can cost you dearly. Raising your voice to a Chinese manager, for example, will shame him, embarrass his colleagues and brand you as a barbarian.
- Rank matters—a lot. Karen Tate, PMP, Griffin Tate Group, Cincinnati, Ohio, USA, notes the extraordinary deference the Chinese give to people of high rank. A current PMI Board member, Ms. Tate has worked extensively in China, teaching project management to industry groups and senior executives in Shanghai, Beijing and Shenzen. Former PMI president Kent Crawford, PMP, CEO of PM Solutions, Havertown, Pa., USA, has a similar view based on working with Chinese managers in decision-making situations. “They often don't see the value of advice from more junior team members,” he says. “The director gives instructions and is to be respected and followed.”
- Cultural humility helps. Forks are not superior to chopsticks, your food is not better than theirs, your ways of business are not smarter than theirs. They're just different.
- Pay attention to gifts. These are significant in China, not so much for their intrinsic value but as symbols of respect. Put real effort and thought into this. Trust me. After your Chinese host has given you a beautiful and valuable scroll, it's awkward to reciprocate with a “Made in China” plastic coffee mug—even if it does have your university's handsome logo on it.
- Cultivate patience. Whether gridlocked on the ring roads girdling Beijing or negotiating a contract in a smoky conference room, patience is a virtue. These folks know how to use time as a competitive tool. Our best agreements took the longest to negotiate. Unsurprisingly, the worst came when we were anxious or we overruled our wise Chinese advisors' counsel to go slow.
- Little things mean a lot. Small gestures add up. Get the flip side of your business card printed in Chinese. Learn the Chinese way of giving and receiving a business card. At dinner, toast your partners with that flamethrower fuel they call maotai (ma-o-tie). You shouldn't be driving in Shanghai traffic anyway, even sober. And yes, use chopsticks. You'll earn points with your hosts, and no, you won't starve without a fork.
For the first-time visitor, China is a tremendous adventure and an unparalleled learning experience. “A smile, friendliness, a genuine, warm handshake, and true interest in the individual work wonders,” Mr. Crawford says, “whether in China or anywhere else.” PM
ANSWER: As in any overseas culture, things are different. Not better, not worse—just different. Pay attention to those differences and respect your hosts.
Bud Baker, Ph.D., is a professor of management and leader of the project management MBA at Wright State University, Dayton, Ohio, USA. Please send questions for Ask PM Network to [email protected].