How the Chinese Can Improve International Acceptance and Influence - a new mission, born out of the pandemic?

COVID-19 is the great leveller. It knows no boundaries. But its source in Wuhan has led some Westerners – notably Donald Trump – to point the finger of blame at China. The crisis could lead to more political and economic distancing of the country by the USA and Europe. The Middle Kingdom might self-isolate, fomenting resentment towards the West.

It doesn’t have to be this way.

Every crisis is an opportunity. The global threat which has convulsed politics and the economy has unfrozen old systems and dogma, opening the possibility for change, as we build the new normal. To paraphrase Irish Nobel Laureate W.B. Yeats, now that our ladder’s gone, we ‘must lie down where all the ladders start’ and begin anew.

What if China did the unexpected?

In negotiation the unexpected is powerful. When Egyptian President Anwar Sadat travelled to Jerusalem 43 years ago to make peace with Israel, initial suspicion of a trick turned to realisation he genuinely meant it. Far from appearing weak, the world came to see it as a strong, bold move.

Such moves take courage.

Fear accentuates culture, leading to national self-interest. Populists seize on the fear – ‘America First!’ Divisions multiply when what we need is harmony.

The Wisdom of the Past – an Opportunity for the Future

Has the hour for Confucian thinking come round again? Who better to lead a global mission about harmony than China? About creating a virtuous and peaceful society? About the power of collective endeavour?

Even in Western individualistic cultures there has been growing realisation of the need to consider others not just ourselves: ‘Stay Home. Protect the NHS. Save Lives’. One of the most powerful political slogans of modern times in the United Kingdom.

And Western societies have been willing to accept top-down restrictions on their freedoms for the greater good, recognising our responsibility to one another.

It has even finally dawned on us that the face mask is to keep others from our own germs, not the other way round!

At this turning-point in history, there is a golden opportunity for China to play the role of benevolent global harmoniser, when we need it most. It would require the courage to do the unexpected. It would mean casting aside old assumptions. It would mean re-building trust, turning old enmities into friendships. But it would result in a powerful boost to international acceptance and influence. China would be seen as strong yet humane. Parallel to a surge in geopolitical standing, its economic growth would flourish even further.

Preparing the ground

Admittedly all highly idealistic: such a mission would need a sea-change in political orthodoxies and a supreme effort of governmental will.

But thousands of Chinese and Western companies trade and collaborate internationally or wish to.

What can Chinese businesspeople do to prepare the ground for political change by improving their own international acceptance and influence, in times when trust may have been damaged?

1. Be Self-Aware (and act on that awareness!)

At the Delphic Oracle in Athens the maxim ‘γν?θι σεαυτ?ν’, ‘know thyself’ was one of the three inscribed on the forecourt. Without awareness of how others may see you, it is impossible to manage their impressions. Things which seem positive to you may seem negative to them. Here are just a few examples:

• Waiting for Westerners to initiate proposals while revealing little of your own needs and interests can erode trust.
• Long gaps in communication/action can make Westerners feel frustrated, especially when followed by sudden demands.
• Expecting Westerners to jump at any time of day or night doesn’t go down well.
• Frequently shifting priorities and plans, which you may see as flexibility, can make Westerners confused.
• Hospitality, such as banquets, tours, before getting down to business - in order to build trust and relationships - may be viewed as wasting time.
• You may see organising everything so that guests always have some group activity as the sign of a good host. But Westerners often need ‘time out’ to be alone.
• Business communication by the Chinese can be seen as aggressive at times – partly due to the use of military metaphors.

1. Build Bridges

Try and project yourself into the other culture’s mind and worldview, then modify your perceptions and approach accordingly.

Many Westerners, especially Americans and Northern Europeans, live in a fact-based, task-oriented world where what you know is more important than whom you know. They believe time is money and wish to complete business quickly and efficiently without worrying too much about relationships. They can often make decisions without consulting upwards.

Latin cultures (as well as Indians, Middle Eastern and African cultures) are likely to be happier with relationship- and people-based business. But you may find them too noisy and emotional.

Some things that may frustrate you about Americans and Northern Europeans are:

• They believe facts are the only things which really matter.
• An insistence on logic and structure. They may be perplexed by the more diffuse and circular style – both in speaking and writing – more common to East Asian cultures.
• Lack of relationship-building skills.
• Blunt communication, which you may see as rude.
• Lack of concern about your face and reputation. They are generally much less sensitive about these issues.
• Unwillingness to make sacrifices – e.g. about making themselves permanently available.
• Trying to rush things at the early stages, before you know them.
• A lack of recognition that if you do them a favour, they have a moral obligation to do something in return.
• Little respect for hierarchy.
• Show little inclination to use their networks (guanxi) to help you. But their networks are unlikely to be as helpful as yours. And in fact, they are often not needed for good business in the West, or not to the same degree.

3. Do Better Business

Being self-aware and building bridges will lead to better business. But success needs a change in attitudes and behaviour.

The question is who should adapt to whom? Ideally, both sides come halfway. But consider where the power is. Do they need you more, or do you need them more?

Sellers generally need to modify more than buyers.

At least, in all circumstances, try and avoid an excess of cultural behaviour that is likely to irritate the other party.

The second maxim on the forecourt of Delphic Oracle was ‘nothing to excess’ which should strike a chord with Chinese love of moderation.

Be Self-Aware. Build Bridges. Do Better Business!

The Virtual World

Working virtually brings new challenges and opportunities. It is a rather linear process by force of personal distance and the importance of clarity and structure. Good practice for adapting to the Western way of doing business?

The Necessity of Change

COVID-19 is forcing change on the world. But perhaps much of that change can be a good thing or channelled into a force for good.

The third and final maxim on the forecourt of the Delphic Oracle was:

‘Surety brings ruin’

We had grown too complacent and sure of ourselves.

Sureties in inevitable human progress, in the ability of science to answer all our questions, and in how we organise our societies, have all been called into question over the past few months.

We can change ourselves to promote more harmonious interaction with other cultures in our daily lives and business.

But at the political level, moral leadership is required. Can China - against the world’s expectations and perceptions - rise to the challenge?