Like all relationships, business partnerships are based on trust and mutual understanding. This is not always easy, even if everyone involved has the same cultural background. And in the case of business partners from distant cultures, small misunderstandings are inevitable, so naturally you want the most comfortable atmosphere. There are significant differences between Chinese and European cultures, which can also help determine the best framework for successful negotiations.
Hierarchy is still very important in China, so the highest ranked are always welcomed first and introduced to the other participants. This is where the first step to success begins. For Chinese people, calmness and relaxed conversation are synonymous with respect. In Europe, business negotiations are usually very direct, facts are stated openly, and partners are also faced with existing problems. However, Chinese business partners may view such an approach as an insult and quickly jeopardize any success.
Chinese conversation culture in one word
In China, politeness is the basis of conversation. Transparency and openness, on the other hand, are often desired only when they are between the lines and are never directly said. Europeans like to call a spade a spade, but in China the opposite is true. The proverb “listen with your heart to what the other person cannot say in words” broadly describes what is important when communicating with business partners in China. Often, it's not just what you say that matters, but also your attitude. Remote interpreters enjoy working with modern video tools because their facial expressions and demeanor emphasize each statement. In China, foreign languages are considered more important in written language, so it is important to write foreign languages. Although more important than listening or speaking a foreign language, pre-screening is considered wrong and embarrassing to ask questions directly if the content of the oral statement is not fully understood. A written agenda sent for is beneficial to all involved.
Virtual meetings: Build trust with small talk and personal matters
Virtual meetings are nothing special in China, and because the country is so large, people often sit across from each other on a screen. Remote interpretation is a natural part of virtual meetings with other language partners, and trust can also be built through these channels. European managers and directors primarily build mutual trust through competence, reliability, and familiarity, whereas in China trust is considered to be a more important issue. Chinese people build relationships that include more than pure business content in their conversations. Therefore, experienced telephone and video interpreters are not only satisfied with the translation of relevant facts, but also strive to convey the emotional aspects, to reflect their personal interest in the other party. Personal conversations about family and holidays with Chinese business partners are not uncommon at the beginning of meetings and should not be interrupted. Video interpretation is also available for small talk after greetings during business meetings, creating a relaxed atmosphere. Self-discipline is important for difficult negotiations in virtual meetings. In China, people remain ostensibly relaxed and act calmly and cautiously, even if their differences are significant. Even in online meetings, staying calm and collected tends to lead to goals. No matter how good a remote interpreter is, he or she will not be able to compensate for unexpected movements with kindness and calm, and the person on the other end will want to end the tense situation as quickly as possible, and if necessary, no matter the consequences. Even if it doesn't come out.
Guidance for online meetings with Chinese partners by phone or video interpretation
Prepare an agenda that includes the main points and explain specific terminology Recognize the hierarchy and ensure that top positions are welcomed Use an experienced linguist as an interpreter initially Use a video or telephone interpreter Listen carefully and analyze sub-clauses Start with small talk that builds trust and shows interest in privacy Remain calm and relaxed and avoid big movements if possible
