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The University of Florida, CJC Online, Public Affairs Communication MMC5648.
This week's assignment required deep research into the Huawei/5G case study, and a look into the differences between Chinese and Western public affairs strategies, work culture, and intrinsic belief systems.
To summarize my research into China's public affairs strategies, the East tends to:
Respond only to crisis instead of pro-active image/narrative management
Value domestic social stability above the rewards of risk & innovation
Rely on Guanxi, or relationships, as the oil that makes the Chinese machine run
Distrust foreign PA professionals and local company managers’ recommendations\
Comparisons between the US and Chinese cultural beliefs reveal interesting contrasts. At its heart, America still embraces its individualistic, Wild West cowboy.
“Lay your cards on the table.”
“Shoot first, ask questions later.”
"Speak your mind, but ride a fast horse."
This directly contrasts with the Chinese mindset, which is based on the teachings of Confucius and Lao Tzu. A quote from Lao Tzu’s “Tao Te Ching” illustrates the significant difference.
“Simplicity, patience, compassion. These three are your greatest treasures.” - Lao Tzu
These writings are so prized in Chinese culture, that a thorough knowledge of Confucius was historically required for Chinese officials to be appointed to government positions.
According to David De Cremer, in his article “Understanding Trust, In China and the West” from the Harvard Business Review, an important Chinese saying: “Once a promise is made, it cannot be withdrawn, not even with the forces of four horsepowers,” reveals an intrinsically different approach to entering into agreements than in the West.
It would be important to note, as a PA professional, that if the Chinese appear hesitant, it is perhaps because they place much more value on their promises, unlike their “wheel’n deal’em” western counterparts. One need only look at the way Native Americans have been treated in the United States to find a basis for China’s default setting of distrust.
It is also important to emphasize that, unlike the West’s risk-taking, cowboy culture, the Chinese culture is based on a farming mentality. Agricultural values, such as group cooperation and harmony, are prioritized over individual ventures. The Chinese saying, “Favor the root and slight the branch,” also demonstrates the importance still placed on the “root” (agriculture) over the “branch” (commerce).
Historically, the survival of a rural village depended upon the commitment and cooperation of each community member. Merchants were looked down upon. These ideals are a deeply entrenched part of Chinese mentality and may help to illustrate why building trust in China is both highly participative and time-consuming.
Another East/West contrast is highlighted by the western saying “the early bird catches the worm”, which places value on “doing it before anyone else does.”
In contrast, the Chinese equivalent translates as “the early bird may get eaten.”
When reflected upon, this may help western PA professionals understand their Eastern counterparts’ reticence towards risk and proactive activities.
East/West Values Comparison
The East:
Pragmatic. Simplicity. Compassion. Patience. Relationships. Community. Greater Good.
The West:
Innovative. Adventurous. Self-sufficiency. Uniqueness. Independent. Autonomous.
In my research paper, I delve more deeply into the concepts of “renquing” (favors), “mianzi” (face), “guanzi” (relationships/connections), and how these three concepts build on each other. Western PA professionals can also use these tactics to build a good reputation and trust. But skillful negotiators will know that to accomplish this, they must first acknowledge Eastern concepts and beliefs, making their Chinese colleagues feel understood and valued – not dismissed. Until this understanding is demonstrated, why would the Chinese trust that Westerners can competently advise them?
First, show that you both comprehend and value their way of doing things. Then you can slowly build your recommendations around that shared understanding.
If you cannot show that you know where someone is coming from, why would they listen to your directions?
Having a seat at the table, behind closed doors, may allow for a more open conversation on disputed topics in China, but remember that the Chinese treat meetings as a lecture, not as an opportunity to collaboratively problem solve.
Also, the word, “Yes” has a very different meaning. In China, it effectively means, “Yes, I’m listening,” and should not be misconstrued as agreement. This is emphasized by Sean Upton-McLaughlin, in his “Tips for Communicating with the Chinese” as an important point of misunderstanding that often occurs between East and West professionals.
This week’s topic opened up a wealth of fascinating concepts, information, and observations about China and Eastern cultures. But Scott Kronick’s observation from Tuesday night’s Zoom call struck the most powerful chord.
“It’s not right or wrong, it’s just the way that we do it.” - Scott Kronick
This valuable perspective opens opportunities for the savvy and insightful PA professional who is not afraid to invest the time to learn, assimilate, and innovate from within. In the Chinese culture, change may only be possible when promoted from within the valued circle of relationships, or by "thinking inside the box."
QUESTIONS
Do you prefer to think inside or outside of the box?
What do you think about the comparison between East and West?
What are the benefits and challenges of each approach?
Share your thoughts.