An interview with an American manager of a Sino-American joint venture on the differences in business communication style and work ethic between Chinese businesspeople and their American counterparts.
Q：您好，杰克逊先生。您在中国已连续工作了三年，您能否谈一下中美两国生意人在商务沟通方式上有何不同之处?
A: With pleasure. I think there are at least two differences in the way of business communication between Chinese and American businesspeople. First, Chinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the more direct manner of American business people. The Chinese take time to learn if their prospective business contacts are really reliable, for example, by inviting them to a party and socializing with them. In contrast, Americans usually act with the "get-down-to-business-first" mentality. Second, the decision-making process of Chinese companies is generally slow and time-consuming. This is because most Chinese companies keep to the "bottom-up, then top-down and then bottom-up" decision-making principle which involves many people at different levels. American companies, on the other hand, usually operate with quick decisions made by the top management. I hope American businesspeople in China will understand these differences in business practices and adjust to the Chinese way.
Q：美国式的经营之道在我们中国人看来往往显得咄咄逼人。您在与中国同事的合作中有无注意到这一点？
A: Well, we are more direct and straightforward than most Chinese, I would say, due to our different cultural
traditions. I noticed that a lot of Chinese often avoid saying a clear "no"” just to be polite. Sometimes my Chinese colleagues say "yes" not to express agreement, but only to show that they are listening.
Q：我们都应该承认这些文化差异，尊重这些差异，以免产生误解，这很重要，不是吗？
A: Yes, understanding these differences, I believe, will be a first step toward establishing a firm business relationship between American and Chinese companies.
Q：刚才您提到了中国式的决策过程，您认为这种管理模式有无优点？将其与美国式的管理模式相比，您有何看法？
A: I would say the American-type, or the top-down, management emphasizes efficiency, and competition among workers, while the Chinese-type management gives priority to careful planning and encourages cooperation among workers, and between workers and the management. Thus, while the American-type management often frustrates many workers, the Chinese-type management gives workers a joy of participation and fulfillment, and a sense of pride in their work.
Q：谈到员工的工作态度，中国人和美国人在这方面有何不同？
A: I think most Chinese view work as essential for having membership in a community. They believe that work allows them to have the sense of belonging in a community. In other words, work is necessary for them to gain social acceptance in the society. That is why many Chinese managers and employees work so hard to maintain their positions in their companies. Also, they see work as the most important thing in life. That is, they have tried to find the meaning of life through their jobs. While the Chinese work ethic is based on social pressure and community belonging, the American work ethic seems to be more individual oriented. Traditionally, we work because it is the will of God, and we often value the results and accomplishments of work more than its process. By the way, I'm very impressed by the obvious strong sense of dedication to the jobs among the older Chinese employees.
Q：回到我们一开始的话题，您如何评价中美两种不同经营之道的利弊呢？
A: It is difficult to decide which is better than which, because there are some merits and demerits to both types of
management. My suggestion is that people of both countries should learn from each other. I will say that in recent years, the merits of the Chinese way, or rather, the Oriental way, of management are beginning to be recognized by an increasing number of people in the West. This more humane Oriental way of management seems to offer a great deal to the executives of our American industries.
Q:谢谢！谢谢您接受我的采访。
A: My pleasure.
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