翻譯：Jenny Zhao
一個老外的深思：外籍高管在中國是否水土不服？
Does a foreigner manager know how to be successful in China?
一周之前，我和我一個在外企做HR的朋友一起聊天，聊了很久，一個非常有趣的話題，外派的高管，是不是真的可以在中國順風(fēng)順?biāo)?/p>
A week ago I had a long and interesting discussion with a friends of mine, who works as HR for a multinational company in China, whether foreign managers know how to be successful in China.
隨著中國市場在全球經(jīng)濟中地位的發(fā)展，越來越多跨國公司選擇在中國發(fā)展業(yè)務(wù)，需要在中國組建團隊。目前，大家的第一個選擇是，招聘有跨國公司工作經(jīng)驗的，可以說雙語的本地人。其次便是選擇“海龜”，華人，有在國外學(xué)習(xí)和工作經(jīng)驗的人。但是，在某些領(lǐng)域，比如需要很強管理能力和熟知企業(yè)體系的高層，這便需要外籍員工的加入。 但是，在中國，外籍的高管，是不是真的能夠知己知彼，百戰(zhàn)不殆呢？
Lots of foreign companies in China have to take a decision about personnel, whom to employ. Nowadays, more often the first preference is to recruit local candidates who are bilingual and who have experience of working in multinational corporations. The second choice is for Chinese ‘returnees’ who are ethnic Chinese with experience of studying and working abroad. Yet for certain niches and top positions with strong management’s skills, there can be openings for expatriate staff. But does the foreign managers know how to perform successful in China?
文化和管理風(fēng)格的差異，對于員工在公司的績效表現(xiàn)有非常大的影響，那么，作為一個在中國工作的“老外”高管，需要注意哪些地方呢？
Culture difference and management style can have a big impact on employee and company performance. What is important to keep in mind being a foreign lead.
關(guān)系
Guanxi
關(guān)系是在中國做生意的核心。生意能否成功，50%取決于你的產(chǎn)品，另外的一半，那就是關(guān)系了。你需要知道，為什么和你做生意是值得的。你需要和對的合作伙伴有對的關(guān)系。了解這個行業(yè)，以及這個行業(yè)的渠道結(jié)構(gòu)和核心玩家。關(guān)系使得你的產(chǎn)品在中國合作伙伴面前，顯出不一樣的認知和機會。影響有影響力的人。同時不要忘記和正確的中國人組建圈子。關(guān)系只屬于“大陸人”。
Guanxi is a core of Chinese business. Your product is 50%, and the rest is Guanxi. You need to know why business with you is worth of it. You need to have right connections and right partners. Learn about the industry, its distribution structure and core players. Guanxi makes different to your product perception and opportunities of cooperation with the Chinese partners. Influence the influencers. And do not forget to have the right Chinese person by your side. Guanxi belongs to mainlanders.
適應(yīng)中國市場
Suit the Chinese market
無論你認為你的產(chǎn)品有多好，無論你是如何在自己的國家或是海外進行銷售。在中國，你需要讓你的產(chǎn)品有“中國特色”。需要思考，在中國，這是一個對的產(chǎn)品么？價格策略是什么？你需要調(diào)整一下從而使你的產(chǎn)品更有競爭力。最好的練習(xí)，就是研究一些跨國公司在中國的成功案列，分析這個案列，研究他們的“中國特色”行為。在國外的總部很少了解中國文化和現(xiàn)實業(yè)務(wù)，對于跟不上中國特色的風(fēng)格和節(jié)奏的公司來說，他們需要速度，否則，將會失去商機。
No matter how good you think your product is, no matter how well it sells in your own country or abroad, you need to look at the product in the context of China. Is it a right product to Chinese market? What is the price? Do you need to adapt something to be competitive? Best practice from successful multinational companies shows that they act Chinese in the market. Analyze the case studies. HQs abroad seldom understand about Chinese culture, business realities, or need for speed. Companies, which are not able to keep up with Chinese tempo & style, loose the opportunity.
權(quán)力和明確的關(guān)系
Power and clear directions
在中國的儒家哲學(xué)中，所有的關(guān)系被認為是不平等的。道德行為要求要對這些不平等的關(guān)系，有足夠的尊重。因此，在工作中體現(xiàn)在，年紀小的需要尊重年紀大的，下屬需要尊重上級。作為一個領(lǐng)導(dǎo)者，必須要果斷和自信。你需要下達的不僅僅是一項任務(wù)，同時也需要明確的指導(dǎo)和指示，也就是解決方案和相對應(yīng)需要承擔(dān)的責(zé)任。作為一個管理者，是不能允許員工之間討論決策者的權(quán)威?！拔也恢馈?，對于下屬來說，這是一個不能被接受的回答，這是對領(lǐng)導(dǎo)力威信的挑戰(zhàn)，也就是“丟面子”。
In Confucian philosophy, all relationships are deemed to be unequal. Ethical behavior demands that these inequalities are respected. Thus, the older person should automatically receive respect from the younger, the senior from the subordinate. As a leader you have to be decisive and assertive. You need to give more than just a task, but also the clear guidance and instructions with variants of solutions and designated responsibilities. The leader’s decisions do not allow employees to question or discuss the authority. “I don’t know” is not an acceptable answer to the subordinates as it is considered of “l(fā)oosing face” (mianzi) and the respect as a consequence.
時間知覺
Perception of Time
在國外的生意當(dāng)中，從節(jié)奏上來說要比中國更快一些。除了時間，在中國更重要的是一個臨界點，和生意同樣重要的事情是在做生意之前先與人建立關(guān)系。第一次和潛在的商業(yè)伙伴見面，目的可能是找到更多的信息關(guān)于合作的機會。下一步，可能是一起吃晚餐。然而，在商務(wù)餐中，很少討論關(guān)于業(yè)務(wù)的問題。這是一個很好的機會，來相互了解彼此，信任對方。為了“建立關(guān)系”而舉行的幾次會議之后，才能有合適的時間去討論業(yè)務(wù)細節(jié)。請記住，你需要在達成協(xié)議之前，建立一個穩(wěn)固的關(guān)系。所有的相關(guān)業(yè)務(wù)流程，也都是基于這個規(guī)則而進行的。還有一點，請不要忘記黃歷，中國的一些節(jié)日，日期和數(shù)字。比如，有些日期，就不建議做一些比較重大的嚴肅的決定，需要仔細計劃。請記住，在中國做生意，需要時間和耐心。
Doing business abroad is very often has much quicker pace than in China. Apart from being on time, which might be a critical point in China, it is also important to build relationships with people before doing business. The first meeting with a potential business partner aim to get acquainted and to find out more information about possible opportunities of cooperation. The next step is dinner together. Business, however, is rarely discussed during business meals. It is a time to get better acquainted to see how well everyone can know, like and trust each other. Only after several meetings of ‘building the relationship’ there will be the right time to discuss the business in details. Remember, you need to establish a strong relationship before going into a deal. All business related processes are also working under this rule. And do not forget about lunar calendar. And Chinese festivals. And dates and numbers. For example, there are dates where it is not recommended to take serious decisions. Plan carefully and keep in mind that success in China takes time and requires patience.
懂得含蓄
Indirect way to say things
通常，中國人比西方人更間接，也就是更含蓄。我們西方人在溝通中，更傾向于非黑即白，而中國人則喜歡拐彎抹角一些，所以，在提出評論或批評你的團隊的時候，需要三思而后行。你認為是比較直接地提出意見，那么可能你的同事會有被羞辱的感覺。試著去學(xué)習(xí)，中國式的含蓄的溝通方式和理解方式。
As a rule, the Chinese are much more indirect than Westerners. We tend to be more black-and-white in our communication, while the Chinese tend to beat around the bush a little more. So, think twice before giving direct comments or criticism to your Team’s work. What you perceive is direct could humiliate the feelings of your colleagues. Learn about Chinese way of indirect communication and it's interpretation.
建立一支強大的本土團隊
Build a strong local team
作為一個外籍管理者，這有一定的優(yōu)勢，知道企業(yè)文化和西方的一些高效管理體系。這樣的優(yōu)勢可以在公共活動和會議中，表現(xiàn)得很專業(yè)。但是，建立一支強大的本土團隊是非常重要的。本地人可以提供更好的網(wǎng)絡(luò)信息，了解文化和市場的復(fù)雜性，從而能夠更好地促進工作。其中，很重要的一點，需要指導(dǎo)你的本土團隊，如何和總部進行溝通。最終，都將是“人”來成就偉大的品牌。
You as a foreigner do have certain advantages. You know the corporate culture and western style of management. You may perform perfectly in the public events and meetings. But do not forget to form a strong local team onboard. Local talent can help you set better network and work out better deals, understand the culture and complexities of the market. Teach your local team to make decisions and the style to communicate with headquarters. In the end of the day, there are people who make great brands.
在中國的生意，是想要快速發(fā)展的重要目標(biāo)。想要成功，你別無選擇，只能去了解中國市場，商業(yè)文化，以及快速地學(xué)習(xí)和調(diào)整自己的管理風(fēng)格，以適應(yīng)業(yè)務(wù)的情況。
Business in China is a fast developing target. To succeed, you have no choice but to understand Chinese market, business culture, learn fast and be flexible to adjust your management style to fit business situations.
關(guān)于筆者：
Yulia Pohlmann （艷麗）
市場營銷專業(yè)，在規(guī)劃、實施和管理高利潤的市場營銷方面，有超過13年的工作經(jīng)驗。致力于業(yè)務(wù)增長，擴大新市場，包括在俄羅斯，德國和中國的產(chǎn)業(yè)合作等領(lǐng)域。在發(fā)展職業(yè)水平的同時，她還兼顧家庭，這是她和家人，在中國生活的第五年。她游歷甚廣, 而且喜歡了解和接觸新的環(huán)境和文化。是一個攝影和寫作愛好者。
Marketing communication professional, with more than 13 years’ experience at planning, implementing and managing highly profitable marketing and sales campaigns, shaping growth, expanding new markets and cooperation across industries throughout Russia, Germany and China. She combines both simultaneously raising a family and building a business. Well-travelled and at ease in new environments and cultures. Enjoys photo shooting and blogging. Live in China 5 years.
