•Mgr. Bc. Jan Hebnar MBA
Čínská etiketa a společnost
Čínská etiketa a společnost

Hlavní filosofické směry
•Čína vždy byla ateistická společnost.
•Bežný Číňan není věřící.
•Společnost a chování lidí nejvíce ovlivňují 3 filosofické směry:
•Daoism
•Legalism
•Confucianism

POZN: Pokud někdy vidíte Číňana v kostele má to asi tak, jako moje babička, která chodila do
kostela, že jí stál v cestě do obchodu.

Taoismus
•Taoismus – život v harmonii s Tao.
•Tao - zdroj a hybatel všeho (odosobněný bůh, příroda, vesmír, osud).
•Jakákoli lidská aktivita je vůči Tao zbytečná – být a nechat být.
•Stability a harmonie je možno dosáhnout jen dosažením souladu s vesmírem (přirodou).
•Co to znamená pro dnešek?
http://www.abundance-and-happiness.com/images/lao-tzu-quotes.jpg

POZN: China – everything is possible, nothing is easy.

Legalismus
•Je politická filosofie (ne filosofie o smyslu bytí).
•Vrchol za císaře Qin.
•Nejdůležitější koncept je fa – právo:
•Vláda právem, nikoli vláda práva
•Právo jako systém kontroly a represe
•Právo odměňuje ty, kteří se podrobují, trestá ty, kteří se mu protiví
•Co to znamená pro dnešek?
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•

POZN: Kojenecká voda kalibra – neexistence vyžadovaného nařízení.

Konfucianismus
•Kdo byl Konfucius?
•Dvě hlavní témata Konfuciova učení:
•Hierarchické vztahy (4)
•Vzdělání a poučení z minulosti (kopírování?)
•Co to znamená pro dnešek?
•Jak to bylo a je s Konfuciem?
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•
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http://asiasociety.org/files/confucius2.jpg

Importance of two things:
Education - studying deeds of moral persons of past (past – i.e. golden era of Zhou state - was
BETTER then now so that we should study it and learn from it)
Relationships - since responsibilities in society were clear and tis led to stable society
Emphasize importance of four relationships:
1.ruler and minister,
2.father and son,
3.elder brother and younger brother,
4.and husband and wife.
Superiors in relationships should behave toward those they governed the way that fathers should
behave toward their children.
Still essential values of todays Chinese society!

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http://mikeely.files.wordpress.com/2010/12/lu-hsun-revolution-against-confucius.jpg


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http://img.timeinc.net/time/photoessays/2008/olympics_opening/olympics_opening_07.jpg

Why is Confucius back in favor?
•It fits in with a general tendency by the current regime to emphasize continuity with the past.
•Good fit between the emphasis that he and his followers have always placed on social harmony, and
the focus that Hu and other current Chinese leaders have placed on stability (Mao – progres is made
via conflict and struggle – this ideology is now rejected).

Základní vzorce chování, kterými se řídí čínská společnost
•Vztahy (guangxi)
•Tvář (Mianzi)
•Prostředníci
•Hierarchie a sociální status
•Vztah k cizincům
•Svědomím vs trest
•Relativní pravda
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•

http://gameofroles.files.wordpress.com/2011/10/in-china-2-year-old-girl-run-over-by-a-car-twice-no-
one-cares.jpg
Guangxi 1

stuck2



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After a son stabs his mother othe Shanghai Pudong International Airport, only a lone foreigner
helps the mother as Chinese only stand by and watch.

Guangxi 2(společnosti s nízkou důvěrou)

1. The Chinese dislike doing business with strangers; it's helpful to be introduced properly by an
intermediary known to both sides.
2. Alternatively, if you make an independent initial approach, you should provide as much
information as possible about your company and what you hope to accomplish.
3. Business Relationships are institutional in nature and are not necessarily predicated on close
personal ties. It's always a good idea to cultivate personal friends in the bureaucracy, however.

http://caseysheamusic.com/blog/wp-content/uploads/2011/02/back+scratch.jpg
Guanxi 3
•Jak získat Guanxi:
•Spřátelit se.
•Přiženit se.
•Studovat.
•Stát se členem „klubu“.
•Něco za něco mechanismus – lepidlo společnosti.
•Konzultanti vám je (snad) prodají.
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•
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•

1.Guanxi (connections) is a tit-for-tat arrangement between people or work units that makes the
Chinese system go. It offers you access to goods and services otherwise difficult to acquire. The
currency of guanxi is normally favors, not cash. Chinese generally expect foreigners to understand
guanxi and behave according to its rules.
2.The balance sheet between two individuals or units is expected to remain in rough balance over a
period of time. Beware of unsolicited favors, as they usually have a price. Try not to put a
Chinese in the position of being unable to return a favor, and don't accept presents or favors
unless you are prepared to reciprocate.
3.Local and foreign companies spend heavily to establish and maintain relationships with
influential people. The payoff may be personal or organizational.
4.At its heart, guanxi is a tit-for-tat relationship between two people. Chinese naturally turn to
their relationship networks for help, so they work hard to cultivate friends in high or strategic
places. If a Chinese finds him- or herself without guanxi, the first order of business is to
establish some.
5.One reason for the pervasiveness of the guanxi system on the mainland is the relative lack of a
reliable legal system. But it is also important in areas outside China, where the legal system is
more developed.
6.Good guanxi is a renewable resource and can be reestablished even after much time has passed. But
it may also be an exhaustible resource if the ledger between two people does not remain in
approximate balance.
7.Guanxi is well within the grasp of foreigners who wish to cultivate it. Often all it takes is an
overture—a conversation, a meal, or a favor. Foreigners who live and work in China may become
integrated into relationship networks, where they are expected to play by Chinese rules.
Nonetheless, they are within their rights to draw their own lines as to what they are and are not
prepared to deliver.
8.The Chinese assume the rest of the world works along a similar set of principles, and they
sometimes view foreign friends as windows to benefits in the world outside China. They also often
do not distinguish clearly between the world of the personal and the world of the organizational,
which means that a personal friend may well ask for an organizational favor.
9.Chinese generally feel freer to ask for favors earlier in a relationship than Westerners do.
Unlike foreigners, who may feel quite put upon when asked for favors —especially personal favors
that involve the use of organizational resources—Chinese are often very eager to be of service if
they have it in their power to assist. In recent years guanxi has even become a commodity for sale.
10.Chinese prefer to do business with, and even to hire, those with whom they have guanxi, as
contrasted to an aversion to doing this among Westerners. They believe it diminishes the danger of
problems, and makes solving them much easier when they do arise.

http://www.spirithalloween.com/images/spirit/products/interactivezoom/processed/01031459.interactiv
e.a.jpg
Mianzi (Tvář)
•Tvář – našimi pojmy respekt, sociální postavení, úcta, prestiž….
•Zdroje mianzi, poukázáním se Mianzi „dává“:
•Bohatství
•Inteligence
•Atraktivita
•Schopnosti
•Pracovní pozice
•Dobré guangxi
•Může být ale i „vzata“ (jak?)
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•
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•

1.Face, or mianzi—the regard in which one is held by others or the light in which one appears —is
vitally important to the Chinese. Causing someone to lose face, through a public insult or
dressing-down, or by failing to treat him or her with respect, results in a loss of cooperation and
often in retaliation. If you do so you will also lose the respect of others aware of your
transgression.
2.In China, face cannot only be lost and saved, it can also be given. Doing something to enhance
someone's reputation or prestige, such as lauding a worker to his or her superior, is an example.
Such actions carry a great deal of weight among Chinese when they come from foreigners.
3.Although it is an abstract concept, mianzi (face) is deadly serious business to the Chinese.
Mianzi, money, and power are the three key motivators in China today.
4.A public insult, chastisement, or similar affront to personal dignity results in a loss of face.
But in simply contradicting someone in front of another, or declining an invitation on a weak
pretext, face may also be lost. Even the simple act of saying no to a request can be an assault on
mianzi, which is why Chinese often label things “inconvenient” or “difficult” rather than rejecting
them out of hand.
5.Losing control of yourself in any way—whether anger, grief, angst, or any other emotion gets the
better of you—always constitutes serious damage to mianzi. This includes drinking alcohol to the
point of losing self-control.
6.Rescinding an order can also be construed as a loss of face, which is why Chinese leaders may
cling adamantly to policies, even when subsequent events prove them irrelevant or misguided. For a
leader to change his or her mind is to appear to succumb to pressure or to admit error, both of
which involve losing face.
7.Losing face is justification for retaliation. The price exacted may be as low as an apology or as
high as a corresponding loss of face on the other side.
8.Organizations have face, too. Ministries, corporations, and bureaus all have reputations to worry
about; so do entire countries. Jingoism in China today is strong enough to color the Chinese view
of nearly any situation involving foreigners, whether justified or not, and assaults on face may be
detected where they are not intended.
9.Chinese spend far more time thinking about face, and see its relevance in far more situations,
than foreigners do. Chinese can be counted on to view their human interactions through the lens of
face; each and every one represents an opportunity to give, receive, save, or lose mianzi.
10.Things that make others look up to you, or be envious of you, also confer face on you. Things
that build the ego give face. Doing a favor for a stranger who is introduced to you by a close
friend confers mianzi on the introducer. Praising someone to his or her boss is also
face-enhancing.
11.Face is so important that it is justification for spending money even if a Chinese has little of
it. Money that might be set aside for a rainy day or spent on something functional may instead be
used to purchase designer clothing and accessories, or to entertain at expensive restaurants.
12.Chinese never forget or forgive.

Margaret and Jenny



Prostředník
•Dvojí význam prostředníků:
•1) Presumpce nedůvěry (vs. USA, EU).
•Číňané se neradi setkávají s někým, koho neznají.
•Důvěra musí být „transferována“ přes guangxi.
•2) Řadu věci nejde sdělit přímo (tvář).
•S prostředníkem se jedná příměji, než s partnerem (zvláště u cizinců, zvlášť špatné zprávy).
•
•
•
•
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http://www.ebbinteractive.com/wp-content/uploads/2011/10/middle-man-atlanta-seo.jpg

1.Guanxi (connections) is a tit-for-tat arrangement between people or work units that makes the
Chinese system go. It offers you access to goods and services otherwise difficult to acquire. The
currency of guanxi is normally favors, not cash. Chinese generally expect foreigners to understand
guanxi and behave according to its rules.
2.The balance sheet between two individuals or units is expected to remain in rough balance over a
period of time. Beware of unsolicited favors, as they usually have a price. Try not to put a
Chinese in the position of being unable to return a favor, and don't accept presents or favors
unless you are prepared to reciprocate.
3.Local and foreign companies spend heavily to establish and maintain relationships with
influential people. The payoff may be personal or organizational.
4.At its heart, guanxi is a tit-for-tat relationship between two people. Chinese naturally turn to
their relationship networks for help, so they work hard to cultivate friends in high or strategic
places. If a Chinese finds him- or herself without guanxi, the first order of business is to
establish some.
5.One reason for the pervasiveness of the guanxi system on the mainland is the relative lack of a
reliable legal system. But it is also important in areas outside China, where the legal system is
more developed.
6.Good guanxi is a renewable resource and can be reestablished even after much time has passed. But
it may also be an exhaustible resource if the ledger between two people does not remain in
approximate balance.
7.Guanxi is well within the grasp of foreigners who wish to cultivate it. Often all it takes is an
overture—a conversation, a meal, or a favor. Foreigners who live and work in China may become
integrated into relationship networks, where they are expected to play by Chinese rules.
Nonetheless, they are within their rights to draw their own lines as to what they are and are not
prepared to deliver.
8.The Chinese assume the rest of the world works along a similar set of principles, and they
sometimes view foreign friends as windows to benefits in the world outside China. They also often
do not distinguish clearly between the world of the personal and the world of the organizational,
which means that a personal friend may well ask for an organizational favor.
9.Chinese generally feel freer to ask for favors earlier in a relationship than Westerners do.
Unlike foreigners, who may feel quite put upon when asked for favors —especially personal favors
that involve the use of organizational resources—Chinese are often very eager to be of service if
they have it in their power to assist. In recent years guanxi has even become a commodity for sale.
10.Chinese prefer to do business with, and even to hire, those with whom they have guanxi, as
contrasted to an aversion to doing this among Westerners. They believe it diminishes the danger of
problems, and makes solving them much easier when they do arise.

Hierarchie a sociální status
•Číňané vždy ví, kde je hierarchicky jejich místo ve společnosti.
•V rámci rodiny, podniku, společnosti obecně.
•Chtějí znát i hierarchické postavení cizinců, jinak jsou zmatení.
•Důležité v obchodních jednáních (vizitky).
•Čím výš postavený Číňan, tím méně se skutečně vyjednává.
•

1.Maintaining surface harmony at all times is of paramount importance to Chinese people. Regardless
of one's true feelings, one should never do anything to cause a moment of public unpleasantness or
embarrassment.
2.The need to preserve surface harmony and face often causes the Chinese to use intermediaries to
carry unpleasant news. There is no premium on confrontation.
3.Intermediaries play an important role in business, where they are used to float trial balloons
and communicate bad news, and serve as back channels for information.
4.Relatives, friends, neighbors, classmates, and co-workers are all people to whom one bears some
form of obligation. No obligation is felt to others outside of one's circle, which explains the
paucity of philanthropy in China and the tendency on the part of the Chinese to show little respect
for public property or commonly held property.
5.Chinese society—communist and otherwise—has always had its class distinctions. Respect and
deference are due to those in superior positions. Foreigners, whether they seek it or not, tend to
be accorded fairly high status.
6.Maintain harmony or you might be harmonized .

Vztahy k cizincům
http://tithing.com/wp-content/uploads/2009/06/rope-pull.jpg
Vztah k cizincům je někde mezi…
obdivem
odporem

POZN: (Bílí) cizinci mají a priory vysoký společenský status.

http://juliechao.com/photos/bj-traffic3.jpg
Svědomím vs trest

V euro-americké společnosti jednání společnosti koriguje svědomí jednotlivců (křesťanský vliv).
Číňané nemají morální imperativy.
Společnost je korigována trestem a „osočením“.
POZN: Podvádění ve třídě MBA, osočení kolektivem.

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SDIM1963 DSCF1563


Relativní pravda
Pravda vs. jiný zájem v ČR
Pravda vs. jiný zájem v Číně

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