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Facing the Facts about Face in China

Guest post by: Chris Wingo

Article Overview: In China, the concept "face" influences all levels of society and business. It is similar to the western concept of pride yet different. As a westerner I feel pride once I accomplish something I've been working on, often whether others know of my accomplishment or not. Of course if others acknowledge my achievement, it serves to elevate my feeling of personal satisfaction. On the other hand, "face" is definitely a "public opinion" oriented concept, one that depends upon the respect and acknowledgement of another or others. So it's not so much "what I know about me" as much as it is "what others believe about me."

Facing the Facts about Face in China

Face, It's Really About How Others View You!

In China, the concept "face" influences all levels of society and business. It is similar to the western concept of pride yet different. As a westerner I feel pride once I accomplish something I've been working on, often whether others know of my accomplishment or not. Of course if others acknowledge my achievement, it serves to elevate my feeling of personal satisfaction. On the other hand, "face" is definitely a "public opinion" oriented concept, one that depends upon the respect and acknowledgement of another or others. So it's not so much "what I know about me" as much as it is "what others believe about me."

To varying degrees, face literally drives the behavior of all Chinese. If a Chinese person is held in esteem by "the group", they will gain face. Publicly showing dissatisfaction or lack of respect toward a person, will cause that person to lose face; the consequences can be devastating to those involved. The roots of "face" go back thousands of years and are deeply engrained in Chinese culture. Confucius quoted as saying,

"Being thus known to others by their observable conduct, the elite were dependent upon the opinion and moral judgment of the collectivity around them. To be disesteemed by the group meant a disastrous loss of face and self-esteem, for which one remedy was suicide".





Giving Face, Good

Statements to another like "you certainly produce a a high-quality product" or "the report you prepared helped us solve the problem" give the receiver face, especially if "bystanders" hear the comment. The receiver will probably respond with an "oh, it's not really that good" or "it could have been better" but they do love the "face" they are receiving. If you can give sincere compliments or acknowledgment when due, you'll score points with the Chinese receiver. Not only will you raise their public stature, you will also strengthen your relationship with them in the process.





Causing a Loss of Face, Bad

Causing a loss of face is taboo and should be avoided if at all possible. Especially, do not publicly criticize a Chinese person as doing so will cause them a loss of face from which it may be difficult to recover. Sometimes even an abrupt "no, I can't go" to a dinner invitation can disesteem the Chinese person who is extending a hand. You must be subtle and a little less direct when criticizing or saying no. For example, you might say "I would love to go but something has come up I must attend to. Definitely, let's try later."

A Chinese Perspective

I recently read a commentary by Helen Zhang in the Metro Section of China Daily (see December 21, 2009 issue) that illustrates my points further. Helen, obviously Chinese, happens to be married to a foreigner and is discussing why a Chinese couple, their friends, never invited them to their house for dinner,

"... the first major issue could be "face", or "mianzi": they could feel embarrassed that their place is too small or not good enough to have foreign guests around.

For a Chinese person, mianzi is paramount. It can be vaguely described as someone's reputation and social status as well as the image that one establishes in the eyes of others. It forms the integral part of the "Chinese way." it is tangible, hard to quantify, yet every aspect of work and life are reflections of this concept.

If inviting you to their home could make them lose mianzi then no matter how many times you invite them over, they are not going to return the hospitality the same way. More frustratingly they will never tell you why."





Face, A Real Pain in the Behind

US culture suggests direct talk is good and one should be assertive. As a general rule, direct talk regarding something negative doesn't work well in China. Embarrassing behavior, excessive joking and ridicule are best left in your home country as well. When in China, try to act with more dignity and formality than you might otherwise at home. I personally love to "work and laugh" and therefore must fight to control myself in China, at least when interacting in new relationships. With time and trust, you can relax a bit and test the waters with your Chinese counterparts.

Question: Can You Influence the Chinese Culture?, Answer: Do Turtles Fly?

The concept of face seems belaboring to westerners but it's a big part of the Chinese way, one me must learn to accept and deal with. After all, we are talking of doing business in their country a country with a 5000-year old culture. Even the Chinese say "it's sometimes better to bend like grass in wind rather than resist like a branch and snap."

On a final note, if someone in China "gives you face," try to be humble. Even a simple confident western response of "well, thank you" to a compliment can be perceived as arrogant. I know, "it absolutely is absolutely complicated", but when in Rome ... !

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Article Tags: acknowledgement, china, chinese, chinese business culture, culture, face, guanxi, mianzi, personal satisfaction, pride, public opinion, respect



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