Seeing China for what it really is...
There is a myth being propagated that face is a big thing in business in China (actually all over East Asia), but it comes in many shapes and forms and is definitely not as “Neanderthalistic” as one would have you believe.
Admittedly there are regional differences, and most definitely differences between tier 1 cities and some village in a mountain valley, but it can always be summed up quite easily…
If you look beyond the ridiculous “let me be the one to pour your tea so that I will GIVE you face” attitude you sometimes see in more rural areas, or in the city when a foreigner has read a guidebook on how to do business in China from 1985, it becomes very easy, and the rule is universal…
We do business (long term at least) with people we like, and if we do not like them we will either maximize short term profits, or do whatever we can to get the upper hand in the transaction. With people we like, we take a more friendly approach, search for win-win scenarios and look at how we together can optimize profits.
As a buyer you would be more forgiving towards a supplier you like, and as a supplier you will make the extra effort to provide good quality goods and services.
So, face in China is simple… If you avoid making an ass of yourself, and more importantly avoid making an ass of your host, supplier, customer, employees, boss or partner (in private as well as in public), you stand a good chance of completing successful business transactions – if your business case has merit that is.
Be yourself and do not assume a quasi-Chinese role that you cannot hope to master… If you are not a mainland Chinese, you will not be one – EVER… “Normal” behavior is considered to be pretty normal most anywhere in the world… Be polite and follow the leads of others and you cannot go wrong.
Do onto others, and all that!!!