Gartner Research

5 Cultural Pitfalls That Western CIOs Should Avoid With Chinese Stakeholders

Published: 21 August 2019

ID: G00395923

Analyst(s): Lily Mok , Daniel Sanchez Reina


Despite political and economic turbulence between the U.S. and China, Western firms’ acquisitions and company creations in China are increasing, as is the trend of high-skilled tech talent moving from China to the U.S. and Europe. CIOs must overcome five cultural pitfalls with Chinese stakeholders.

Table Of Contents



  • Listen to What Is Not Said
    • Low-Context Versus High-Context Cultures
    • Direct Versus Indirect Negative Feedback
  • Enter the Personal Relationship
    • Deal- Versus Relationship-Focused Cultures
  • Learn How to Show Disagreement
    • Confrontational Versus Nonconfrontational Culture
  • Adapt Your Decision-Making Style
    • Low Power Versus High Power Distance
    • Consensual Versus Top-Down Decision Making
  • Make Your Conception of Time More Flexible
    • M-Time Versus P-Time

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