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

Summary

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

Introduction

Analysis

  • 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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