When dealing with China, it’s critical to understand the myriad of nuances that make up ‘Mianzi’ (‘keeping face, losing face’). Even Governments with all of their researchers, ambassadors and resources don’t always get it right because it’s so complex. And its consequences can often be far-reaching.

The Global media has covered in significant detail the recent visit by President Xi Jinping to the UK. And there were plenty of delightful photo opportunities too: Fish and Chips with David Cameron at a London pub, a State banquet with the Duchess of Cambridge wearing vibrant red (the Chinese colour for goodluck), and even a visit to Manchester United FC where some of the players were permitted to take selfies – all of which added up to a highly successful international event.

Despite the human rights demonstrations and accusations about ivory trading, relations between the two leaders appeared to be relaxed and comfortable, and in the aftermath, the commentary and media reports from both China and the west, have been – on the whole – positive.

No country can afford to ignore China’s global influence or significance as the world’s second-largest economy, though many do forget that its culture is a highly sensitive one. Steeped in tradition.

Understanding Mianzi

In China, the importance of ‘Face’ or Mianzi is crucial. Few people realise just how crucial. It can be a deal-maker or a deal-breaker because how a person appears to be ‘seen’ is paramount to their social standing in Chinese culture. If Westerners (intentionally or otherwise) cause embarrassment of loss of composure, it can be disastrous for ongoing relationships.

In the current environment, with the proliferation of media outlets – more newspapers, TV programs, radio stations and digital channels than ever before – including social media – it’s virtually impossible to control sentiments and messages and increasingly possible to inadvertently cause embarrassment or ‘loss of face’ to the Chinese. Media, businesses, politicians, people of influence and celebrities, should all be mindful of discussing issues that are in the spotlight, because ultimately, if the wrong thing is said and the damage is done, it’s unlikely the Chinese will even mention it. And relations will be permanently damaged, if not completely severed, without the mistake ever being realised.

Proceed with cultural caution

With this in mind it is not possible to understand what – if any – repercussions there will be from the human rights demonstrations or accusations about the ivory trade during President Xi Jinping’s visit to the UK because if the Chinese feel embarrassed they won’t ever say. It’s important to have open, robust discussions, especially around sensitive global issues, but the problem lies often in not what is said, but how it is said and under what kind of circumstances. In the same vein there is also the possibility damage has been done by some Australian politicians over the Australia / China free trade (ChAFTA) agreement and the outspoken comments about job losses for Australians. Such headline-grabbing sentiments might make the news in Australia, but they also have the ability to cause damage to Australia-Chinese relations – damage which we may never be aware of, simply because they are short-sighted and misinformed – and because the Chinese will never talk about it. The reality is that the Agreement will – in the long term – create more jobs than will be lost.

Teachings from a Tiara

Diplomacy in any cross-cultural relationship is paramount, but where the Chinese are concerned it cannot be stressed enough. Which brings us to the Tiara. Even small acts can be misconstrued … Such as when the Duchess of Cambridge wore the Queen Mother’s tiara at the State Dinner. The Chinese president (and by default the Chinese public) were both confused about why Duchess Kate would wear the Queen Mother’s old tiara. They wondered why she did not go out and buy a new one, especially given the importance of the occasion. They were not overtly offended, but it did not go unnoticed, either. And it’s a perfect illustration of how something so simple, but so culturally different, can be misunderstood.

Harmonious Chinese / Western relations are important for the future of the global economy and while it is early days and we are still learning some of these cultural subtleties as we get to know our Chinese neighbours better, there is no room for error, particularly where Mianzi is concerned. And while the Chinese might provide some leeway so long as we show that we are keen on learning and acting upon what they’re asking of us in terms of understanding their culture and their way of life, it’s still important not to get it wrong.

Just as governments spend months planning interactions with their Chinese counterparts, businesses too, should proceed with caution. Seeking advice and spending time planning meetings and other communications with the Chinese is time and effort well spent, because if things go wrong, and Mianzi is compromised there will not be a second-chance.

For information and advice about Chinese cultural relations, talk to us.