What Are The Key Differences In Business Culture Between Western And Eastern?

Sinic (Eastern) :

Basis of Sinic philosophy is Sun Tzu: Deception and delay until opportunity to defeat. We are strongest when we have total control, and cannot be victimized by the other, and no longer need to compromise.

Falsehood is expected.
Preserve Face, avoiding offense.
Information Hiding, is expected.
Self benefit rather than symmetric benefit is not only expected but desirable.
Decisions are made outside the room by those in authority.
Agreements are temporarily useful for the moment, but open to revision and circumstance at all times.
Differences are to be hidden until they can be used to produce asymmetric benefits.
Disagreements are to be used as opportunities for asymmetric benefits.

Corruption is expected and even ‘understood’.
Asymmetric benefit is expected and ‘understood’
Non Performance is expected, and ‘understood’.
Changing the terms of the agreement is expected and ‘understood’.

Germanic (Western):
Basis of western philosophy is Aristotle: Truth, transparency, and cooperation leading to mutual benefit – we are strongest when we cooperate together, and we preserve our cooperation through constant compromise.

Truth, even if unpleasant.
Directness, even if offensive.
Information transparency, even if disadvantageous.
Objective is mutual benefit – and non parasitism, developing long term trust.
Decisions are made in the room between the negotiators.
Agreements are binding contracts not subject to revision or circumstance, even if risky.
Resolve differences quickly, and move on.
Disagreements must result in mutually beneficial compromise.

Corruption is inexcusable.
Asymmetric benefit is inexcusable.
Non performance is inexcusable.
Changing the terms of the agreement is inexcusable.


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