The Subtle and Insidious Role of Gongwei in China!

To paraphrase an entry in my book, China’s Cultural Code Words , there are many words in the Chinese language that are designed and used to show respect and deference to the elderly and superiors, to acknowledge social inferiority as well as demonstrate social superiority, to indicate sex and age differences, to account for extended-family relationships, to seek favors, etc. and etc.      This extensive vocabulary is a result of the vital importance that personal relationships have had in China since ancient times—which in turn resulted in people becoming extraordinarily sensitive to and about all of their relationships.      One of the most interesting, deceptive and powerful of these key words is the term gongwei (goong-way-ee), or “flattery.”  The extraordinarily precise etiquette that traditionally controlled the lives of the Chinese and the extreme sensitivity that resulted from this etiquette gave birth to the extreme use of flattery.          With both success and survival generally depending on maintaining good relations with others—again in the extreme sense—the use of flattery became a national custom that was raised to a fine art.     The use of gonwei is still deeply embedded in the character and personality of the Chinese, and has become one of their most valuable tools in dealing with foreigners.      The Chinese learned a long time ago that Westerners—Americans in particular—are especially susceptible to flattery, and they use it with great skill in disarming and manipulating them.      Much of this flattery is rather innocuous and can be passed off as courtesy or expressions of goodwill. And that is fine as long as the situations are personal and there are no other motives behind the custom.      But that is often not the case, even in situations that do not appear to the outsider to have any hidden agendas.       Of course, it is common practice in all cultures to flatter someone if you want something from them. But there are often additional ramifications in China that go beyond minor or simple favors.      The Chinese use of gongwei in business and in politics has been raised to a high level—to the point that it often becomes the primary factor in achieving goals, especially when the relationships or negotiations involve Westerns who are not accustomed to basing their presentations on flattery.      The point to beware of is that in many if not most of these cases the intent of the Chinese side is to gain more than an equitable advantage in the relationships.      As is always the case in all cross-cultural interactions with the Chinese [and all others for that matter] the best offense as well as defense is to know as much as possible about their mindset and the tactics they use in dealing with each other and with foreigners.     This advice especially applies to gongwei because it appears so sincere, so non-threatening.   Copyright © 2009 by Boyé Lafayette De Mente ______________________________________ Boyé Lafayette De Mente is a graduate of Jōchi University in Tokyo and Thunderbird School of Global Management in Glendale, Arizona. He is the author of more than 50 books on the business practices, cultures and languages of China, Japan, Korea and Mexico. For a list and synopses of his books go to: www.boyedemente.com .

Was this helpful? 0 0 Comments

You're reading The Subtle and Insidious Role of Gongwei in China!.