Mianzi or how to “give face”
Nobody likes being embarrassed – particularly not in public. This is also the case for Chinese culture. Even more so, the concept of “face” or mianzi is of outstanding importance. Last week’s newsletter talked about the importance or relationships and “giving face” or making someone “lose face” is crucial to the making or breaking of a relationship.
“Giving” or “losing” face in a Chinese context is not only about embarrassment as understood in a Western context, though. Face is a more subtle concept with lots of different nuances. Its basic underpinning is not to put somebody in a position that makes them look bad or feel uncomfortable. This would make them lose face. At the same time, situations that make people look good and feel comfortable will contribute to giving face. For visiting delegations, that could, for example, be interesting photo opportunities for the delegation and the principal to be in. It also gives face to show people that you have engaged with their lives, careers and interests beforehand and express that either in small talk or, where appropriate, with a targeted and well-chosen gift.
At the same time, “face” is also about a very widely understood notion of respect. Respect here is linked to cultural conventions and also to hierarchy and status. Chinese culture is very hierarchical and acknowledging that and paying tribute to someone’s hierarchical status is important for giving face. There are many subtle types of behaviour for doing that, including whom to greet first in a visiting delegation and where to sit at a table in a restaurant when dining. When making a toast, it is also seen as polite and giving face to hold (and clink) your glass at a slightly lower level than the glass of the person you are is toasting. They might try to do the same, causing an “outbidding competition”. Nevertheless, it is considered a polite and face-giving gesture.
Finally, the importance of mianzi and “giving face” is also reflected in communication. While Western cultures tend to be more direct in communication and people might comparatively bluntly say what they think, this is considered to be very impolite in Chinese culture. This also means that people do not necessarily directly say “no”, particularly in business negotiations. A blunt refusal like this might be considered impolite and make the other person lose face. Equally, it could also make a counterpart lose face when pushing them and insisting on a clear-cut “yes or no” answer. Listening carefully and reading between the lines is very important to communicate successfully in an intercultural context.