Page 56 - Harnessing the Strengths

Core Qualities ■ 39

Compassion

It is also extremely important that, as an entrepreneur, you
are well prepared for the intercultural playing fi eld and that
you are able to put yourself in the shoes, and in the cul-
ture, of the other. It is helpful, for example, for Westerners
to know that Chinese businessmen work according to the
Qing-Li-Fa model. Qing stands for the heart, emotion, lik-
ing each other, the spark, and friendship. In fact, a Chinese
person can only do business with someone if there is a con-
nection. When everything on the emotional level is fi ne, Li
comes into the picture. Now it becomes important whether
or not the two companies have a logical and practical fi t.
If that is the case, then it is time for the third step: Fa. Fa
stands for law and the rules. This model sits deeply in Chi-
nese culture. Misunderstandings are commonplace when
you, as a foreigner without this knowledge, sit at the nego-
tiation table with a Chinese business partner. The Chinese
do not understand, for example, why an American party
will have a whole slew of lawyers along on the fi rst visit. To
them, that is the wrong order, as they prefer fi rst to examine
the Qing and Li aspects before arriving at Fa. To approach
people in an acceptable manner for the Chinese cannot be
done without empathy.

Successfulness
Listening, coaching, anticipating . . . Prominent minds in
the areas of leadership and management agree that these
are important elements of successful leadership. They use
different names and use various formulas, but what you
call it is not important. What is important is that it works.