中澳商业文化大不同 —— 一流的中国专家分析两国文化差异对经商的影响
对中澳两国都非常了解的法律专家Carl Hinze博士日前加入了澳大利亚豪力律师事务所。他在过去10多年一直在中国工作。
Carl是位并购法方面的专家，他具有就包括跨境并购、公司结构、商业法、劳动法、危机管理、争议解决与金融服务监管事务等多方面为客户提供法律服务的经验。
继在上海的法律与投资银行领域工作了10年之后、他最近重新定居于布里斯本。Carl能说流利的普通话、并且有一个中国文化专业的博士学位，因此他也被视为中国社会语言学与社交礼仪方面的专家。
“在中国经商或是与中国进行商业合作不仅需要考虑中国法律、而且同样需要考虑澳洲法律。公司需要对两国法律对商业的影响有一定的了解。值此亚洲商业繁荣时期逐渐拉开帷幕之际，我很自信能为我们的律所和客户带来不少价值。我期待着在与中国有关的并购、危机管理和争议解决中能为中澳客户在管理、减少或是规避风险方面提供帮助。”Carl说道。
豪力的全国董事合伙人Chris Lovell对Carl加入豪力表示欢迎：“作为一个在中国最高端的层次里工作过、并且对中国文化与商务领域都有着深入研究的澳洲人，他为公司带来了独特的视角。”
“公司目前有不少中国客户，我们为他们提供在澳投资及其澳洲项目的法律咨询服务，”Lovell先生补充道，“Carl的独特见解能加强我们对中国客户的服务。同样的，这也将使我们能有效地协助澳洲客户在中国经商。
CarlHinze博士对于中澳之间经商的主要不同之处的观察总结：
商业经营 | 澳大利亚 | 中国 |
等级制度与状态 | 多数澳大利亚企业的管理体制比较扁平化。企业及组织中的信息传递与责任分担可以是自下而上、多角度的。
| 多数中国企业的管理体制等级制度分明。上级按照工作任务的需要向下级传递信息。 |
合同 | 合同是商务关系的核心组成部分。 | 合同远不及关系重要。 |
商业风格 | 商人一般都会直接提出与商讨他们的目的与需求。 | 商人一般都不愿意直接表达期望与兴趣，他们往往都有所防备、保持着警惕。 |
关系 | 取得外界的信任与取得所在团体内部的信任一样并不困难。在日常工作中建立私人关系虽然重要，但并非是完全不可或缺的。 | 商务关系的根本在于双方互惠互利。个人只在自己熟悉的小团体中建立信任关系。 |
政府的角色 | 虽然商业游说团体能够对政府施加影响，但政府与商业机构间有着明确的干涉界限。 | 政府涉及到了商业经营的许多方面。政府的影响几乎无处不在。 |
生意节奏 | 商业项目推进得较快，通常各方都期望快速完成交易。 | 生意的达成通常需要长时间的筹措准备、互相交往与揣摩，及进行许多会议、饭局、出差和社交活动。 |
上周四（2014年11月20日），受澳大利亚中国工商业委员会（AustraliaChina Business Council)的邀请，Carl Hinze博士对该商会的会员企业做了一场有关中国文化的讲座，其中对于赴中国经商澳洲企业怎样理解中国文化、做好相应的准备给出了很有价值的建议。
当谈及对于赴中国投资的澳洲企业如何做好对中国文化与商务习俗理解的准备时，Carl建议就以下方面提前进行准备、为企业的成功经营获取保障：
· 亚文化的重要性（地区文化、企业文化等）
· “文化尽职调查”对中国地区商业交易的重要性
· 与中国做生意为何难以成功？
· 依靠“文化指南”的风险
· 中国文化三要素——“脸面”、“关系”、“人情”
· 理解文化差异
· 接受两种文化的相似之处
· 有关文化误解对在华、对华经商的重大影响的案例学习
· 分析这对您的生意意味着什么
澳大利亚的法律专业媒体Australasian Lawyer日前也就文化差异的话题对Carl Hinze博士进行了采访，请见以下视频：
http://www.australasianlawyer.com.au/tv
Leading China expert gave presentation onwhy cultural due diligence is critical in doing business with China
Australian legal expert Dr Carl Hinze has joined Holding Redlich recently as a senior partner after working in China for more than 10 years.
Carl is a well-recognised expert in M&A law and has advised clients on matters including cross-border mergers and acquisitions, corporate restructurings,commercial law, employment law, crisis management, dispute resolution and financial services regulatory issues.
He relocated to Brisbane recently after working in law and investment banking in Shanghai for the past 10 years. Fluent in Mandarin and with a PhD in Chinese culture, Carl is also a recognised expert in the field of Chinese sociolinguistics and etiquette.
“Doing business in and with China involves considerations notonly of Chinese law, but also of Australian law. Companies need to understand theimpact of both countries’ laws on their business dealings. I am confident thatas the Asian Century unfolds, I can bring a great deal of added value to the firmand our clients. I look forward to helping both Chinese and Australian clients tomanage, mitigate and avoid risks arising in the context of China- related mergersand acquisitions, crisis management, and dispute resolution,” Carl mentioned.
National managing partner Chris Lovell welcomed Carl to the firm,saying “He brings a unique perspective to the firm being an Australian who has workedat the highest levels in China and has also conducted in-depth studies into Chinese culture and business.”
“The firm has a number of Chinese clients who we advise on their Australian investments and projects,” Mr Lovell added. “Carl’s unique insight will enhance our offering to our clients. Equally, it will enable us to meaningfully assist Australian clients doing business in China.”
Dr Carl Hinze’s observations on the key differences between doingbusiness in Australia and in China:
Invited by Australia China Business Council (ACBC), Carl made a presentation on why cultural due diligence is critical in doing business with China on Thursday, 20 November 2014, and gave quite a few suggestions in this regard.
In relation with the preparation by Australian enterprises for their entry into China market, Dr. Carl Hinze mentioned that one of the essential preparations is to obtain a good understanding of Chinese cultures and business customsin the following aspects in order to increase the opportunity for success in business operations:
The importance of sub-cultures (e.g. local cultures, organizational cultures, etc)
The important of cultural due diligence to commercial transactions in Greater China.
China deals - why do things go wrong?
The dangers of cultural handbooks.
The Chinese tripod - 'face', 'guanxi', and 'human feeling'
Understanding cultural differences
Embracing cultural similarities
Case studies on the dramatic impact of cultural misunderstandings on business in China
What does all this mean for your business?
The professional media Australasian Lawyer TV brings you closer to the industry's most influential leaders andthinkers. Click on the videos below to watch the interviews filmed last week for the topic of culture Cringe:
http://www.australasianlawyer.com.au/tv
