Bargaining In China: A Cultural Perspective

I have heard many Kenyans remark on how the Chinese people are fond of bargaining on almost everything. Such remarks bring a smile to my face as I recall my shopping experiences in the famous shopping spots for tourists and foreigners in the Beijing, China. The Silk Market, Yashow Market and Carrefour come to mind.Bargaining is a cultural norm in China and is acceptable in most Chinese stores, except in large stores, corporate shops and department stores in which the goods have clear fixed prices. Bargaining is the main mechanism that people use to interact in the marketplace and using it in its correct art form will get you so much for a decent price. The saying goes “everything in China is negotiable.” Shopping, buying and selling, they're all games. The seller plays and the buyer plays. The game is amiable and the best player wins.

Just like the Kenyan hawker in the streets of Nairobi and in the markets, the seller starts with a really high price, especially when it comes to foreigners. The fun starts as soon as you say  “No”, “too much” or “Bu Yao”. The Chinese trader will ask what you are willing to pay and as soon as you place your offer, a calculator will appear from nowhere in a matter of seconds and a figure will be punched and thrown on your face. The game has officially begun. Nothing is bought or sold without the ever-present large format calculator and the transaction can continue to be wordless as the calculator is handed back and forth between the seller and the buyer. This is when one’s bargaining skills are put to the real test. You will wish you had taken more trips to “Gikomba” market so as to be able to cope with such moments. It is not easy to escape, especially if you like the product and the best options is to play the game hard and if you’re good at it or “tough” as they say, you will get the product at a good price.

For example, for an item worth 50 RMB, the seller will probably start at 120 RMB. My guess of a fair price would be between 50 and 70 RMB but as a buyer, you are safer proposing as low as 30 or even 20 RMB so that you have more room to maneuver. There's nothing more disappointing in a bargaining game than starting too high. Obviously, the seller will say no and follow with words like “are you crazy” or “are you kidding me” and in no time, the calculator will be on your face with a reduced value. It is very difficult to establish the correct price because everyone sells at different prices and want to maximize on the profits and it all depends with the buyer.

Mission Accomplished!!

There is some form of art in this bargaining. The seller sometimes fidgets and mumbles Chinese words to make you feel like you’re being unfair. However, smiling and insisting on your own price is the way to go. Vendors love to play like you've ruined their day with your hard bargaining. You'll hear everything from "Now my child won't have any dinner," to "You are getting this for less than I paid for it! If you buy from several shops, you will notice that they all say the same things and the same tactics are being used. Most of the traders do not speak English but they have mastered key words and sentences necessary to facilitate the bargaining process. I must say I am proud of my bargaining skills, thanks to stints at Gikomba, Ngara and other hawkers market in Nairobi. I got several compliments from the sellers after negotiating and arriving at a decent price. 

There is always a comic relief in the bargaining process with Chinese traders. The negotiation never gets tense. It is fun and it is a game; the best player wins. They never allow tension to build in the process of negotiating.  They will quickly ask who you’re buying the item for and try paint a picture of how handsome or beautiful the person will look in it in the case of clothing and accessories. Their tone of voice and expressions add more character to what they are saying and give the negotiation its light nature. By the end of the small talk, there’s usually some likeability in the trader and a personal relationship established.

Having made some connections, talked and done business, the bargaining experience in China is a memorable moment, especially for foreigners. Both the buyer and seller leave with a smiling face and the buyer goes home with a cultural experience rarely witnessed anywhere else in the world.

China proves to be a reliable friend and sincere partner of developing countries

In the recent report to the 18^th national congress of the Communist party of China (CPC), outgoing president, Hu Jintao outlined China’s diplomatic priorities in the new era. Apart from cementing bonds with other powers, the report emphasized that China will remain a reliable friend and sincere partner of developing countries. He said China will continue to uphold the legitimate rights and interests of developing countries and support efforts to increase their representation and voice in International affairs. The report highlighted China’s commitment to the improvement the growing solidarity, friendship and cooperation with developing countries on the basis of equality and win-win cooperation.

China, like other developing countries, faces the same challenges of streamlining its economic development pattern, improving people’s livelihood, expanding domestic demands and promoting harmonious coordination of economic and social development. Despite having undergone profound development changes in the last 30 years to become the world’s 2^nd largest economy by nominal GDP, China still remains the largest developing country of the world while Africa is the continent with the greatest number of developing countries. China is committed to working together with developing countries to achieve their common development.

Developing countries have always been China’s important partners in pursuing peaceful development and a major force for a multi-polar world and greater democracy in International relations. Global cooperation is expanding on multiple levels and on all fronts. Developing countries are gaining in overall strength, tipping the balance of international forces in favor of the maintenance of world peace. China has never forgotten that it is developing countries that helped it regain its legitimate seat at the UN in 1971. Ever since, China has remained a reliable political ally to Africa and developing countries at the UN and most importantly, safeguarding their interests at the powerful Security Council.

China has consistently called for larger representation of developing countries within the United Nations Security council, specifically African Nations, in line with the UN reforms. This has been China’s clarion call since it regained its legitimate seat in the United Nations in 1971 with the support and backing of developing countries. China’s views its responsibility as a great power is to promote world peace, development and fairness through the involvement and participation of all stakeholders.

Developed nations often take advantage of their dominant positions to take offensive positions and interfere with the internal affairs of developing nations. China has strongly spoken against this practice and has consistently come to the defense of developing countries by insisting on legality, justice and consensus among countries across the globe. Its stance in favor of developing countries in not only reflected in what it says but by its actions. With respect to Zimbabwe, China has used its veto six times to protect the citizens of Zimbabwe from the punitive sanctions imposed by the western countries.  These sanctions do not entirely influence the decisions of the leadership of Zimbabwe but only subject the ordinary citizen to more hardship and suffering. China will always stand by developing countries. “We will decide our position and policy on an issue on its own merits and work to uphold fairness and justice,” the report said.

Peaceful development has been a buzz word for China’s development in the past decade and the long held Chinese tenets of “an independent foreign policy of peace’ and a “win-win strategy of opening up” will remain guidelines to China’s diplomacy. The report emphasized that China is committed to the peaceful settlement of international disputes and hotspot issues, opposes the wanton use of force or threat to use it, oppose any foreign attempt to subvert the legitimate government of any developing country and will not abandon the principle of non-interference in other countries, however, it will share its views and experiences with other developing countries to ensure peace prevails.

The International status of China and its influence on world affairs has significantly improved. China has used its newfound position to support other developing countries enhance their capacities for self development. It has taken concrete steps to narrow the North-South gap and help other developing countries achieve faster development. China accorded zero tariff treatment to certain products from all the least developed countries having diplomatic relations with it with an intention of increasing their trade revenue and balancing the trade patterns. By the end of 2011, China had completed over 2200 aid projects in recipient developing countries and cancelled debts owed by 50 heavily indebted and least developed countries. It has trained over 60,000 people of various professionals for 173 developing countries to speed up their human resource development.

China and other developing countries still share many common interests. Being developing countries provides China and other developing countries a lot of room and potential for further growth. Chinese leaders have pledged to continue to increase mutually beneficial cooperation with other developing countries and continue to support them in maintaining stability and achieving development.

China seeks to enhance ties with Kenya as the west pulls back

China and Kenya enjoy a long history of profound traditional friendship. Our friendship began over 600 years ago when the famous Chinese navigator Zheng He came to Kenya four times during his seven voyages to the western seas. He visited the Kenyan coast of Malindi and made friends with the local people. Soon after Kenyan got independence, China was also one of the first countries to establish diplomatic relations with Kenya, only two days after Kenya won its Independence. For the last 48 years, this friendship has remained cordial and has now entered a new era.

Traditionally, the United Kingdom, the United States and other European countries were Kenya’s main development partners and source of Investment and aid. However, financial crisis in the west and the re-emergence of China has pushed Kenya’s traditional development partners to the periphery. Under these circumstances, Kenya like many other African countries turned its eye to the east, strategically seeking to enhance ties with emerging China.

In the last decade, China and Kenya friendship and cooperation has grown steadily and attained historic heights. Our mutual social, economic and political trust has been greatly enhanced. We have made great achievements in the fields of economy, trade, investment and many other pragmatic cooperation fields. The complementary nature of our economic ties offers us broad prospects for cooperation. China continues to break new ground and is constantly looking for new areas to boost our cooperation.

The Influence of China in project development, especially in the Infrastructure sector is worth commendation. A lot has changed since China became Kenya’s Number one and de facto development partner particularly in the infrastructure sector. Compared with assistance from western countries, which often came with political strings attached, assistance from China has been received with open arms.

China’s aid and investment has been directed towards ensuring Kenya can pursue development on its own. China has paid more attention to assisting Kenya’s infrastructure and implemented projects that have a direct impact on the livelihoods of the people. In the last decade Chinese companies have been involved in numerous livelihood projects across Kenya. They have built roads, schools, hospitals, airports, dams, bridges and so on. However, in all those projects it is in infrastructure that China has stood head and shoulders above others. In this respect, the 50.4 kilometer-long, eight-lane Thika super-highway is the ultimate emblem of China-Kenyan development partnership.

As Kenya and China embark on a transition to new leadership in both countries, the new Chinese leadership has already expressed its intention to maintain and enhance our relations to achieve further success in our cooperative development. There are many potential areas of substantial cooperation that can be exploited. For Instance, our agricultural cooperation has a lot of potential and a promising future.

We expect that the pace of comprehensive cooperation with China will be strengthened and accelerated as we embark on a new period of cooperative development under a new set of leadership.

Kenyan Political Parties should learn from the CPC and focus on making Kenya a prosperous Country for Kenyans

Kenya’s political parties lack the basic elements that define political parties. A political party is at the very least, a group of people united by a common ideology, vision, moral values and common tactics and strategies to guide the people to a better future. Our political parties are mere conglomerates of individuals seeking presidential and other leadership positions for self aggrandizement than political parties. No wonder senior politicians keep shifting political parties when it suits them. As the country gears up for elections, what leadership and integrity lessons can our political parties learn from the Communist Party of China? The CPC offers a perfect example of how a political party can set goals for the people, present the right leaders for elective positions to ensure the policies are adapted and the set goals are met.

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African countries are constantly being urged to learn from China’s success in many areas. China is a developing country that never ceases to amaze with its development record. The CPC has been able to set goals for the Chinese people, implement policies to achieve the set goals and lift majority of the Chinese people out of poverty. The Party has made enormous achievements in social and economic development. The past decade has seen its best years, with China becoming the world's fastest growing economy, with an average annual growth of 10.7 percent from 2003 to 2011

It promoted reform of the political structure and people’s democracy, strengthened social development by improving the people’s well being and made innovations in management. Great efforts were made to develop a strong socialist culture and pursue comprehensive, balanced and sustainable development and ensure that all the people of China share in the fruits of development. During the congress, the CPC announced its goal of building a moderately prosperous society in all respects by 2020 and double GDP and per capita income of urban and rural residents on the basis of 2010. As the second largest single economy, through achieving steady growth, adjusting the economic structure and improving industrialization, information and communication, urbanization and modernization of agriculture, China has become the engine of global economy. Over the past 10 years, China's import volume rose by 470% and export rose by 490%, which made China the largest exporter and second largest importer.

It is no coincidence that the Chinese leadership is up to the task of ensuring set goals are met for the people. The party sets clear goals and clear requirements for its elective members to be able to achieve the set targets and the leadership is accountable to the party. A delegate only qualifies for the CPC national congress to be elected or to participate if he or she is an exemplary party member and possesses a sophisticated style of thinking, good work and study habits, strong leadership skills, and a demonstrated lifelong commitment to the virtues of fairness, honesty, and justness, displaying a high moral and ethical character. These benchmarks are demanded by the party and strictly adhered to ensure the leadership is up to the task.

The leader is expected to maintain close contact with the masses and secure support of the people at the grassroots. He or she must be capable of handling businesses, able to accurately convey the opinions and the demands of other party members and the masses, and correctly exercise the democratic rights of party members. A large proportion of delegates to the CPC conference and those seeking elective posts are party members who have made outstanding contributions in various sectors and undertakings in the economy, science and technology, national defense, politics and law, education, public relations, public health, culture and sports among other significant achievements.

Kenyan political parties and politics could benefit the nation a great deal if some of the CPC party benchmarks are adopted. With lack of principled and dependable leadership, anarchy is part and parcel of the life of political parties in the country. To be a party, people must be united by a common ideology, vision, discipline and moral values and most importantly, a goal to drive development and well being of the country.

Kenya’s next president must maintain China-Kenya ties to achieve Vision 2030

China and Kenya have sustained a long term stable relationship for many years. The last decade, under President Hu Jintao and Mwai Kibaki has seen our friendship and cooperation achieve historical heights. As the two leaders leave the centre stage for the new leadership, it is important to maintain and enhance this relationship to achieve our common development objectives. As Kenyans wait to elect the new president in three months time, the new Chinese leader has already expressed his intention to maintain the continuity of its policies while adjusting its relations with Africa and developing countries to achieve further success in our cooperative development.

In the last ten years, since 2002 when Hu Jintao assumed leadership of the CPC, China seized and made the most of the period of strategic opportunities for its development. The party managed to substantially increase China’s influence worldwide through taking an active part in international issues and playing a constructive role in International affairs. China now conducts extensive international cooperation in every field, supports the reform of United Nations, supports the world to meet the Millennium Development Goals of the United Nations and jointly with all countries together, addresses global challenges such as terrorism, climate change and energy security.

As the second largest single economy, through achieving steady growth, adjusting the economic structure and improving industrialization, information and communication, urbanization and modernization of agriculture, China has become the engine of the global economy. The last ten years have seen China's import volume rise by 470% and export rise by 490%, which made China the largest exporter and second largest importer.

China has become an important country with significant influence globally and its leadership transition is set to impact the whole world in different ways. Its development has created more business opportunities to other countries and boosted the recovery of global economy. The fact that China cannot develop in isolation from the rest of the world, nor can the world enjoy prosperity and stability without China, prompted President Kibaki to improve relations to achieve our common development objectives.

Over the last ten years that the two leaders have been in power, China and Kenya have established a long-term stable and mutually-beneficial relationship, featured with close contacts and friendly exchanges at all levels as well as fruitful cooperation. They have established bilateral exchanges and cooperation on trade, infrastructure, energy, medical service, culture, education, technology, tourism and other areas.

China and Kenya have a lot to share. There are many potential areas of substantial cooperation that can be exploited. For Instance, our agricultural cooperation has a lot of potential and a promising future. China's investment to Kenya has played a big role in promoting Kenya’s’ development and it is expected that the new leadership that will take charge of the country in March 2012 will take this into account. We expect that the pace of comprehensive cooperation with China will be strengthened and accelerated as we embark on a new period of cooperative development under a new set of leadership. Kenya needs China to support Kenya’s economic and social development as it strives to fulfill its economic and development goals set in the plan of Vision 2030. With the same cooperation from the two sides, our relationship will even grow faster and deeper, bringing more benefits to the people of both countries.

“Chinese people are open to you; explore them with understanding for business and friendship”.

While it is not always easy to interact with people from a different culture that we are not familiar with, taking an interest can be a very rewarding experience and of great benefit to an individual. We deprive ourselves of the inter-cultural knowledge and advantage that is necessary to lead us to collective harmony and well being. Too often, we tend to judge people from different cultures from our own cultural lenses. Cultural exchanges and people to people understanding has never been as important as in this age of globalization.

Meeting a Chinese person for the first time for most Kenyans is like their “first class in physics”. Not knowing what to expect, and reflecting on what we have heard and made to believe, we tend to adapt an irresolute attitude that only serves to limit how much we can gain can gain and give back in terms of cultural knowledge and understanding. Many people think Chinese is the most difficult language, Chinese have bad eyesight, they eat cats and dogs, they know Kung fu, are anti-social and etc. Only when we get interested, explore, learn about them, go and meet them, their country, how they live, will we be able to appreciate our differences and open up new ways of seeing them and changing our mindsets. Here are a few points to note that can help you understand and interact better with the Chinese people for business and friendship.

The best way to break the ice with a Chinese for a non-Chinese or a foreigner in China is to greet them in their own language. Chinese language was not common outside China and its environs and it’s only beginning to spread across the globe as a result of its emerging status as a dominant player in the world’s affairs. The Chinese people are very happy to hear a foreigner speak it, no matter how little or how badly.” Ni Hao” is a good start and for the Kenyan youth, sounds like a combination of Nairobi’s Swahili –English slang “Ni how” or “How is it”. The fact that you can speak a little Chinese will immediately bring a smile on a Chinese face and significantly warm the conversation.

In Africa and in the west, we greet each other and show affection through handshaking, hugging and kissing. In China, although shaking hands is becoming common, people did not hug and kiss during greetings, even amongst closest friends. Ni how and a nod works just right. Handshakes are common form of greeting foreigners and it is formal; the oldest or senior person is always greeted first. Strong handshakes are not the norm as in the case of western and African handshaking especially to signify confidence as in giving an affirmation or sealing a deal. Many Chinese will look towards the ground when greeting someone, this does not mean they are shy or unreceptive; it is a cultural trait that they are accustomed with. However, the younger generation of Chinese is becoming more liberal and adopting international trends and cultures. In today’s modern society, certain traditional greetings such as bowing have been abandoned while some traditional greetings such as the Chinese martial arts greeting (Wushu) of fist-wrapping are still preserved.

The Chinese non-verbal communication speaks volumes and should not be taken for granted. They rely on facial expressions, tone of voice and posture to express feelings and attitudes. For example frowning while someone is speaking will be interpreted as a sign of disagreement. It was considered disrespectful to stare into another person’s eyes, especially a senior or older person and in crowded situations; the Chinese generally avoid eye contact to give themselves privacy. Therefore, most Chinese maintain an impassive expression when speaking.

Chinese history and culture was based on hierarchy and formality. The Chinese people maintain a formal tone and attitude in most situations. Even amongst very close friends, there is some degree of respect and honor that is maintained. It is common for Chinese people to address the other person by an honorific title and their surname. If they want to move to a first name basis, they will advise you which name to use in case of difficulty in pronouncing their Chinese names in the case of non Chinese speaking people.

As in other cultures, Chinese people appreciate their friends with gifts and presents. Gifts giving are part and parcel of Chinese in business or between friends. Gift exchanging is common during the Chinese New year when Chinese people remember their friends and family by wishing them a happy new year with hood health and good luck. Gifts are also given during weddings, births and other occasions. Do not give scissors, knives or cutting utensils as these indicate the severing of the relationship or the friendship. Handkerchiefs and straw sandals are associated with death and funerals. Gifts should be wrapped in red and not white, blue or black paper. Red symbolizes good fortune and joy.

And most importantly; to establish and maintain a good relationship; whether you are friends or business associates, arrive on time or slightly early. The Chinese people view punctuality as a virtue and therefore arriving late could negatively affect your relationship.

Just like China, Africa should choose democratic politics according to its own conditions.

The 18^th National Congress of the CPC (Communist Party of China), otherwise known as the Chinese people’s political consultative conference begun in earnest in Beijing, China. Delegates from all over China gathered at the great hall of the people from November 8 to 14, 2012 to elect new leaders that will serve in the Political Bureau; the highest ruling body of the CPC. Almost concurrently, the People of the United States were conducting their general elections to elect a new president of the United States of America. This leadership transition in the world’s two biggest economies provided an opportunity for both experts and amateurs to analyze the differences in the political systems of the largest and second largest economies. Unfortunately, most analysts, including Africans, have made their analysis from a purely western democratic notion and failed to be objective in their conclusions about the Chinese democratic political system.

Most African states look up to the United States and other western countries as their ideal role models when it comes to political systems and managing their affairs. Democracy was used as a tool to judge good states and rogue states and most African countries copied western political systems in their pure form without considering their own internal conditions. Some have thrived under those systems and have continued to hold peaceful regular general elections, and many others like Kenya have fallen and keep falling victim to ethnic confrontation, social unrest and economic stagnation. 

There is no perfect political system model that can be applied across the world. Every country shall explore the political development road suitable for its own characteristics, as well as its own political logic.Our copycat versions often led to unexpected or even counterproductive effects. No single country has developed or matured enough to conduct the perfect elections, even the United States. 20 States in the United States of America are now petitioning to have them Secede from the federal Union as a result of the just concluded elections. 

As the Communist party of China undertook the once in a decade leadership transition in Beijing, the Chinese leadership reiterated that it will strive to improve the system of multiparty cooperation and political consultation under the CPC leadership but shall never copy the political systems and development patterns of foreign countries. Admittedly, the Chinese leadership acknowledges that the democratic political system is still developing and needs to be further improved.

Since the ancient Greeks put forward the concept of Democracy more than 2500 years ago, mankind has made steady efforts to attain this ideal, and tremendous progress has been made, however, no country or people have achieved the goal of a perfect democracy. Democracy is a historical process that is relative and keeps with different levels of economic, political and cultural development with the overall development of the society. That is why young democracies face more challenges than the more mature democracies.

The system of multiparty cooperation and political consultation under the leadership of the CPC is the basic political system in China. Its formation and development have been the inevitable choice of China’s historical development.  China copied the multi-party system from the west after the revolution of 1911, which was later replaced by the Kuomintang’s one-party dictatorship. Both experiments failed. Facing a striking contrast between suppressions and persecutions, class alliances with competing interests and endless chaos, the non-communist parties in China forged bonds of unity and cooperation and stood together with the CPC in the protracted revolutionary struggles that culminated in the system of multi-party cooperation and political consultation under the leadership of the CPC. 

In 1948, the CPC convened a new political consultative conference establishing a democratic coalition government. It comprised of representatives of the CPC, opposition parties, persons without political affiliation, people’s organizations, and representatives of localities, the people’s liberation army, ethnic minorities, overseas Chinese and all patriotic democrats. Through the CPC, people of all walks of life and groups with diverse faiths, views, affiliations and interests were united. With the realization that China could not be governed with competing interest, the Chinese people forged a strong solidarity not only ideologically and politically, but also organizationally.

The system of multiparty cooperation and political consultation under the leadership of the CPC is a special feature and advantage of China’s political system. It is the system that has enabled China to grow and achieve its potential. The CPC and the non-communist parties hold democratic consultations on major state issues and make decisions on a scientific basis and exercise supervision over each other, resulting in improved CPC leadership and strengthening other parties’ roles in national affairs. This system has been successful in avoiding political upheavals resulting from multiparty rivalry and fighting for power. It also avoids drawbacks resulting from one party rule and lack of supervision. African countries should learn from the Chinese and forge their own independent path to peace and prosperity and stop following the west blindly.