1. Accumulate wealth for security reasons

2. Conscious commitment to family obligations

3. A sense of Chinese identity which may manifest itself as anti-different

4. Sensitivity to “face-saving” that often manifests itself as a concern over the rank of the person sent to deal with him or her.

5. A desire to avoid conflict.

6. A tendency to see things as a set of alternatives rather than a universal set of guidelines

7. An emphasis on building friendships in business relationships

8. Assuming that interpersonal trust is of great importance, which manifests itself, for example, as a disdain for the “contract type of relationship.”

9. A collective sense of self which requires conforming more to social norms than self interest.

10. A tendency to be comfortable with silence.

Based in part on: Cox, Taylor. Cultural Diversity in Organizations: Theory, Research & Practice (Berrett-Koehlor, 1994).