This article developed from notes taken while reading Kingdom of Characters: The Language Revolution That Made China Modern, Chapter 3: Tipping the Scale of Telegraphy by Jing Tsu. Negotiation is mentioned briefly as part of a broader story about Chinese language and its writing system(s). This article expands on the negotiation theme.
Introduction
Imagine a time when the telegraph was at the cutting edge of communication technology. How did Morse code (or similar) work with non-alphabetic languages? How do you compress thousands of characters in the Chinese language into sequences of short and long signals, dots and dashes?
In the early 20th century, the international telegraph system favored the Western alphabetic languages, leaving China struggling to fit into the existing framework. Telegraphs in Chinese faced a cost penalty.
Every character was converted into a four-digit number code first. The message was then transmitted as a sequence of numbers via the international telegraph code. This made the overall messages longer and therefore more expensive. Furthermore, China was unable to ‘cheat’ in the way that other countries were able to.
A single Chinese character could take up a total of forty-four to sixty-eight units. This is almost four times more than a single English word, and therefore more costly. China had now way to cheat. [Note: By using number short-cuts to represent whole sentences, for example] If you were participating in a system where everyone else was allowed to cheat--and did so regularly—not cheating yourself did not signal virtue. It was a penalty by default.1
It was during this time that Wang Jingchun,2 a Chinese diplomat, used his skills of diplomacy and negotiation to advocate for the recognition of China's needs in the international telegraphy system.
This article will explore Wang's negotiation approach, the importance of understanding cultural differences, and how we can apply these lessons to modern challenges.
The Cultural and Linguistic Challenge
In 1925, China was disadvantaged by the established rules governing international telegraphy. Designed primarily for alphabetic languages, the system was ill-equipped to handle Chinese characters, which led to increased costs and slower communication for China.
Wang Jingchun understood that adapting the Chinese language to fit the existing system was not an option, as it would compromise the cultural identity of his nation. His goal was to reshape the telegraph system in a way that accommodated the Chinese script while also benefiting other countries.
Understanding the other side
Wang Jingchun was sent to lead the Chinese delegation at the international telegraphic conference for the revision of the Telegraphic Union's regulations. The delegations assembled at the Sorbonne, Paris.
The Chinese delegation faced formidable challenges. To persuade the international community to accommodate China's unique linguistic needs, Wang had to first explain the problem, make them care about it, and then find a solution that would improve China's position in the telegraphy system.
Wang's strategy involved meticulous preparation, understanding what had been said during the conference, and employing a native French speaker to ensure effective communication.
Listening, Learning, and Educating
Wang's approach centered on waiting, listening, and focusing on the issues of the other participants before presenting China's case. He understood that China's situation was unique, as all other countries had some form of an alphabet. During after-hours sessions, Wang used evening salons and parties as a platform to educate attendees on the complexities of the Chinese language. He presented the information in an instructive but not condescending manner, using anecdotes about the origin of the script and explaining radicals, strokes, and characters.
Achieving Compromise
In the 7th session of the conference, Wang saw an opportunity to study the code language and volunteered his delegation. His emphasis on finding an equitable solution for others before China demonstrated polite insistence and humility.
By October 9, Wang managed to build understanding that the pricing disadvantage for China needed to be resolved. Wang Jingchun also succeeded in demonstrating China's willingness to enter into a complicated web of international relations ultimately benefiting both China and the West.
The request for a level playing field for telegraph message pricing was now part of a natural framework of give-and-take based on better mutual understanding.
The result of the negotiation was a clause in the final agreement recognising China’s use of a digits in its transcription system as text.3
Applying Wang Jingchun's Negotiation Lessons Today
Wang Jingchun's negotiation approach provides valuable lessons that can be applied to modern challenges, especially in the context of cultural and linguistic barriers.
Understand the other side(s): Wang took the time to understand the arguments and concerns of the other parties involved, which allowed him to craft a persuasive case.
Listen and learn: Wang patiently listened and learned from the discussions around him, which enabled him to make informed decisions and better communicate his position.
Educate with empathy: Wang's ability to share his culture and language with others in a respectful and engaging manner created a strong foundation for productive dialogue.
Prioritize equitable solutions: Wang's focus on finding a solution that would benefit all parties involved, rather than simply pushing for China's interests, demonstrated a commitment to fairness and collaboration.
Embrace cultural differences: Wang's negotiation success is a testament to the importance of acknowledging and respecting cultural differences in international relations.
Wang Jingchun's negotiation approach offers valuable insights into navigating complex, multicultural challenges. By understanding the perspectives of the other side(s), listening and learning, educating with empathy, prioritizing equitable solutions, and embracing cultural differences, we can apply these lessons to address modern global challenges. In today's increasingly interconnected world, recognizing the importance of effective communication and the nuances of diverse cultures is crucial for fostering collaboration and understanding.
Wang Jingchun's approach reminds us of the value of patience, humility, and empathy. Ultimately, the story of Wang Jingchun's negotiation mastery is a reminder that we can only move forward by embracing the diversity of our world and working together to create solutions that benefit everyone. By applying these lessons in our own lives and interactions, we can contribute to a more understanding and inclusive global community.
Writing this article…
I began working on writing an article on this topic on 4 April 2022 after reading Jing Tsu’s book. I wrote out bullet point notes and some early drafts. These remained incomplete. I used ChatGPT 4.0 to develop this full version of the article. A full version of this article is include in a book that explores “How ChatGPT can change your life,” an impudent variation of the classic “How Proust can change your life” by Alain de Botton. See https://leanpub.com/howgptcanchangeyourlife.
The Language Revolution That Made China Modern by Jing Tsu. Chapter 3: Tipping the Scale of Telegraphy
王景春.