Bargain Culture – Bargaining is not something new to Asia culture I guess. However, I feel there is something bitter about the motive why China/Chinese bargain. From the simple stuff like buying some fresh fruits to more complicated ones, such as setting up a business, they like to bargain - they have to bargain- it has became a way to avoid being cheated, to make sure it’s worth a true value, and to win a battle.
In my humble opinion, the bargaining is reflection of a few rather serious social issues in China society:
Distrust and dishonesty issue
In this cruel and competitive environment, people start to cheat to gain. At same time, people who have been cheated became less trusting of others. And when people start to doubt how real is the deal, as effect, those people try harder to cheat. It comes to a point that no one will know what real measurement is anymore. We don’t really know what and who started this cycle, and this cycle created the distrust. This distrust reflects on how people interact with each other, reflects on how they deal with business. As a matter of fact, people who cheat others are more afraid of been cheated themselves. They know if they are capable to cheat, others might do a better job, therefore, no matter whether you are the one who is doing the cheating or the victim, this distrust and dishonesty grows deeply in each and everyone.
Imbalanced give and take issues
One of side effect of distrust and dishonesty is people start to discount other people’s good efforts. A good example of this - a hard working farmer wants to sell his apple at RMB10 per kg, which is a fair price. However, his customer thinks it should be only RMB5 (afraid of been cheated). After a round of hardcore bargaining, the farmer needs to at least break even, so he sold lower than it should be without any profit. He learns. The next time, this same apple, he sells at RMB20 per kg (to him, this is not cheating, it’s ‘clever’.), his customer asks for a discount as usual, and after another hardcore bargaining (he has to put up a show to convince his customers), he sells it at RMB15 per kg. See, he increased his profit and made his customer happy by distorting the actual price. This is not the end, consumers get smarter too, they realized there is a gap between actual price and given price, and they think these business people are too nasty, so they try to bargain even more. Business becomes harder and harder. As result, the price is no longer determined by market’s demand and supply but by manipulations. In the end, no one can be certain how much worth a product/service really is.
Overdosed Pride and vanished mutual Respect
Chinese has a lot of pride. Sometimes it seems almost too much. I start to believe that being over proud is a sign of ignorance. The sad thing is the pride doesn’t justify the respect to themselves and others. In our thousands of years of civilization, Chinese culture is famous for its politeness and humbleness. You can’t really see these virtues anymore in modern Chinese culture. People used to push the boundaries, people like to bar-and-gain. To me, the saddest thing is they forgot how to respect themselves at lot of times.
See, these are chicken and egg sort of situations, I can’t really tell which one or which side started first. Indeed, it forms into a large circle, somehow sickly balanced. Somehow, it works in modern China, sickly.
Think before you bargain. Be respectfully fair.