In the midst of rumors of a closing China, expats should learn how even hated influences can be tolerated in the Chinese quest for riches

In the northern Chinese province of Jilin, it is not uncommon to come across signs for local chapters of the “Resist Japan Club”. More than sixty years have passed since the Imperial Army was driven out of China, but for the people of the old puppet state of Manchukuo, the duty to fight against Japanese aggression continues.

Even at a national level, television programs frequently remind the Chinese populace of the “unforgivable,” rallying public sentiment against anything and everything that Japan might “do to China.” As recently as at last week’s national CPPCC congress, a university president warned, “Chinese youth need to be more fit, in case of a war with Japan.”

An interesting contradiction, however, is the prominent place of honor that a Japanese citizen receives in local shops and markets. No, we are not talking about the Japanese travelers who are courted for their tourism dollars – in fact, there are still areas of northern China where it is dangerous to be identified as Japanese. Rather, I’m referring to the waving golden puss that sits on the shelves and counters of so many Chinese stores.

gold catThe history of the “Gold Attracting Cat” (招财猫) is uniquely Japanese. Traditionally, Japanese believed that cats acted as agents and messengers for local “Kami”, and could carry requests for blessing, children, and good harvests to the correct deity. This idea was so strong in Tokugawa Japan that felines were worshiped at least twice a year in their own Shinto shrines. Later, in an attempt to “attract blessing”, replica cats were made of wood and porcelain, painted gold, and decorated with auspicious phrases to ensure profits and success for the store or household displaying them. Because favorable Kami were supposedly beckoned by a cat’s waving, the figurines were made with raised paws, and thus the “Gold Attracting Cat” came to substitute the fat-bellied Buddha that was believed to serve basically the same purpose. In some places, the two images were even merged to create a laid-back puss with Buddha beads and a bag of gold.

For almost fifty years, the Chinese, Mongolian, and Korean residents of Manchukuo went through an intensive “Japanification” which involved prohibition of their own languages and punishment for using any other than Japanese. This was to be the new Chinese empire, and the Japanese later installed Puyi, the last emperor of the Qing Dynasty, as the “Supreme Ruler under Japan.” However, this merely meant that the “Chinese Emperor” merely became a rubber stamp for Japanese power in Manchukou. After the horrors of the forced “acculturation”, famine, labor camps, and WWII, the entire region became a stronghold of the “Liberation Army” which purposed never to let such oppression occur again on Chinese soil. These deeply anti-Japanese sentiments still grip the area.

With such a strong animosity towards the invaders, you would expect the “Gold Attracting Cat” to be viewed as an effigy of Japanese influence, and burned or hung in a statement of national solidarity against Japan. Instead, however, this icon is literally ensconced in shops and homes as a symbol of prosperity and the desire for wealth. Despite its Japanese origins, the Chinese have embraced the little feline foreigner for one simple reason: Chinese will tolerate almost anything, as long as it projects the potential for wealth – even if it proves false.

As expats in China, I believe that we have much to learn from this Japanese kitten. He might not look like much, but he has mastered the art of making the Chinese love him under the most challenging circumstances.

I’ve met many foreign young men who would be laughed out of any business meeting in the West, but have succeeded astonishingly well in China. Why? Because they consciously try to project an “aura of sophistication.” This unique breed of foreigner has understood that Chinese generally equate friendship with opportunity, and he therefore dangles the carrots of “education”, “powerful family” or “overseas connections” in front of the nouveau riche of China’s elite, getting on the inside of an otherwise closed business society. While the “Golden Cat” foreigner can sometimes backup his promises, they are most often ploys that a perceptive Western businessman would see through immediately. As one foreign-trained Chinese friend commented, “If they were actually what they claim to be, I can almost guarantee they wouldn’t be in China.” So why do these kinds of foreigners do so well here?

“Even if they are con men, Chinese will believe them because of the power and success that is tied to the ‘foreigner image’. We locals could tell the truth, and other Chinese wouldn’t believe us. However, even if a foreigner is lying, most Chinese will assume that he’s the ‘real deal’. It’s a powerful playing card in the game of Chinese business.” ~ a successful local businessman

While it might be true that some low-quality foreigners are getting high profile and well-paying positions with Chinese companies right now, I don’t suggest that you pursue the path of the switch-and-bait expat. However, as rumors start to grow about the Chinese market becoming increasingly closed to foreign employees and investors, I do advise you to take some lessons from our furry friend. Japan’s been gone from China for sixty years, but the “Gold Attracting Cat” is still doing a bang-up business because it promises to bring wealth to devotees.  Similarly, you need to market your firm (or yourself) as being part of the Chinese company’s path to success. Show how you can bring value to an employer. Let the partners see how you can make their quest for prosperity quicker and easier.  It’s basic marketing strategy, but especially relevant to making a potentially negative Chinese market embrace you.

Simply put, my advice to foreigners trying to get ahead in China is to be like this fat cat – “Smile and wave, baby. Just smile and wave!”