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The Critical Role of “Mianzi” in the US-China Trade War: When Face Trumps Economics

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The ongoing trade war between the United States and China has escalated dramatically in recent months, with tariffs reaching unprecedented levels. As of April 2025, the Trump administration has pushed tariffs on Chinese goods to a staggering 245 percent, while Beijing has responded with 225 percent tariffs on American products[1]. Behind the economic calculations and policy decisions lies a powerful cultural force that Western negotiators often overlook or misunderstand: the Chinese concept of “mianzi,” or face. This cultural dimension may be the key to understanding why this trade conflict has become so intractable and what might be necessary to resolve it.

Understanding Mianzi: More Than Just Saving Face

In traditional Chinese culture, “mianzi” represents far more than the Western notion of pride or reputation. It embodies honor, prestige, and social standing. A Chinese saying captures its importance: “Trees can’t live without bark, men can’t live without face”[2]. This concept permeates every level of Chinese society, from interpersonal relationships to international diplomacy.

Unlike the Western concept of ego, which is primarily inward-looking and focused on personal achievement and self-worth, mianzi is outward-looking and concerned with how one is perceived by others[3]. For the Chinese, maintaining face is not simply about avoiding embarrassment – it’s a fundamental social currency that governs interactions at all levels.

In diplomatic contexts, mianzi takes on national dimensions. It becomes intertwined with China’s historical narrative, particularly what Chinese leaders refer to as the “century of humiliation” at the hands of Western powers and Japan from the mid-1800s to mid-1900s. President Xi Jinping has made “national rejuvenation” a cornerstone of his leadership, essentially framing China’s rise as a restoration of face on the world stage[2].

The Clash of Negotiation Styles

The contrast between Chinese and American approaches to negotiation is stark. Chinese diplomacy, influenced by Sun Tzu’s “Art of War,” emphasizes patience, strategy, and preserving relationships while still gaining ground. It values reading situations carefully and moving deliberately to maintain harmony[3].

Trump’s approach, meanwhile, seems drawn from his book “The Art of the Deal,” which prioritizes boldness, showmanship, and visible wins. His negotiation style is characterized by statements like “Deals are my art form. I like making deals, preferably big deals. That’s how I get my kicks” and “The final key to the way I promote is bravado. I play to people’s fantasies”[3]. This fundamental difference in philosophy creates a foundation for misunderstanding.

The Escalating Trade War: A History of Face and Confrontation

The current US-China trade war began in January 2018 during Trump’s first administration, when he imposed tariffs on Chinese goods, citing unfair trade practices and intellectual property theft[4]. Since then, it has followed a pattern of escalation, brief de-escalation, and renewed confrontation.

By early 2025, the conflict entered a new phase of intensity. On February 1, 2025, the second Trump administration increased tariffs on China by 10 percent, followed by another 10 percent hike on March 4. China retaliated on March 10 with 15 percent tariffs on American goods, particularly targeting agricultural products. By April 2, the Trump administration had raised the total tariff rate to 54 percent[4], and subsequent increases have pushed it even higher.

A pivotal moment came on April 9, when Trump announced a 90-day pause in “reciprocal” tariffs for most countries – but specifically excluded China, instead increasing their tariff rate from 104% to 125%[5]. This selective targeting of China while offering relief to other nations was perceived in Beijing as a deliberate attempt to isolate and humiliate China.

How Mianzi Shapes China’s Response

For Chinese leadership, the trade dispute is not merely economic but existential – a matter of national pride and standing. Beijing’s responses have been calculated to maintain face while demonstrating resolve. Rather than simply capitulating to American demands, China has implemented its own retaliatory measures and sought to build alternative alliances.

Xi Jinping has been intensifying diplomatic efforts to convince other nations to resist pressure from the Trump administration regarding tariffs. His recent state visits to Vietnam and Malaysia, along with outreach to the European Union, Japan, and South Korea, represent attempts to demonstrate that China will not be marginalized[6].

The importance of mianzi explains why certain diplomatic approaches fail. For instance, President Trump’s public expectation that Chinese President Xi Jinping would call him to initiate trade talks fundamentally misunderstands Chinese diplomatic protocol. In China, if Xi picked up the phone, he would be seen as “bowing down” to Trump, causing a significant loss of face not just for himself but for the Chinese people as a whole[2].

Western Actions That Damaged Mianzi

Several recent incidents have severely undercut the possibility of productive negotiations by causing China to lose face:

  1. The Public Humiliation Precedent: Trump’s televised dressing-down of Ukrainian President Volodymyr Zelenskyy at the White House in February 2025 was closely watched in Beijing. According to Susan Shirk, a research professor at the University of California, San Diego, this public humiliation “certainly discouraged Xi Jinping from wanting any kind of meeting with Trump in the Oval Office”[2].
  2. The “Peasants” Comment: Perhaps most damaging was Vice President JD Vance’s reference to Chinese people as “peasants” in a recent televised interview. This remark was widely viewed in China as deeply insulting and disrespectful, as confirmed by Chinese Foreign Ministry spokesperson Lin Jian[2][3]. Such language triggers historical sensitivities about China’s past treatment by Western powers.
  3. The Retaliatory Escalation: Trump’s decision to exclude China from the tariff pause while offering relief to other countries was interpreted as deliberate isolation and public shaming. The Treasury Secretary’s characterization of China as a “bad actor” further reinforced this perception[5].

The Face-Related Barriers to Resolution

China has made it clear that face considerations must be addressed before substantive negotiations can resume. Beijing has reportedly set preconditions for talks that include “greater respect — specifically, reining in disparaging remarks by Trump’s cabinet members”[2].

In mid-April 2025, China stated it is open to renewed discussions with Washington, but only if Trump “approaches talks with what China calls ‘mutual respect'”[7]. A Chinese official emphasized: “We are not against talks. But the prerequisite is respect—respect for China’s sovereignty, and respect for the issues we consider core to our national interest”[7].

The strength of these face considerations was powerfully articulated by Xia Baolong, director of the Hong Kong and Macau Affairs Office: “It is extremely naive to think that by flattering, bowing down to, or pleading with the U.S., we can achieve peace, respect, and development. The U.S. isn’t after our tariffs, it is after our very survival”[2].

The Economic Consequences of Cultural Misunderstanding

The failure to appreciate mianzi has led to real economic impacts. US technology firms, fashion companies, and agribusinesses are among those facing severe consequences from the escalating tariffs[1]. Despite Trump’s framing of protectionist policies as vital for revitalizing American manufacturing, many U.S. companies have become dependent on low-cost imports from China and now face increased prices and declining profits[1].

Research suggests that political partisanship has influenced economic behavior during the trade war. A study of county-level crop planting data found that counties with a higher Trump vote share in the 2016 election were significantly less likely to change planting decisions due to the trade war, even when doing so would have been economically advantageous[8]. This suggests that cultural and political factors often override pure economic calculations.

How Understanding Mianzi Could Path the Way Forward

The current approach of escalation and confrontation appears unlikely to yield a resolution. As Rob Prugue noted on LinkedIn, “China isn’t just negotiating over numbers or tariffs; they’re protecting face. Open humiliation or condescension isn’t just offensive—it’s intolerable”[3].

To move forward, American negotiators would need to:

  1. Create face-saving opportunities: Design proposals that allow Chinese leadership to claim victory for their core constituencies while still addressing American concerns.
  2. Establish back-channel communications: Beijing has sought to forge back-channel communications with Washington for months, preferring the quiet diplomacy that allows for negotiation without public posturing[2].
  3. Moderate public rhetoric: Avoiding inflammatory language and showing respect for Chinese sovereignty and cultural sensitivities would create space for diplomacy.
  4. Recognize China’s core interests: Understanding which issues China considers non-negotiable due to face considerations would help focus talks on areas where progress is possible.

Conclusion: When Face and Economics Collide

The US-China trade war demonstrates how cultural misunderstandings can escalate and prolong international conflicts. While economic interests certainly drive much of the dispute, the critical role of mianzi in Chinese diplomatic calculations cannot be overstated.

As one commentator noted, “When it comes to negotiating with China, we really need to rethink the current approach. If the real art is to ‘make a deal’, then perhaps we should appreciate that—as my father used to say—you catch more ants with sugar than you do with salt”[3].

Until American negotiators fully grasp that for China, preserving face is often more important than short-term economic gains, the prospects for resolution remain dim. As the trade war continues to escalate, both sides face mounting economic costs – but the cultural barriers to resolution may prove even harder to overcome than the economic ones.

  1. https://www.aljazeera.com/news/2025/4/15/trump-china-trade-war-which-us-companies-could-be-worst-hit  
  2. https://www.csmonitor.com/World/Asia-Pacific/2025/0418/China-trade-pride-respect       
  3. https://www.linkedin.com/posts/rob-prugue-39a3a128_face-trumps-ego-in-chinese-culture-the-activity-7315987968429637633-vu_o     
  4. https://en.wikipedia.org/wiki/China–United_States_trade_war 
  5. https://www.cnn.com/2025/04/09/politics/china-trump-tariffs-trade-war/index.html 
  6. https://www.nytimes.com/2025/04/17/world/asia/china-trump-tariffs-trade.html
  7. https://mediawireexpress.co.tz/china-open-to-talks-if-trump-shows-respect/ 
  8. https://www.semanticscholar.org/paper/29fc6db3901175772adbe4d06017441fb661213a

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