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Business Etiquette in China

When preparing to do business in China, it is essential to brush up on Chinese ideas concerning what is proper and what is offensive. The Chinese and Westerners do not always agree on business etiquette so it is imperative to be sure you do not offend your Chinese hosts.

One of the more important things to consider is the place of Confucianism in China. A major element in Confucianism is that of harmonious relationships. Any evidence of disharmony in a business relationship will possibly do damage to your goal of doing business successfully. The Confucian ideal is for harmony between husband and wife, brother and brother, ruler and subject, parent and child as well as between friends. Helping each other to save face is one of the components of this ideal for harmony.

Face-saving in Chinese culture is four-sided. The Chinese terms include 1. Diu-mian-zi, one's actions or deeds have been exposed, 2. Gei-mian-zi, the giving of face by showing respect to others, 3. Liu-mian-zi, which involves avoiding mistakes and the showing of wisdom and 4. Jiang-mian-zi, the increase in face when someone gives a good report about you to other people. It is important to your business venture to avoid losing face and to avoid causing another person to lose face in your dealings.

To a Westerner, the Chinese may seem to be overly dependent on peer relationships. They tend to do things in groups with little open disagreement occurring. They work diligently to avoid causing public embarrassment to their colleagues. Many times, they tend to subjugate their own feelings for the good of the group. Even if they are not in agreement, they tend to remain quiet about it during a group meeting.

Non-verbal communication is a practice which the Chinese use to avoid disharmony. They rely on facial expressions or body language or tone of voice to discern a lack of agreement. They tend to speak in non-emotional tones and keep an impassive expression in their meetings. Foreigners who want to do business with the Chinese will do well to try some of the Chinese methods of negotiating.

The Chinese expect the guests at business meetings to be prompt rather than running late. It is best to arrange meetings several weeks ahead of time if possible and to send an agenda for the meeting. The Chinese prefer to begin with the important issues and work downward to less important matters. They also plan to do some negotiating and begin with showing deference, making themselves look weak or vulnerable. They expect you to concede some of your issues in their favour.

It is hardly acceptable to enter into business conversation early in a dinner appointment. The Chinese want to learn more about you and your company. They want to know if they can trust you before they are ready to begin talking serious business. They prefer to do business with someone whom they consider is worthy of a business relationship.

When invited to a business dinner, dress conservatively, bring gifts and be ready to spend some time getting well-acquainted with your hosts. They will get around to asking you questions, some of which you may prefer to not answer. Usually, the most important people to come into the meeting room are the first ones to enter. They will likely seat you across from the most important person in their party.

Although hand-shaking is not as popular there as in the west, they will probably give you a weak handshake. Their preference with other Chinese is a slight bow rather than the handshake.

It is wise to have many more business cards on hand than you would in the West. These should be printed with English and Chinese writing, using gold ink if possible. When you offer a card, use both hands. When you receive a card, read it rather than stuffing it into your coat pocket. It is a sign of being interested in what it says.

Gifts are not often opened in public. It is the thought that matters more than the gift itself. Still, do not use money as a gift. Gifts should be wrapped in red paper as this is Chinese custom. Do not be shocked if they ask you what kind of gift you want in return. They want to give something that will be pleasing to you. It may be best to suggest something from their culture, perhaps a drawing or Chinese tea.

Unless otherwise instructed, greet people by title and their family name rather than using a given name. Formality is somewhat more appreciated in China than in the western world. It is not appropriate to tell people to call you by your first name upon first meeting them.

Small talk is as acceptable in China as in the United Kingdom. However, it is not best to tell jokes. The punch line may not be understood by the Chinese. Some topics to avoid are religion and politics. Sports or a good place to visit are better topics for the beginning conversations.

If you have learned a few Chinese words, your hosts will likely consider it a good sign that you are interested in their culture. To help you to fit into their cultural preferences, it is good to graciously deny any compliments that are paid to you. This show of modesty will be appreciated by your hosts.

Doing business in China is different than in the UK or other western country. Still, there is a lot to appreciate in the process of dealing with business leaders from the Far East.