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Business Meetings with Chinese Counterparts

This article contains some tips for preparing to do business with your Chinese counterparts. Of course, it is essential to be prepared before the meetings begin. Some of the preparations include an understanding of the Chinese psych in doing business, even among their own people, having a large enough stock of business cards to hand out, understanding how and when to hand out your cards, knowing what to expect when handing out gifts to the Chinese and of course, being prepared to both understand what is being said and to be understood by the Chinese with whom you aim to do business.

It is widely understood that the Chinese prefer to do business with people whom they trust. Thus, be prepared to undergo some slow familiarization processes. There may be banquets to attend. This is a part of the Chinese method of getting to know you and to learn to trust you before formal negotiations get underway. The Chinese want to know that they can trust you. These long dinner meetings tend to help them get acquainted with you and how you think.

Those dinners are the places to hand out your business cards, printed both in English and in Chinese. It is also the place where you can expect to receive cards from the Chinese. When a card is handed to you, take a moment to read it. A positive comment can help to create good will. Do not simply put it into your pocket to be read later. Show some interest in the person who handed the card to you.

If you planned to give any gifts, these meetings present a convenient time to do it. However, do not expect the recipients to open gifts in public. Gifts should be wrapped in red paper as this is the preferred colour in China. Small and inexpensive gifts from your home country are appropriate as gifts; money is not appropriate.

Even if you feel you have a good understanding of the local Chinese dialect being used in your business meetings, it is best to hire an interpreter whom you can trust. Be sure that he or she understands some of the technical terms which will likely be used in conversations. Do not depend on an interpreter which your hosts may offer you. Be fair to your interpreter by asking for occasional breaks for him to confer with you about anything which is not clear. Do not ask another interpreter if your hired interpreter is giving a correct translation.

Being well-prepared will help you to feel secure in your business deals with the Chinese. They, too, will appreciate your well-planned presentations. Still, do not expect prompt acceptance of your proposals.

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