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China Business » Information » How to Succeed in Business in China How to Succeed in Business in ChinaSince one of Earth's largest countries is rapidly opening its doors to foreign enterprise, many companies hope to cash in on whatever profits become available in China. However, as Mr. Dean Jablonsky, who has done exhaustive studies concerning business in China, has reported, many companies do not understand both the political and social situations in China. He claims that the world is confused about China. Therefore, many of the attempts to make money in China are doomed for failure.The social aspect of trying to begin a business deal in China is crucial. Some research on Chinese customs can help you to avoid making critical mistakes. The Chinese are not impressed by the same types of things that westerners consider important. On the other hand, westerners tend to think that some Chinese customs can be ignored. This attitude can be costly to the deal that the westerner wants to make.  To avoid failure, the opposite of success, consider the things that Chinese businessmen see as good traits in a potential business partner. There are some areas in which they agree with western business professionals. Arriving late for an important meeting shows a lack of concern for the other party. Thus, the Chinese expect you to be diligent concerning meetings with the people you hope to partner with. Western businessmen agree on this issue. Another area of agreement concerns careful attempts to understand and be understood. Both sides should have a good interpreter to represent his interests. A small lack of mutual understanding can prevent a deal from being made or can cause a major problem later on in the day-to-day business operations. Although a prospective business partner from the western world may ask for clarification of some point which he does not fully understand, a prospective Chinese partner may not admit his lack of understanding. Being a good guest while in China is important to the Chinese people. When offered a drink in a Chinese establishment, accept it and try to appreciate it, even when it seems to offend your personal taste buds. The Chinese prefer to do business with people with whom they have a degree of friendly relationship. Spending some time with your hosts outside the conference room can help to establish the relationship that the Chinese value. Gifts can be helpful, but do not expect them to be received in the same manner as in the occidental world. Do not make a display of any gift giving that you decide to do. A gift offered in private is usually more acceptable than a gift given for everyone to observe. Expect the Chinese recipient to refuse the gift a few times. It is a custom. He will probably accept the gift on the fourth attempt to present it to him. Also, since the colour red is considered a good luck colour, it is a good choice for wrapping paper for a gift. Keeping conversations on "safe" subjects keeps your relationship-building attempts ongoing. Avoid the subjects to which you know the Chinese are sensitive. Weather, Chinese art and culture, places to visit in China and good experiences you have had in the country will build better feelings with your hosts. Issues about Taiwan or Tiananmen Square can be destructive to your goals. Any actual business negotiations should be done with only one person, preferably the one who has the authority to accept your proposals. It may be difficult to determine which person actually has such authority. Do not make proposals to several individuals separately. They may tend to pass the decision-making from person to person to avoid personal responsibility for your proposal. Usually, the senior manager of the team you are dealing with is the man who needs to hear your proposed venture. Since many Asians feel that westerners are arrogant, do not add to this idea by making yourself look important. Loud talk, proud body language postures and talk about yourself will not be viewed as positive features. Any of those can lead to failure. Remember that you want something from these Chinese businessmen. Allow them to save face and see themselves as your equal in the process of forming a business partnership. On the other hand, do not give up your own interests in the prospective partnership. You have goals, just as the Chinese do. Work toward a compromise which lets each side have some positive outcome. Business in China can succeed. In fact, is has been succeeding for some time now. There is profit for both the Chinese and the western businessman when an honest and honourable partnership is formed. Written on: 24th September 2007 Written by: R. Harris |
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