1. What's the difference between business relationship in China and in western countries?
Unlike western business relationship which remains professional and perhaps, aloof, even after a long time, Chinese business relationship inevitably becomes a social relationship.
The more you share your personal life, including family, hobbies, political views, aspirations, the closer you are in your business relationship. Sometimes, a lot of time is spent in discussing matters outside of business, but then a lot of time, the other party is also making up his mind about your deal based on how much he sees your personal relationship with him.
2. What should my business card include?
Business cards are exchanged after the initial introduction. Take an adequate supply of business cards with you if you have a meeting with Chinese people.
You'd better to have one side translated into Chinese. Make sure it uses "Simplified" characters for Mainland China, Singapore, Malaysia and Indonesia, and "Traditional" characters in Taiwan and Hong Kong.
Business cards should also include your title. If your company is the oldest or largest in your country, that fact should be shown on your cards as well.
3. How to exchange business cards?
You should exchange your business card with two hands as a sign of respect. When presenting your Chinese business card, make sure that you hold its Chinese side up, facing your contact so that he/she can directly read it.
It is best to stand up when exchanging Chinese business cards, one-by-one, individual-to-individual.
On accepting a business card from a Chinese, show your interest by glancing at the details of the card. Putting the card immediately into your wallet or briefcase without reading it is an unforgivable insult in the Chinese business culture.
4. How to address the Chinese names?
In China, family names come first followed by given names. In business/formal settings, people normally address each other by their family name or title, such as "Mr. Chen", or "Director Huang".
Linking names with business positions shows respect for the person, whom you are calling. And don't call someone by just their first name unless specifically asked or if you are long-time friends. Terms of kinship are often used for close non-relatives.
A younger man often calls a man who is five years older than him "big brother" and someone who is considerably older "uncle." Chinese often address their friends as juniors and seniors even if they are just a few months younger or older. When a Chinese person asks someone his/her age, he/she just wants to know how to address the person.
5. What's the business meeting etiquette in China?
Appointments are necessary and, if possible, should be made between one-to-two months in advance, preferably in writing.
If you do not have a contact within the company, use an intermediary to arrange a formal introduction. Once the introduction has been made, you should provide the company with information about your company and what you want to accomplish at the meeting.
You should arrive at meetings on time or slightly early. The Chinese view punctuality as a virtue. Arriving late is an insult and could negatively affect your relationship Pay great attention to the agenda as each Chinese participant has his/her own agenda that they will attempt to introduce.
Each participant will take an opportunity to dominate the floor for lengthy periods without appearing to say very much of anything that actually contributes to the meeting. Be patient and listen. There could be subtle messages being transmitted that would assist you in allaying fears of on-going association.
Send an agenda before the meeting so your Chinese colleagues have the chance to meet any technical experts prior to the meeting. Discuss the agenda with your translator/intermediary prior to submission.
Meetings require patience. Guests are generally told where to sit, which are in descending order of rank. Senior people generally sit opposite senior people from the other side.
It is imperative that you bring your own interpreter, especially if you plan to discuss legal or extremely technical concepts as you can brief the interpreter prior to the meeting.
Written material should be available in both English and Chinese, using simplified characters. Make absolutely certain that written translations are accurate and cannot be misinterpreted.
Visual aids are useful in large meetings and should only be done with black type on white background. Colours have special meanings and if you are not careful, your colour choices could work against you.
Presentations should be detailed and factual and focus on long-term benefits. Be prepared for the presentation to be a challenge.
6. What are the most popular topics when having small talk with Chinese people?
Small talk is an important part of business meetings in China. It is a bit different in China than in Europe and North America, but similarly there are topics which should be avoided, and topics which are preferred for small talk. It can feature a number of topics including the weather, art, food, shopping, places of interest, etc.
The Chinese may ask you about your age or salary. It is not impolite in Chinese culture. But if you don't want to answer these questions, you could offer an open-ended reply, for instance, "you guess" or "not too much".
In some cases you also might be confronted with rather private questions such as about your family. The Chinese are very family oriented, so don't feel embarrassed when people ask you rather private questions, it is just small talk.
During a conversation with a Chinese person it is important to remember that negative replies are seen as impolite. So avoid saying "no" and instead reply with a "maybe" or "I'll have to think about that", etc.
7. What's the seat etiquette in Chinese business culture?
At Chinese banquets, the seating arrangement is probably the most important part of Chinese dining etiquette, especially in Chinese business banquets.
Generally, round tables are used at Chinese banquets. The seat facing the entrance is the seat of honor. The seats on the left hand side of the seat of honor are second, fourth, sixth, etc in importance, while those on the right are third, fifth, seventh and so on in importance, until they join together.
When a family holds a banquet, the seat of honor is for the guest.
8. What's the difference between Chinese dinner and western dinner?
The idea of expensive wine and candlelight dinners is definitely not Chinese style. The atmosphere in Chinese restaurants is "renao", which means hot and noisy.
One of the biggest differences between Chinese dinner and western dinner might be the position on table where dishes are served.
In Chinese dinner, dishes are served at the middle of a round table for all to share, and each person uses a small bowl in front him/her to hold the food one has picked from the shared dishes. So in that way everyone can order a different kind of dish make it shared by all.
Chinese starters are normally cold dishes. Main materials in Chinese starters can be either vegetables or meat that has been cooked and cooled down. And then dishes are served. Types of Chinese dishes are just too many to enumerate. Beer, wine or alcohol can be taken together with dishes.
The Chinese will order rice too. It is normally served to each person separately in a small bowl.
Chinese soup is served after main dishes. But in Guangdong area, soup is served before main dishes. The most typical dessert in Chinese dinner is fruits.
High quality restaurants would often assemble a big plate with several types of fruits arranged in beautiful patterns. Most favorable fruits might be watermelon, orange and pear, which can make one feel clean and clear in his/her mouth and stomach after the meal.
9. Do I need to order all of dishes if I'm the guest?
There is no need.
If there is a group of you, everyone could order one or two dishes. You could be the first one to order if you are the guest. At least four dishes will be served for a dinner of 3 or 4 persons, not including rice or soup. It is usually at least one vegetable and one meat dish.
If you have allergies, it is best to let your host know before ordering so that these items can be avoided.
10. What's the signal to dine in China?
When sitting at the right places and dishes are served, it is time for the guest of honor to take the first drink or propose the first toast. It is the guest of honor who should be the first to begin eating.
Generally, the guest of honor will invite everyone to begin eating with words to the effect of "Shall we eat?" This gesture of politeness serves as a signal to the other guests that they may then begin dining.
It is unforgivably rude to eat before the guest of honor has begun to eat, so although the guest of honor invites the other guests to begin dining, no one does so until the guest of honor has taken the first bite.
11. When I cheer at a Chinese dinner table, what should I do?
A toast to others is a characteristic Chinese dinning. When cheering at a Chinese dinner table, lower your glass to show respect. If you are far from someone you want to toast, you can use your cup or glass to tap on the table to attract attention rather than raise your voice.
12. Why do the Chinese always fetch food for me?
What is the appropriate reaction?
At Chinese dinner table, the host usually asks the guests to "help yourself" or even fetches food for the guests, which is regarded as a hospitable manner.
The one who sits closest to the teapot or wine bottle will pour them for others. Guests don't need to pour tea or wine themselves. Because that means the host doesn't take good care of guests, which will make the host "lose face".
When someone fetches food or pours beverages for you, the appropriate reaction is to say thank you. If you are comfortable with the food, eat it, or leave it on your plate.
13. How to fetch food from the center of the table? Can I use my own chopsticks?
When helping yourself with food placed on the table, use communal chopsticks or spoons. Always take from the side nearest you. It is considered ill-mannered to take food from the side of the platter facing others, and it is considered outright uncouth to "dig for treasures" as the Chinese put it, or to "cherry pick" for choice morsels as one would say in English.
If the table is too big, a lazy Susan (a rotating tray, usually circular, placed on top of a table to aid in moving food on a large table or countertop) will be used. So everyone will have a chance to reach every dish.
14. How to eat with chopsticks?
Held between the thumb and fingers of one hand, chopsticks are used like tongs to pick up portions of food which are prepared and brought to the table in small and convenient pieces.
Hold one chopstick between your thumb and middle finger. Position the chopstick so that it lies at the base of your thumb (on the joint) and at the lower joint of the middle nger. This chopstick shouldn't touch the fore nger. Place the other chopstick between your thumb and forefinger. The side of the chopstick should rest against the tip of your thumb; the top of the chopstick should rest against the pad of your fore nger. Hold it steady and practice opening and closing the chopsticks.
DOs and DON'Ts with your chopsticks
Decide what to pick up before reaching with chopsticks, instead of hovering them over or rummaging through dishes.
Keep chopsticks off the table, they can be rested horizontally on one's plate or bowl; a chopstick rest (commonly found in restaurants) can also be used.
When picking up a piece of food, never use the tips of your chopsticks to penetrate the food as with a fork; exceptions include tearing apart larger items such as vegetables. In more informal settings, smaller items or those more di¬ cult to pick up such as cherry tomatoes or shballs may be stabbed, but this is frowned upon by traditionalists.
Never stab chopsticks vertically into a bowl of rice, as this resembles incense sticks used at temples to pay respects to the deceased. So it looks like you are wishing death upon a person at the table! This is considered the ultimate dinner table faux pas.
Never tap on your bowl with your chopsticks. When the food is coming too slow in a restaurant, people will tap their bowls. If you are in someone's home, it is like insulting the cook.
Never point the chopsticks at another person. This amounts to insulting that person and is a major faux pas.
Never wave your chopsticks around as if they were an extension of your hand gestures.
Never bang chopsticks like drumsticks. This is akin to telling others at the table you are a beggar.
Never use chopsticks to move bowls or plates.
Never suck the chopsticks.
15. How to hold a rice bowl?
You should take the rice bowl in your hand rather than let it remain on the table as in Western dining etiquette. To hold a rice bowl politely, your thumb should rest on the rim of the bowl while the bottom of the bowl is supported by your index, middle, and ring fingers.
16. How much should I pick from dishes at one time?
In general, one or two bites of food would be great.
17. What should I do when the dish is soupy?
Pull the serving bowl near the dish and reduce the distance. Spilling plenty of sauce on the table is a major faux pas.
18. Do I need to drink a lot when having a business dinner?
Frequent toasts are not unusual in Chinese business dinner. The Chinese are big drinkers especially in Northern and Western China. It does not matter if it is lunch or dinner. As long as a meal is being hosted, there will be alcohol.
Drinking a lot may earn you respect or trust, since many Chinese believe that alcohol causes barriers to come down and true intentions to be revealed. It is often seen as rude not to drink with the Chinese in a formal dinner. To maintain your sanity, either claim to be a non alcoholic or plead medical grounds as an excuse. This will let you orthe hook with little or minimal drinks. Better yet, bring a partner who can drink on your behalf.
Chinese wine is the favourite, followed by red wine and beer. Chinese wine is more like fuel than liquor, having an alcohol concentration as high as 60%. No matter how good a drinker you may think of yourself, never, ever challenge a Chinese into a drinking contest. They will win, hands down.
19. Can I give a gift to my Chinese business partner?
Unlike many countries, gift-giving does not carry any negative connotations when doing business in China. Gift giving is considered an important way of showing courtesy. Gifts should always be exchanged for celebrations, or thanks for assistance.
But expensive gifts are interpreted in Chinese culture as bribery. Refrain from giving expensive presents.
In business, show sensitivity to people's status. Give the same type of gift to people at the same level.
Remember, give a gift to the entire company, rather than an individual, and present the gift to the leader of the Chinese negotiating team. On presenting a gift to all the members of the Chinese group, it should be emphasized that it is a gift from the company that you represent, not a personal gift. All business negotiations should be concluded before gifts are exchanged.
A gift should always be wrapped. Pay attention to the color of the gift-wrapping. Chinese culture is very sensitive to colors. Thus for example, a white or black wrapping symbolizes death. Red is the preferred color as this symbolizes luck. Don't expect Chinese to unwrap the gift in front of you, rather it may just be put aside. This does not mean they are not grateful. Do not wrap a gift before arriving in China, as it may be unwrapped in Customs.
20. How to give a gift to an individual?
If you wish to give a gift to an individual, you must do it privately, in the context of friendship, not business.
Do not offer a gift to one person in front of a group. It will be embarrassing for the individual, and rude to everyone else who is not receiving a gift.
21. Why do Chinese people sometimes refuse my gift?
Chinese do not usually accept a gift, invitation or favor when it is first presented. Politely refusing two or three times is thought to reflect modesty and humility.
Accepting something in haste makes a person look aggressive and greedy. So it may sometimes take a few tries to get the person to accept the gift.
22. What is the appropriate reaction when receiving gifts from Chinese?
Gifts should be received with both hands when presented to you. As with most cultures, it is polite and often expected that you thank the giver of the gift. Thank-you notes, a phone call afterwards, or any other gesture of thanks is greatly appreciated in the Chinese culture as well. And, if possible, offer a gift back on a suitable occasion.
Chinese people who have had contact with Americans or other Westerners might expect you to follow the American custom of opening the gift in front of the giver. To avoid confusion, you can always ask, "Would you like me to open this now?" If it is opened, it is customary to give it many compliments and spend some time in the conversation discussing the merits of the item.
23. Which kind of gifts is popular among Chinese?
Chinese are fond of items that are not accessible in China. For example, items which are hand-made, from your country. Be mindful that many things you buy at home are in fact made in China and these gifts should be avoided if possible.
In business environments, it is generally unacceptable to give samples of your own product as a gift to a company you wish to conduct business with.
Popular items include cigarette lighters, wine, the exotic coins, local traditional ornaments or food, etc.
Do not give knives, scissors as they symbolize breaking a relationship. Also avoid clocks, or anything in sets of four (four is an unlucky number as it sounds like "death"). Six, eight and nine are lucky numbers.
Flowers are an acceptable gift, but never give white chrysanthemums, or any white flowers for that matter, as they are traditionally used for funerals.
Gifts of food are acceptable, but not at dinner parties or other occasions where appetizers and meals will be served. Candy and fruit baskets, however, are acceptable as thank-you gifts sent after these events.
24. Should I shake hands with the Chinese for the first time we meet?
Yes. Shaking hands is now the standard form of greeting in China. Always shake hands with the most senior person first.
25. How to build business relationship in China?
Doing research on the market is important in China, but personal relationships are equally essential to business success here. Chinese business relationship inevitably becomes a social relationship.
Chinese business contacts are mostly referrals; essentially a business relationship is struck based on another business associate recommendation. The best prices and deals often come from a strong recommendation.
However, it is common today for cold calls and direct contacts, given the availability of the internet and the competitive nature of Chinese businesses.
You may source from the internet, trade fairs, catalogues and brochures, advertisements and approach the Chinese companies directly through a call or email.
26. Should I avoid jokes when doing business with the Chinese?
Yes. You are representing your company when doing business, so always keep dealings at a professional level. Never become too informal and avoid humor. This is not because the Chinese are not humorous but rather, the jokes may lose their meaning in translation and hence be redundant.
27. How to present my delegation?
When meeting your Chinese hosts, the most senior person in your delegation should be first in the reception line. Others should follow in order of seniority. Sort this out before the meeting. Your interpreter should stay close to the head of the line to introduce your most senior person. Those greeted should move down the line shaking hands, without pausing too long for conversation.
28. What kind of behaviors would be considered rude by Chinese people?
The Chinese will do anything they can to save face, so they consider it rude to say "no" directly. They often say something like "maybe," "I am busy," or even "yes" when they really mean "no," or convey a no answer in way that foreigners don't understand. This behavior sometimes causes confusion with Westerners who like a yes-or-no answer, and who tend to believe there is a possibility of a "yes" unless they are told "no" straight out. Chinese consider it rude, kind of mean and too direct to say "no."
It is also rude to cross your arms or legs, or have your hands in your pocket when you are speaking to someone.
Try to avoid staring at someone's eyes directly, which will make the Chinese uncomfortable.
Chinese also don't like it when Westerners point at people; wear strong colognes or perfumes; put their feet or sit on desks; don't use titles or show proper respect to elders and superiors; boast and o er their opinions to readily; want immediate answers; and show a lack of patience.
29. Is seniority important in China?
Yes. Seniority is very important to the Chinese especially if you are dealing with a State owned or government body. In China, it is assumed that the first person that enters the room is the head of the group. When giving out name cards or brochures, make sure you start with the most senior person before moving down the line.
