Prepared by Nataliia Vakhnytska

China is one of the biggest trading partners in the world The official name of China is People’s Republic of China The official language is Standard Chinese, with various other recognized languages The capital is Beijing; the largest city - Shanghai

China’s culture and business practices differ from Canada’s. As you start or expand your business in China, having an understanding of Chinese business etiquette is important to your success. Knowing and practicing common customs will also help you relax, avoid embarrassment, and focus on the matters at hand on critical occasions.

Differences in cultural values of North America and China North America Type of logic: Linear (More causal relationships) Expression of Agreement and Disagreement More argumentative, willing to express disagreement verbally Communication of Information More meaning is in the explicit, verbal message. Expression of Self “I”-oriented Sender-oriented China Type of logic: Spiral (more roundabout and subtle) Expression of Agreement and Disagreement More difficult to say no even if one means no, disagreement expressed nonverbally Communication of Information Meaning is often implied or must be inferred. Non-verbal communication Expression of Self “We”-oriented Receiver-sensitive Click here to learn more Click here to learn more

Non-Verbal Communication Chinese non-verbal communication speaks volumes. Since the Chinese strive for harmony and are group dependent, they rely on facial expression, tone of voice and posture to tell them what someone feels. Frowning while someone is speaking is interpreted as a sign of disagreement. Therefore, most Chinese maintain an impassive expression when speaking. It is considered disrespectful to stare into another person's eyes. In crowded situations the Chinese avoid eye contact to give themselves privacy.

Collectivism vs. Individualism In general, the Chinese are a collective society with a need for group affiliation, whether to their family, school, work group, or country. In order to maintain a sense of harmony, they will act with decorum at all times and will not do anything to cause someone else public embarrassment. They are willing to subjugate their own feelings for the good of the group. This is often observed by the use of silence in very structured meetings. If someone disagrees with what another person says, rather than disagree publicly, the person will remain quiet. This gives face to the other person, while speaking up would make both parties lose face.

Key aspects of business etiquette in China Business Mentality Business Mentality Greetings Conversations Business meetings Business meetings Gift giving Gift giving Click on each block to learn more

Gift giving is a common Chinese custom Typically, a single large group gift is presented to the chief person or leader of a Chinese organization. Gifts should be presented from the lead of the Canadian delegation to the lead of the Chinese delegation and vice versa. Gifts should not be too expensive. Gifts are usually given at the end of an introductory meeting or at a banquet. Always give and receive gifts or anything of value with two hands. Click for advise Four is an unlucky number so do not give four of anything. Eight is the luckiest number, so giving eight of something brings luck to the recipient.

The Chinese prefer face-to-face meetings rather than written or telephonic communication. Punctuality is vital. Being late is a serious offence in the Chinese business culture. Do not bring presents to business meeting. The official policy in Chinese business etiquette forbids gifts. The gesture is considered bribery, which is illegal in the country. 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 choice could work against you.

Chinese business people will expect you to be well prepared for the meeting. Make sure to have at least 20 copies of your proposal ready for handing out. Note that presentation materials should be only in black and white, avoid colours. Small talk is considered particularly important at the beginning of a meeting. People in China usually enter the meeting room in hierarchical order. So be careful - they will assume that the first of you walking in the room is the head of the delegation!

Handshakes are common, but wait for your Chinese counterpart to initiate the gesture. Many Chinese will look towards the ground when greeting someone. Hand your business card with two hands Regarding titles of courtesy, most people should be addressed with a title followed by their last name. Business etiquette: Greetings (click to watch)

In Chinese culture, the questions "Have you eaten?" or "Where have you been?" are pleasantries equivalent to the traditional "How are you?" in the English- speaking culture. Therefore, do not take it literally and start getting into details in your answer. Simply answer "yes" if you have eaten - even if you haven't – or simply smile and say "thank you!". Chinese people are very careful about strong negative statements. For instance, negative answers are considered impolite, so find alternatives ("I'll think about it"/"maybe"/"we'll see") instead of a blunt "no". Click here to find out more Do not be surprised when asked personal questions regarding age, marital status, children, family, income, job, etc. This is done to seek common ground.

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1. Doing business in China. Retrieved from business-in-chinahttps:// business-in-china 2. Business etiquette in China. Retrieved from Chinese Etiquette and Protocol by Joyce Millete. Retrieved from China – Language, Culture, Customs and Etiquette. Retrieved from