Mapping business opportunities in China Chinese Business Etiquette

Basics of Chinese etiquette 1) 3 main concepts 2) Introducing your self and others 3) Meetings 4) Table manners 5) Giving gifts 6) Dressing

Guanxi (connectinos)

Mianzi (Face)

Margaret and Jenny

Maintaining harmony One should never do anything to cause a moment of public embarrassment. Chinese to use intermediaries to carry unpleasant news. Chinese society is highly hierarchical – respect that. Relatives, friends, neighbors, classmates, and co-workers are all people to whom one bears some form of obligation. BUT No obligation is felt to others outside of one's circle.

Low trust society (China)

Choose the companies you want to host wisely

„Delegations“ 1 o

Arriving at the meeting High-level manager to meet the delegation at the airport. Be punctual (but expect Chinese may come too soon). Leader enters the room first. Begin with small talk, take your time. Dont be outnumbered.

Introducing Hand business cards with both hands. Examine business card. Put it into your jacket slowly. Chinese surnames come first, not last. Drop the “deputy” in any official's title.

Seating arrangments 1

Seating arrangments 2

Civilized behavior? Chinese habits some Westerners experience as offensive include: belching and spitting on the street, smoking cigarettes indiscriminately, staring at foreigners, laughing at mishaps. Ignore that!

During the meeting Only leaders speak. Foreigners introduce ideas, Chinese react. Nodding is NOT agreeing. Find a good interpreter and use him well: Pause frequently Avoid slang and colloquialism Make sure he understands technical terms But always talk to host, not interpreter Always restate what was agreed on

Have a coffee before the meeting Tea wont help!

Visiting Chinese at home

Dinning – you as a guest nono

Giving gifts There are many reasons why Chinese give gifts (ask for favor) and you can even refuse a gift. When you are visiting Chinese, always give gifts. Chinese may make several refusal gestures. Never wrap gifts in white. Give gifts with both hands. What would be a good gift? Something traditional, and BIG. Don't give clocks, cut flowers … or….

Green Hat

Dressing Before Now