Chinese Business Etiquette and Culture
By the beginning of the 21st century, China emerged as one of the major economic players in the world that does a lot of business with the United States. China's concerted shift to free market capitalism while maintaining a communist form of government means there will be increasing opportunities for business between the two nations, while significant cultural and ideological differences remain. Americans should keep a few guidelines in mind during business interactions with the Chinese that can help them avoid some of the most egregious errors in etiquette and behavior.
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Face
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One of the most important things to bear in mind when dealing with the Chinese is that they are a formal people who highly value the concept of "face." Face is honor, or respect, and is displayed by behavior that shows respect to your counterpart while allowing him to have respect for you. Addressing a person by his proper title and family name, requesting that he address you in the same manner, not losing your temper or being overly demonstrative in gesture or speech and not invading the personal space or touching a Chinese counterpart are all forms of maintaining mutual face.
Conversation
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Polite, general conversation is the norm for all social interactions, including business meetings. Direct conversation, intrusive questions, looking your counterpart in the eye and using strong language should be avoided. The Chinese rarely give a straight yes or no answer: A straight yes weakens a bargaining position, and a straight no or negative response is considered rude. A typical Chinese response to any question is "maybe," "we'll see," or "I'll look into that." The Chinese do not make rapid decisions, so prepare to leave any early meetings without an answer and work that into your negotiation strategy.
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Dress and Greeting
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Conservative dress--neutral colors with minimal skin exposure, jewelry and makeup--is expected in business and social settings. High heels and short sleeves on women are inappropriate, as are bright colors. Punctuality is a given. The standard greeting is a small nod or bow of the head, but many Chinese will shake hands as a concession to Western custom.
Meetings
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Business cards are presented during the initial meeting with both hands, with print facing the receiver. They are read and then either placed on the table in front of you or put in a card case. Putting a card straight into a purse or pocket without looking at it is an insult. The first person entering the room is usually the senior person and is acknowledged first. The Chinese are the last to leave a meeting.
Meals
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Meals in Chinese culture are also a formal affair, even when in a private home. It is polite to bring a gift wrapped in any paper but blue, white or black, presented with both hands. Never give sharp objects, cash, clocks or chrysanthemums. Your host may serve you personally, and it is polite to sample everything. Do not eat first and always leave food on your plate to symbolize that you are full. Do not pick your teeth or put your hands in your mouth for any reason. This is the height of bad manners. Turn your head away when blowing your nose. Always arrive on time and do not initiate business discussions.
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References
- Photo Credit asian business people image by huaxiadragon from Fotolia.com
