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Step 1
Choose your traveling team wisely. In Taiwan, even though much of the population is young, age is revered. If everyone in your group is young, no matter how smart or high up in the company, the team may not be taken seriously. Also, if women will be in the group, inform your associates in Taiwan ahead of time. It is still uncommon there for women to have high organizational positions, and your associates may be taken aback if they are not prepared.
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Step 2
Dress conservatively in dark, muted colors, though it is better to choose navy blue over black. Women should wear a modest skirt suit or dress, not pants. It may be turn out to be appropriate to dress casually, but you should err on the conservative side for the first meeting, see how your Chinese counterparts dress, then adopt that style in subsequent meetings. For women, low-cut shirts, short skirts, and tight clothing are never appropriate, even in casual settings.
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Step 3
Greet with a handshake. Men, however, should not extend their hand to Chinese women (and they are unlikely to extend theirs), and foreign women should take the initiative if they want to shake hands with Chinese associates. Business cards are important and should be exchanged upon meeting. Have the information on your card translated into Mandarin Chinese on the reverse side, and present it Chinese side up with both hands. Treat your associates' business cards with interest and respect. Do not fold or write on them or put them in your pocket or wallet.
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Step 4
Be prepared with wrapped gifts, should gifts be presented to you. Because certain colors, numbers, and objects have strong meanings in Taiwanese culture, it is best to research the proper gift well in advance. For the first meeting, however, high-quality items bearing your company logo are acceptable, so long as they do not say "Made in Taiwan" on them. Expect your gift to be refused, and gently insist until it is taken. Do not open a gift you are given in the presence of its giver.
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Step 5
Be modest and patient in your presentation, and treat your Chinese associates with the utmost respect, especially when answering questions or explaining difficult concepts. Avoid conflict of any sort or magnitude, as harmony is vitally important. If your associates feel you have caused them to lose face, negotiations could be lost. Be self-effacing, and politely refuse, never accept, compliments.
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Step 6
Stay as calm and unemotional as possible. Raised voices, even in happiness or enthusiasm, are not appreciated. Emotional outbursts of any kind, in any situation, are discouraged.
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Step 7
Pay attention to facial expressions and body language when receiving an answer, even if it is an outright "yes." With saving face of such high importance, the word "no" is almost never used. You should also avoid saying it and opt for the less harsh "maybe" or "we'll see" instead.
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Step 8
Be prepared with Mandarin Chinese translations of all presentation and handout materials.
Comments
maoman said
on 8/6/2009 Ok, as a 20-year expat resident of Taiwan, I can safely tell you all to disregard Step 1. It's rubbish. Taiwanese respect professionalism, and any international company is not going to care at all if their foreign counterpoints are young or female.
Step 2 is also kind of weird. It's a hot tropical country. You don't have to dress like you're going to your grandfather's funeral. Be professional, but you don't have to be "conservative, dark, muted, modest".
All the other steps are more/less ok.
Maoman from www.forumosa.com