Tips on doing business in China

August 5, 2008

I learned long ago that I have a gift for committing offense. I maintain most “missteps” weren’t my fault, but do admit that some were foreseeable and preventable.

With that in mind, I give you a few highlights from the business etiquette book “Kiss, Bow, or Shake Hands: Asia-How to Do Business in 12 Asian Countries,” by Terri Morrison, who bills herself as a “leading foreign business expert.” She’s president of Getting Through Customs, a training firm for business travelers.

Some of her recommendations for working in China (as the 2008 Beijing Olympics are near, so it’s a big business topic) are common sense: don’t be overly informal, be careful with names and try to learn a few phrases in the local language.

But, some surprised me:

  • Don’t Hold Meetings in Room 4
  • Do Remember Written Chinese Does Not Have Tenses
  • Do Plan Business Trips between April-June and September-October
  • Do Leave Something on Your Plate

Check below for the full list of “Do”s and “Don’t”s.

Top Five “Don’t”s

Don’t Greet Your Chinese Clients with a Hug - Chinese people are careful with people they don’t know. This is important when dealing with older people, or people in important positions.

Don’t Call Your Chinese Client by the Wrong Name - Chinese name order is the reverse of English. So if you meet President Hu Jin Tao, the President of China, don’t call him “President Tao”. He should be addressed as President Hu.

Don’t Get Angry With Delays - Patience is the most important skill needed to do business in China. When a foreigner is under pressure from a tight deadline, the Chinese will turn that to their advantage during negotiations.

Don’t Hold Meetings in Room 4 - Numbers hold special significance for the Chinese. The number 4 is unlucky – it has connotations of death. The Chinese will carefully consider the day and hour of important occasions before scheduling them.

Don’t Avoid Delicacies - If your host eats it, you should too! Delicacies are subjective, and being squeamish about eating the seahorses will not make a good impression on your Chinese associates.

Top Five “Do”s

Do Learn a Few Phrases in Mandarin - Business is built upon relationships, and speaking their own language demonstrates a great deal of respect for the culture. It establishes a level of credibility for you, builds trust, and bridges the cultural gaps.

Do Remember Written Chinese Does Not Have Tenses - Write out your agenda using exact times and dates (written in the Chinese manner), or by using descriptive terms like “tomorrow,” “now,” etc.

Do Plan Business Trips between April-June and September-October - Millions of people travel during Chinese Holidays, and little work is conducted. Click here to view China’s 2008 holidays.

Do Exercise Humility - The Chinese believe that humility is a virtue, so don’t exaggerate your accomplishments. They will always investigate your claims.

Do Leave Something on Your Plate - Never finish every last grain of rice in your bowl - it may imply that your host did not provide you with enough to eat.

JOE BACCHUS, Web Specialist

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Posted by joe_bacchus | Filed Under business 

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