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Business in China - Meeting Etiquette and Tips
By Dan Hua - China Business Expert
Below is information and tips on meeting etiquette which will help you do business in China and learn about Chinese culture.
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Chinese people usually greet one another with a slight bow or nod of the head. In business and with foreigners, a handshake is common upon greeting and departure.
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Although the Chinese are not always on time, punctuality is viewed as a positive asset in others.
Arriving early indicates respect for the host.
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Rank and seniority and is important in Chinese culture. The Chinese will be impressed by and are usually more attentive to senior representatives of foreign firms. We suggest you rank your professionals so at least the right levels can discuss on an equal basis.
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Chinese people, epsecially business people, pride themselves on holding their feelings inside, therefore, they may not smile at a first greeting or as often as people do in some other Asian countries.
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Business cards, called name cards ("ming pian") by the Chinese, are presented when everyone first meets. They should be given and received with both hands. Although common practice in the U.S., never slide your card on the table to your Chinese contact, it is viewed as dis-respectful.
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It is advisable to hire a translator if no one in your party can speak Mandarin.
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There are about one hundred widely used family names. The five most common surnames are Chang (Chan in Cantonese or Chen in Taiwan and Chinese abroad), Wang, Li, Shao and Liu. Although many of the surnames may be pronounced the same, the Chinese characters can be different. In China, the family name precedes the given name, which is occasionally followed by the second name or the western equivalent of a first name. For example, Chen Guo would be called Mr. Chen, and Guo would be his given name. However, some Chinese will switch the order of their names when they are dealing with foreigners. Many Chinese, especially the younger generation will adopt a western name. Official and occupation related titles, such as Dr., Mayor, Ambassador, are used wherever appropriate.
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It is important to establish a smooth business relationship and friendship. Trust and cooperation are key. Meetings often begin with small talk over tea, and appropriate topics include the weather and your recent travels. Entertainment will be even more important as many Chinese business people like to go out and drink, watch shows, and have dinner. Then, will be built on to more serious topics. It is important to be patient. The Chinese tend to maintain a level of formality in the early stages of a relationship. This fosters respect for each side and ensures that contacts will proceed harmoniously. To become informal too quickly would upset the balance the Chinese require to develop a meaningful business and personal relationship. Avoid discussing political and human rights issues as current Chinese laws make it a crime to directly criticize the Chinese government.
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Gift are not required or expected at initial meetings. You may present a small sample of your company's product or an item with a corporate logo.
- Dan H.
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