We have already mentioned this on other occasions. We are often wary of doing business in China because of the cultural barriers that separate us. But everything has a solution! It’s all a matter of getting to know better the customs of doing business in China.
The Chinese tradition is millenary. And yes, it seems to be very different from ours. However, in this post we will review their customs and we will see that many of them have their logic.
The importance of contacts
As you can see, the first point we are dealing with is not exactly different from what we may have in the West, without going any further. Those who have more contacts will find it easier to progress in the professional world.
The network of contacts of Chinese executives (called “Guanxi”) is another example of the company’s social capital, based on the exchange of favors, even if they are not at the time. In other words, they keep track of to whom they have done a favor or to whom they owe a favor, and this special relationship endures over the long term.
In this sense, the figure of the intermediary is of vital importance. So, if we have an intermediary to do business in China, we need him to have a good network of contacts, since this way the other party will trust us more. This intermediary should be in charge of arranging meetings and analyzing and following up on any negotiations that may arise.
Protocol and friendly atmosphere
Chinese executives do not separate the professional and personal environment. This means that they will always do business with people they consider their friends. Therefore, all agreements made will always be made in an atmosphere charged with positive feelings, while at the same time maintaining the utmost respect.
Any discourteous atmosphere or expression will be taken as an offense, so you must be very careful in the way you express yourself, always in a cordial way.
That’s why even the smallest detail must be taken care of. For example, having learned a few Chinese words (well learned and pronounced) will denote a strong interest in establishing agreements.
In the preparation of the details you can create a pleasant first impression that will bear fruit when it comes to doing business.
In this regard, clothing must also be taken into account. To do this, it is necessary to know that it depends on the type of event we are going to attend. The truth is that, far from popular beliefs, the Chinese do not attach much importance to clothing. They do not abuse the suit, unless they want to sell to Westerners.
If it is in the offices, the classic suit, usually navy blue, long-sleeved white shirt and tie. In other types of events, you have more wide sleeves and you can wear a blazer and good jeans. Of course, always wear a long-sleeved shirt!
How to greet
Years ago, for example, the best way to say hello was to tilt your head slightly forward. Nowadays, and due to the westernization of China, a small handshake is also well regarded. However, if greeting in this way, it is important to keep in mind that it does not have to be a strong handshake or of long duration. In addition, the other hand should not be placed on the back or shoulder, as the Chinese are reluctant to touch.
Small gestures and gifts to be a good guest
There are other small gestures that can help us create a good impression on the Chinese host.
One detail is in the delivery of the personal cards. It is advised to be in both languages to show maximum respect for the Chinese language. Likewise, it is advisable to give and receive the cards with both hands. This is synonymous with consideration and attention.
When delivering it, it should be done in such a way that the recipient can read the name directly, so that he/she knows who he/she is talking to. Upon receipt, it will not be saved directly. The card should be left on the table during the meeting and kept at the end of the meeting.
Another issue is the question of gifts. The Chinese love objects from other cultures, so a gift that shows, in some way, the culture of the country of origin, will be very well received. This gift should be packaged, but by a paper of very specific colors, such as red or gold, because there are colors that can affront the superstitions of the Chinese, such as white, the color of death and mourning. This gift will be opened by the host in privacy.
Superstition is something we must respect as much as possible when doing business in China. When it comes to gifts you should never give are watches, since it is associated with death. Other gifts that should not be given are sharp objects, such as knives, since the message given to the recipient is that you want to “cut something” or a mirror, because it is easy to break and generates a bad omen.
It’s all about food (and drink).
Although the main meetings to discuss negotiation take place in offices or factories (depending on the sector), it is a Chinese custom to hold business lunches or dinners. This is of the utmost importance, as this type of event serves to generate greater trust between all parties. It is a time when we can have various topics of conversation about ourselves, our country’s culture or China’s culture.
Just as it is frowned upon to talk about business, it is also frowned upon to talk about certain topics that are taboo or that the Chinese do not believe are appropriate, such as religion, politics or economics.
As it could not be otherwise, good table manners is one of the conditions to show that you are a good guest. Bad gestures or faces are not allowed while eating.
Eating with chopsticks will significantly improve our image. You have to know that in a lunch or dinner in China, there is not a dish for each diner, there are several common dishes on a round table that are rotating. In this sense, it is considered impolite not to taste each of the dishes.
As for the chopsticks, it must be said that they should never be pointed with them, just as they should not be left inside the bowl, they have to be in a horizontal position on it.
Another important issue is alcohol. I’m sure you’ve heard that at business dinners, people drink a lot of alcohol. And it is true. As a general rule, what is drunk is rice liquor and it is always drunk when a toast is made, otherwise, we have to drink the non-alcoholic beverage we have, usually a tea.
Now, toasts are made continuously, so yes, you end up drunk. Drunkenness does not exempt from one’s actions, so you must keep your manners in spite of having been drinking. If in your case you have a bad drinking problem, we advise you to communicate at the beginning of the dinner that you are not going to drink alcohol, for which you will have to give a compelling reason (health, medication, religion, etc.). Contrary to popular belief, they will respect your decision and you should toast with your non-alcoholic beverage.
By the way, you will have to make this decision at the beginning, it is not worth to toast with alcohol at the beginning and then “give up” in the middle of the dinner. Either you drink or you don’t, with all the consequences.
As you can see, there are many things you need to know to make your business in China prosper, and we’re sure we’ve left out a few more! Therefore, we recommend you to contact us. At MingTa Group we have many years of experience working in China to facilitate all types of business. Contact us!
