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How to achieve business success
In a country where saving face is seen as an important business attribute and the word ‘yes’ doesn’t always signify agreement, it’s important that you come to terms with Chinese business etiquette.
One of the most important principles of doing business in China is to understand the importance of ‘saving face.' Understanding this deep-seated tradition will help you and your business in China. To make matters more complicated, there are four different types face or reputation that is considered vital by the Chinese:
- Gei-main-zi – showing respect to others by giving face
- Liu-mian-zi – avoiding mistakes and showing wisdom through your actions
- Diu-mian-zi – being embarrassed as a consequence of your actions being exposed to others
- Jiang-mian-zi – improving your standing because you have been complemented
Taking time
One of the first things that you’ll have to learn to accept that a business meeting isn’t simply a matter of shaking hands and getting down to brass tacks and negotiations. The Chinese have a specific etiquette for business meetings, and this must be observed. Otherwise, you’ll be considered rude and disrespectful, and any chances of a deal will fade away. After all, the Chinese have been contracting and trading for considerably longer than companies in the west.
- Start with polite conversation
- If you’re meeting in a restaurant, the principals should be facing each other
- Observe what your Chinese counterparts do, when it comes to seating
- Remember, that none of this protocol is a waste of time — if your opposite number likes you at the 1st meeting — the deal will be made on another occasion
- ‘Yes’ means ‘I’m listening and shouldn’t be taken as an affirmative
- Respect is paramount
Business cards
The internet might have taken over in the west, but in China, the exchange of business cards is still an important introduction device. It's considered extremely bad manners to simply slide a card across the table in a casual manner, the card should be presented with both hands, writing side up, and when you receive a card you must take the time to look at the writing and then lay it on the table for the duration of the meeting. If you print your card in gold ink, this will indicate that you are prosperous, as gold is the colour of prestige in China.
Introductions
If you want to make an appointment with someone that you don’t know, you may find that it’s easiest to use an intermediary. Although meals were seen as purely social rather than business occasions, this habit is dying out and having business meetings in a restaurant is now seen as part of the business process. When you meet the person that you want to do business with for the first time, this is the occasion to put your Chinese language skills to good use.
Many meetings outside of restaurants will start with ‘Have you eaten,' similar to ‘How are you,' in English, the correct response is to smile and say that you have eaten and then continue the conversation.
Presentation is important
Always appear to be paying attention during a business meeting by keeping an upright body posture; this will help you present an attitude of composure and calm, which is vital to the progress of any meeting.
Even though the Chinese have a love of vibrant colour this passion hasn’t permeated the business world, wear dark colours to any meeting.
The art of the deal
It's essential to ensure that you are well informed before any meeting, this might sound like common sense, but if you don't have copies of your proposal to hand out, and aren't properly briefed, this will be taken as disrespect.
Do not expect the Chinese to say ‘no,' even if they disagree with what you're saying, they're more likely to say they'll think about something rather than come out with a flat negation. And, you should always be prepared to negotiate over a period before reaching a final decision. Delays are commonplace during business negotiations, and you will have to retain your composure at all times, however frustrated you might become during the process.
If you are planning to do business in China and want advice about health care, then our friendly team will be delighted to help you.
"It's considered extremely bad manners to simply slide a card across the table in a casual manner, the card should be presented with both hands, writing side up, and when you receive a card you must take the time to look at the writing and then lay it on the table for the duration of the meeting."
