Chinese business etiquette and culture

In recent years, China has greatly strengthened its position in the global economy. The socio-economic success of the country is forcing the entire global business community to more closely study the Asian market, as well as the peculiarities of Chinese business etiquette.

China — a civilization with a culture dating back many thousands of years. Therefore, compliance with the rules and traditions of behavior, including in business, is very important here. Thanks to globalization, Chinese businessmen are trying to adapt to the global rules of business, familiar to Europeans, the norms of etiquette. Nevertheless, the Chinese still retain and widely use their own characteristics and traditions, which originate in the origins of Asian culture.

Greetings and introductions

In general, the Chinese people are sociable and friendly. Walking up and talking to a stranger on the street is not considered something surprising.

When meeting, the Chinese shake hands, especially with foreigners, or greet each other with a slight nod, perhaps a bow from the shoulders, and not from the waist, like the Japanese. The oldest person should say hello first.

The most common address in the business world, indicating special respect for the person — "mister" or "Madam" before last name. It is also encouraged to use the official position or title of a Chinese person and then the surname. On "you" address older or unfamiliar people. Calling by name is common only among close relatives or friends of about the same age.

When meeting, the exchange of business cards is practiced, most often double-sided — in Russian and Chinese, but you can also use the card in English. It is necessary to take and give a business card with both hands.

It is not customary in Chinese culture to show one's emotions, especially in unfamiliar surroundings. Therefore, during the acquaintance, the Chinese behave with restraint and emphasized officially, avoiding even smiles. Subconsciously, they perceive foreigners as strangers and temporary guests. But in ordinary life, the Chinese are friendly and very welcoming.

Any form of bodily contact between strangers, such as hugging, patting on the shoulder or kissing, is perceived negatively by the Chinese, especially when it comes to women. Helping a woman by opening a door in front of her or placing a chair in front of her, as well as giving up her seat and touching her, is not accepted. Women in the company are prohibited from smoking and drinking alcohol.

In China, you should not point at a person with your index finger, for this they use an outstretched hand with the palm up. Putting your feet on a table or chair, whistling, and snapping your fingers is considered indecent.

Modesty — the main criterion when choosing clothes in China. And although modern youth are increasingly choosing a bright European style, extravagance in clothing still causes a smile and irony among the Chinese.

Communication specifics

The biggest mistake you can make when communicating with a Chinese — this is his public insult, humiliation or deceit. The loss of face for the Chinese is unacceptable. If this happens in public — you will make an enemy for yourself, capable of even revenge, since by nature the Chinese are vindictive. It is worth remembering that the Chinese can be extremely impulsive, which can create a difficult situation when communicating in case of public insults. If you deceive or insult the Chinese not in front of witnesses, then the first will be perceived by him as proof of your mind, and the second — as an indicator of inner strength. But you should not resort to this.

Gifts

In China, it is customary to exchange souvenirs. And it is worth giving a gift to the whole company, and not to a specific person. Giving and receiving any items is only with two hands, this is a sign of respect. At the moment of receiving a gift, it is not customary to look at it immediately. Some Chinese, especially the elderly, may refuse the present at first. In this case, it is worth insisting, maybe even more than once, before the gift is accepted.

Any cutting objects symbolize a break in relations in China, so you should not give them as a gift. If you give flowers, then their number should be even. White flowers are excluded when choosing a gift, as white — the color of death. The gift is best wrapped in red paper (the color of happiness in Chinese culture). When choosing a gift, try to avoid any associations with the number 4 — this number is considered unlucky.

If you are invited to visit your home, you should buy a gift for the mistress of the house — chocolate, cake or liqueur. Table wine is not held in high regard by the Chinese, so this is not the best gift, but cognac, whiskey, books, paintings, souvenirs for the home or any prestigious electronics will be a good present for the owner of the house. If you know that there are children in the family, then you should not forget about the gift for them.

Rules of conduct at a party

The Chinese do not like to receive guests at home, especially foreigners, traditionally making appointments in public places — offices, hotels, business centers. Eating is most often an integral part of a business meeting, and refusing it can be considered an insult.

If you were invited home, then you were greatly honored. To be late, as well as to sit up at a party, is considered a sign of bad taste. The first toast or small greeting at any event is always for the oldest person in the audience. A small detail — before entering a house in China, you need to take off your shoes.

In China, people don't eat with forks, so you should learn how to use Chinese chopsticks. Although if you ask for a fork in a restaurant in business or tourist areas of the country, they will bring it to you. To make eating easier with chopsticks, the Chinese traditionally hold the plate near their mouth. Before you start eating, you should wait until everyone present sits at the table and the owners of the house start eating. If you are visiting, then you should try everything that is offered to you, trying to show the hosts that you enjoy the treat.

Business etiquette in China

For any Chinese, the prestige of the company in which he works is higher than his personal success. In China, due to the unseemly act of one of the members of the — family, labor collective or public organization — you can lose the reputation of the whole group, so in any situation, the Chinese tries to behave with dignity.

In China, it is not customary to argue with elders in terms of age, rank, rank and position. This will be perceived not only as a gross violation of etiquette, but also of national tradition as a whole.

If you are only going to establish business relations with the Chinese side, then it is better to use the services of intermediaries who can officially represent your company and act as guarantors of transactions and guarantors. The Chinese are always keen to make sure the firms that want to work with them are trustworthy, so a good recommendation about your company will be very appropriate.

Unlike in Russia, business relations in China are more formal, excluding closer contacts (restaurants, theaters, cafes, clubs, etc.). This is due to the scrupulous attitude of the Chinese to the distinction between business and personal communication.

When doing business with Chinese partners, you should stock up on great patience, since the bureaucracy of China is huge and the coordination of various issues requires a lot of time and effort in the country. In addition, the Chinese are very scrupulous people who do not make decisions without a thorough study of all aspects of the case. Therefore, in negotiations it is worth involving highly qualified specialists who understand all the intricacies of the issue, and a good translator who knows specific terms.

Trying to win the sympathy of the Chinese during business negotiations through personal communication is not worth it, since the Chinese see foreign partners not as individuals, but as representatives of companies. A clear presentation of the essence of the matter will give a greater result than a cordial, friendly communication. Nevertheless, the Chinese tend to establish friendly informal relations with foreigners, being interested in family and children, and doing this, as a rule, sincerely.

Rank plays a huge role in Chinese business culture. Therefore, it is better to be present at the negotiations with the head of the company, and not with his assistant or deputy.

Negotiations

Any important business meeting should be planned and negotiated several months in advance. After reaching an agreement, you can send full information about the company and any documents related to the upcoming negotiations. Being late for a meeting will be taken as an insult, as punctuality is considered a symbol of virtue in China. Therefore, it is better to come to the meeting a little earlier than the appointed time.

In Europe, many consider the Chinese to be cunning and rogues, since in the east approaches to doing business differ in many respects from European ones in style, tactics, and methods of studying partners. It is necessary to consider these features of Chinese culture as national specifics, take them calmly and use them to your advantage.

From the Chinese tricks, one can note their feigned indifference to the case or to the failure of commercial negotiations. These techniques are used only to make the partner get worried and make concessions, especially in matters of price. The Chinese can even portray controlled anger, again for the sake of testing the nerves of partners who are ready to give up the price in case of fright.

Rough and undisguised flattery can also be used by the Chinese to achieve their goals. We must try to be calm and patient, to bargain, following the example of the Chinese themselves, but remember the importance of compromises for the Chinese side, which traditionally sees them as the essence of negotiations. In order to be perceived in China as a professional in your field, you need to have perseverance, patience, caution, perseverance and equanimity.

The Chinese are extremely distrustful in business, so finding a good business partner in this country is quite difficult. The fact is that any business proposal from a European is perceived by the Chinese as an offer with a catch that needs to be calculated and wrapped in their favor. Consulting or translation firms that have been operating in this market for many years can be good helpers in finding business partners in China. Their experience can become a conductor of your intentions and protect you from professional scammers, of which there are more than enough in China. And if you want to buy a business in China or sell your business to a Chinese businessman, then you should contact qualified specialists. One of such professional teams operating in the international market, — this is Russian-Eurasian Business Broker (REAB).