In comparison to most of the Western world, Chinese business culture is formal and has deep roots steeped in tradition. While business culture may vary with the company, region, and level of familiarity, the common vein that runs through them all is trust and fairness. Here are some tips to get you started:
- Face Value: When meeting and greeting your Chinese counterparts, always look them directly in the eye and face them when they are speaking. It is a mark of respect. Do not give empty compliments, however meaningful conversations with your counterparts will enhance your position in their eyes
- Dress code: Always dress professionally and conservatively.
- Punctuality: As with any other part of the world, be punctual. It is always better to arrive early
- Recognize authority & reciprocate: In Chinese business culture, the senior-most ranks enter a room first, followed by others. When you ask questions, ask questions to the right people, to those who have the authority to answer. Your Chinese counterparts will always redirect questions to the senior ranks. It is also considered polite to reciprocate their ways, enter according to their rank, and ask the right questions to the right people. The more you respect your counterparts’ rank and authority, the more you will be able to build trust. Always formally and confidently introduce yourselves announcing your title and name. Your Chinese counterparts will always present themselves as “Title, the surname”. It is always good for your senior-most representative to direct the meeting.
- The concept of Guanxi – Guanxi is the concept of developing long-term business relationships. It is based on trust, fairness, and respect. It is customary in Chinese business culture to give gifts but not in all business scenarios as it can be perceived as a bribe. Also, do not try to make negotiations move faster, allow them to go at their pace. In China, business never stops, so you might find many of your Chinese counterparts discussing work during informal occasions and non-business hours.
- You may be asked personal questions directly: In China, it is considered customary to ask personal questions that can come across as intrusive in Western situations.
- Be prepared for meetings: Always have business cards with you. Make sure you have Chinese translations of all printed materials. Your presentations must have Chinese translations. If you’re using an interpreter, give the interpreter time to adjust.
Learning Chinese and speaking to your counterpart in Chinese demonstrates to your Chinese counterparts that you truly value them as you have made the effort to learn their language. At Happy Mandarin, we curate custom Chinese language courses for working professionals. Our courses are not only fun and academic but are interspersed with nuggets of business etiquette and Chinese culture that will help you build a solid foundation with your Chinese counterparts and colleagues. Find out more about Mandarin courses for working professionals today.
