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Business Etiquette

Business Card Etiquette

When presenting business cards, both hands should be used and the writing should face the receiver. Cards should be taken with both hands and read carefully. It is considered rude to immediately put the card away. If a card exchange takes place while seated, the card should be placed face up on the table.

The card itself should be in both English and Chinese, and the type of Chinese characters used depends upon which region business is being conducted in. For example, in mainland China, simplified characters should be used. Hong Kong and Taiwan prefer the use of traditional characters.

Relationships

In business situations, the Chinese differ from western cultures in a few key ways. First of all, they see every company representative as a representative of the company rather than as individuals. Rank and hierarchy are important in Chinese business relationships, and it is important for business people to respect a company’s chain of command. Unlike western countries, social events are not viewed as places to discuss business.

Meeting Etiquette

To schedule a meeting with a Chinese counterpart, try to schedule it between one-to-two months in advance. Plan on arriving early, as punctuality is considered a great virtue. Arriving late by more then ten minutes could be perceived as an insult. It is also a good idea to set an agenda beforehand, as each participant will likely take the opportunity to dominate the discussion for long periods of time without really saying anything of importance. Pay attention to any potential subtext, for the Chinese may try to say more through how they say something, or what they’re not saying, than by the actual summation of their words.

Meetings tend to be loud, boisterous, and punctuated with the frequent ringing of cell phones. Do not attempt to ask the Chinese to turn off their cell phones, as this might lead to a loss of face for both parties.

If there are language limitations on one or both sides, interpreters and the use of bilingual documentation is essential. As with gift giving, the coloring of visual aids must be careful and deliberate, for certain colors might have negative implications.

Negotiation

When negotiating with the Chinese, hierarchy once again becomes exceedingly important. Only the senior members of both sides are allowed to speak, and expect proceedings to move at a slow place. The Chinese will never directly say “no”. Instead, they might mention that they will “think about it”. Any final decision is unlikely to be made during an actual meeting.

Attire

The Chinese dress for conservatively for business situations. Men should wear dark colored suits, and women should wear business suits or dresses with high necklines. Bright colors are to be avoided not only for their possible symbolism, but due to the serious tone held by most Chinese businesses.