Minding Your Business Manners

Some people say good manners make good business, and that’s certainly the way things work in China. Good impressions generally lead to good relationships, and good relationships lead to good business opportunities (see Chapter 15 for info on relationships). For the first-time visitor to China, getting to know how to behave can be almost overwhelming. After you get into the swing of things, however, you find that being polite and good mannered is the only way to do business in China.

Although you may find Chinese people to be reserved at times, they’re generally very approachable. Getting the relationships going in the right direction just takes time. So be yourself — honest, business-like, and polite. Follow the lead of your Chinese hosts in China. In no time, you’ll be making introductions, giving out your Chinese business card, and impressing the Chinese along the way.

Note: You may want to present a gift at your final meeting or banquet. For more information, see “Tokens of Appreciation: Giving Gifts Correctly,” at the end of this chapter. For details specific to business meetings, go to Chapter 11.

Dressing for success

Chinese businesspeople tend to dress conservatively. Here’s what men and women wear:

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Men: Dark suits are popular for men in China. You should always wear a suit and tie to business meetings and banquets unless you’re specifically doing something like touring a factory. Your tie shouldn’t be too loud.

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Women: Businesswomen tend to dress very modestly in China. Revealing necklines, flashy jewelry, or skimpy skirts aren’t appropriate. Lean toward classic designs and silhouettes rather than following the latest trends. If you’re a seasoned female executive and you’ll be leading discussions for your firm, dress more conservatively. The most important things are to determine whether your objective is to blend in or be seen, and to dress right for the occasion.

Visiting a factory in China is something many foreigners do, so plan to change clothes if your schedule allows. Many times, you won’t have the opportunity to swap your business attire for more casual gear, but if you do, women should go with slacks and flat shoes. For men, dress down into casual pants and a nice shirt.

Within reason, dressing a bit less conservatively and wearing more sophisticated clothes than the Chinese do is okay. For men, this may be a lighter shade of suit color compared to a traditional dark suit. Women may opt for brighter colors or patterns (perhaps follow the lead of Vice Premier Wu Yi). Just don’t go overboard and get too flashy.

A good-quality watch can go a long way in making an impression with the Chinese. The Chinese are particularly fond of expensive watches because they indicate status, so if you have one, plan to wear it.

Modesty doesn’t mean dressing down. Opt for clothes with good workmanship, and make a statement with the way you’re dressed — you want to demonstrate to the Chinese that you’re a successful businessperson. The Chinese like to see evidence that you’ve reached a certain level of success or rank within your company and that you know how to dress accordingly.

Greeting and meeting the Chinese

Meeting the Chinese is more formal than what you’re likely used to because you need to give face to the person you’re meeting. (For more about face, go to Chapter 11.) You also need to take more time to meet people properly. The Chinese usually greet foreigners with a handshake — a less-than-firm handshake, so don’t give them a bone-crushing handshake in return. The Chinese may just nod their head ever so slightly when they greet you.

The Chinese strongly value seniority and want to know who the company’s leaders are. Introducing the two most senior executives to each other first is customary. Before people sit down, the leaders generally introduce themselves (unless one of the Chinese people knows you and wants to personally introduce you to a higher-ranking person). Others are then introduced — usually in descending order of rank within the company. Sometimes introductions are repeated at the opening of the meeting as the head executive from each side introduces his or her team one by one.

Get up on your feet and do a proper introduction. Common courtesy in China calls for you to be on your feet when greeting somebody, especially at banquets (see the upcoming section “Enjoying a Chinese Banquet” for info on dining).

When addressing someone, refer to the person’s family name, not his or her given name. The first name you see on a Chinese person’s business card is the family name (see the next section for info on business cards). Refer to the person as Mr., Mrs., or Miss, even outside the business realm.

By placing the family name in front of the given name, the Chinese show respect for their elders. Thus, Ms. Li Shu Min is Ms. Li, and Mr. Xu Bao Jun is Mr. Xu (pronounced shoo). They’ll likely call you by your surname, too. A safe way for the Chinese to address women is to call them Madame, so expect they may refer to you this way.

You can win more points by referring to people by their titles, followed by last names. For example, you may address Chairman Wang or General Manager Han.

Presenting your business card

Exchanging business cards in China is almost a formal ceremony in itself. With a little practice, you can master the art of presenting your business card the right way in China.

Before you go to China, have some business cards made up in Mandarin Chinese. Figure 16-1 shows a sample card. At a minimum, they should include your

✓	Name
✓	Title
✓	Company
✓	E-mail address

You may want to include your mobile phone number(s) on your card. Providing your home mobile phone number is useful so the Chinese can call you at home due to the time difference (they don’t usually expect you to take their call at 3 a.m. — don’t worry!). If you’ll have a permanent China number at which they can reach you on future trips, including that is a good idea, too.

One side of the card should be in English, the other side, Chinese. Assuming that you’ll primarily be on the mainland, use so-called simplified Chinese characters for your business cards, not the traditional characters used in Taiwan and Hong Kong. And bring plenty of business cards to China — you’ll need them.

Business card translations work best if you have a Chinese contact who can help guide you with the translation. If not, you need to find a reputable translation services company (see Chapter 2 for details).

After you get a translation of your name and/or that of your company name, bounce it off of some native Chinese speakers whose judgment you trust. Translators usually translate people’s names, and sometimes companies’ names, by using Chinese words that have similar sounds. However, the Chinese names you use should not only sound similar but also have positive meanings — the Chinese frequently compliment a well-chosen name or notice an odd-sounding one. When involving several people’s opinions on Chinese names, you’ll rarely get a clear consensus on the best name; however, you can usually eliminate the bad ones.

You usually exchange business cards before you sit down to do business or start a banquet. Who goes first usually doesn’t matter. It’s not unusual to give somebody a business card whenever you first meet — even if the occasion is social.

When you present a business card, use both hands to hold the long side of the card as you present it to the person you’re being introduced to. Present your card with the Chinese side facing up. When the Chinese person presents a business card to you, be sure to receive it with both hands, hold it the same way he or she handed it to you, and noticeably study the card for a short while.

Treat a person’s business card with respect. Don’t just shove it into your pocket after you receive it. To be polite, carefully put the business card away. You can also place the card on the table. This act helps you to remember who everyone is. And never write on a business card that you receive from a Chinese person.

Behaving yourself in Chinese company

Understand that you’re a guest in China. In other words, you need to show respect for the way things work and don’t work in China. Overinflated egos, overconfidence, and a lack of humility don’t go over well in China.

Getting the little things right in China helps you to get the bigger things done later. Here are some things you should know:

✓	Talking about controversial subjects: Avoid bringing up the subjects of politics and religion at all costs. Stay away from any references to Taiwan, the Dali Lama, or the Falun Gong. Your Chinese host may start discussing political or religious topics with you. He or she may be curious to hear your views as an outsider and may feel more comfortable expressing impolitic views because you’re a foreigner. If this happens, tread very carefully. Until you’re absolutely certain of your host’s views, it’s best to discuss many of these topics by praising the government overall while suggesting that certain things can be done better (unless you completely agree with the government, that is!).
✓	Being late: The Chinese are very punctual. Be sure you show up for business meetings and banquets on time. If you may be late, make sure you have a mobile phone number so you can contact your Chinese host.
✓	Being arrogant: The Chinese are very humble people, so acting pompous or arrogant won’t get you very far. Check your ego when you check your bags at the airport.
✓	Making too much personal contact: The Chinese people don’t engage in much physical contact with foreign visitors: no killer handshakes or backslapping, please. And the only appropriate contact with a Chinese businesswoman is a good handshake.
✓	Gesturing the wrong way: Don’t make any unusual facial expressions, and avoid excessive use of your hands while talking to the Chinese people. The Chinese are usually quite reserved in business meetings. Although you don’t have to match their demeanor, you shouldn’t be flamboyant.
✓	Being disrespectful to elders: Older people are revered in China. Treat them with respect, and your Chinese host will respect you more.
✓	Using bad language or getting angry: Whatever you do, don’t use any racial slurs or curse words when you’re in front of the Chinese. Getting angry, unless it’s part of a negotiating tactic, is a big no-no (see Chapter 6 for info on negotiating).

For details on following etiquette at meetings, see Chapter 11.