Business Etiquette in Chinese Cultures

A driving force in today’s business world, China has the third largest economy in the world (following the U.S. and Japan). Chinese is the most widely spoken language in the world, and is spoken by one-fifth of the world's population. If you are in the international business world, it is likely that you will deal with Chinese companies at some point or another.

If you are dealing with companies in China, business etiquette is important. Particularly, if you are looking to grow your business in Chinese markets, understanding the nuances of Chinese business etiquette is essential. Understanding and utilizing proper business etiquette in China will likely help you grow your business abroad.

The Role of Chinese Culture in Proper Chinese Business Etiquette

Understanding the guiding values of Chinese culture as a whole can help you understand proper business etiquette in China. Values that Chinese speakers hold in high esteem include:

• collectiveness
• determination
• industriousness
• loyalty
• respect for authority
• team work.

These values translate directly to the business world. Influenced by cultural values, important Chinese business etiquette tips include:

• allow your Chinese colleagues to leave the meeting first
• do not offer gifts, as these could be considered forms of bribery
• do not physically touch your Chinese colleagues, unless invited
• out of respect, avoid direct eye contact.

Business Meeting Etiquette in Chinese Cultures

Proper business etiquette in China often differs dramatically from Western business etiquette. Some tips to help you interact with your Chinese business colleagues include:

• Address Chinese colleagues by both their title and last name. Unless specified, do not address Chinese colleagues by their first name. For example, "Professor Wang" or "Miss Wu" are the proper names to use when addressing Chinese partners or clients.

• At the beginning of the meeting, exchange business cards. Have your business cards translated into Chinese, or have a Chinese translation printed on the back of your business cards. You may also want to include gold embossing on your business card, a color that represents wealth, status and prestige in Chinese cultures.
  
• Before putting business cards away, read the card fully. Putting a business card directly into your pocket without reading can be insulting to Chinese businesspeople. Chinese businesspeople believe that the way you treat their business cards is indicative of how much you respect, and value your relationship, with them.
  
• Shake hands lightly, and only for a short amount of time. Chinese business people believe that overly strong handshakes are offensive and inappropriate.

• Start with small talk and then move on to business matters. The Chinese value personal relationships, and have a tendency not to rush business interactions.

Business Etiquette Tips Specific to Different Chinese Countries

Aside from the above-mentioned rules of Chinese business etiquette, many Chinese-speaking countries have their own distinct business meeting etiquette. Here is an outline of proper business etiquette specific to particular Chinese-speaking countries and cities:

• China: Chinese business people dress simply, in dark, conservative attire. Many Chinese business people consider ornate designs and bright colors to be flashy and inappropriate for business meetings.

• Hong Kong: Businesspeople in Hong Kong view business interactions as a way to build valuable long-term relationships. While personal relationships are not vital to the success of business meetings in Hong Kong, they can be of great help. To this end, to get ahead in the business world in Hong Kong, you may want to engage in social activities with prospective business partners. This will allow them to get to know you better and feel more comfortable with you.

• Taiwan: An articulate message is key to being persuasive to your Taiwanese colleagues. In Taiwanese meetings, you may want to take great care in how you articulate your message. Thoroughness is valued over brevity.

As always, be sure that you have all of the necessary documents translated into Chinese. Presenting Chinese translations of all necessary documents will show your colleagues that you are respectful and thorough, as well as willing to overcome any cultural or language barriers to facilitate a successful business transaction.