Business Etiquette While Traveling in China
How you dress in America and how you dress in China, for business, are two different things. If you’re a conservative dresser, you’ll fit right in. Eliminate bright, colorful ties from your wardrobe and stick with conservative suits and ordinary, subdued ties. Flashy garments with bright, vivid colors are considered disrespectful in a business meeting when in China. Women should avoid low necklines and stick with neutral colors like tan, brown or white. High heels are taboo unless at a formal bash. Ordinary suits and ties are acceptable for men at a formal affair – tuxedos are an unknown in China. Jeans are acceptable for men or women, in a casual setting, but shorts are avoided unless worn during exercising.
It’s always a good idea to study a little on Chinese history, culture, language and geography. Being somewhat knowledgeable lets your foreign associates know that you have a real interest in who they are. Be aware of certain communication differences from your home land to china. For example, giving a solid “no” answer is impolite in China. “Maybe” is a better answer, or even “We’ll work on that and see what happens”. Rarely do you hear the words “no” or “not” during a business meeting. If you’re asked about personal affairs, such as age, marital status or income, be vague, if you don’t want them to know specifics, rather than showing irritation with the associate. Causing an associate to “lose face”, that is, be embarrassed, is simply taboo. On the other hand, don’t ask personal questions of the associate as it will be considered rude and impolite. You may ask general questions, such as “Is everyone in your family well?”.
In America they say, “How are you?”, but in China they say “Have you eaten?” or ask another general question. If you have eaten simply say “I have” or “Thank you”. Do not answer “No, you want to grab a bite?”, since it is actually a question of how you are, rather than if you’re hungry.
While dining it’s expected that you’ll make several compliments about the food and atmosphere. It is considered rude if you don’t. Other small talk is very important when having a business dinner. Never begin conversation with anything relating to business matters. Speak of the food, the country’s beauty or landmarks, weather, climate, previous travels, art or music. Avoid terms like “Red China” or “Mainland China” and simply use the word “China”. Don’t begin discussing business matters until one of the Chinese associates has broached the subject.
Address your fellow associates by their professional title or “Mr., Miss, or Madam” and their last name. In China, the last name is presented first, then the first name. Also, a woman normally doesn’t take her husband’s last name unless in a formal setting. Pay close attention when people are introduced and remember their names. It’s helpful to practice saying their name repeatedly if you know it in advanced. Pronunciation is extremely important. If your own name is Mr. Smith you won’t be appreciative of someone continues calling you Mr. Smite. The same thing is true in any other culture. Names are important and pronunciation should be exact. Use distinctive titles, such as “General” or “Chairman” when possible, but always accompany the title with the last name. Never, ever, use the term “Comrade” when addressing an associate. The terms “You”, “You there” “Hey, Lady” or “Dude” are out of the question. Omit other jargon and slang from your vocabulary for the meeting. The phrases will not be as comprehensible to the other associates and may be considered rude.
Gift-giving in China is technical. If given in a business setting it could be mistaken as a bribe. If business gifts are given, offer the gift, in front of everyone, as a gift from your company, not yourself. Business gifts should not be ultra-expensive. Give a gift to each senior member, but be sure they are of similar value. And never take a photo of the gift-giving. Giving a gift to someone with whom you have developed a friendship is acceptable but only in a personal setting and not before, during or after a business meeting. Don’t be offended if they do not open it in front of you – it’s simply their custom to open it later, when you have left. Don’t bother to wrap the present before arriving in China as it will be unwrapped by Customs. Colors are extremely symbolic in China. Never use yellow wrapping that has black writing. This is considered a symbol of death. Silver and gold wrappings are perfect. White, black or blue wrappings are unacceptable.
Numbers are also symbolic in China. Giving a gift which is a set of 8 is a lucky gesture, along with the number 6. Anything of 4, the number for death, will not be appreciated. Other numbers to avoid are 73 and 84. Other taboo gifts are scissors or knives which are symbolic of severing ties and clocks or handkerchiefs which symbolize funerals or death. If you’re handing out copies of proposals or presentations, be sure they are strictly done in black and white. Never hand out a red pen or use one in the presence of your associates. Business cards should be plentiful, since they will each want one, but make sure they are white with gold ink and printed in English on one side, Chinese on the other. Give the card to the recipient, Chinese side up, with both hands. Make sure to examine the card given you in return before putting it away.
Learn as much as possible about the Chinese culture and protocol before visiting the land. You’ll be viewed as showing initiative and will earn respect. And, you’ll prevent yourself from being embarrassed or from disrespecting a person of rank.
