Doing Business in China

Chinese business practice in china series of Subtleties matter

Attitude matters and yours will be constantly read by the Chinese. Your patience, professionalism, and courtesy are sending messages of your personal integrity. Understand that you must take many small steps before taking a larger steps. Focus on developing a consensus.

Know and stick with your company's policy on ethics. Major Chinese businesses are familiar with the U.S. Foreign Corrupt Practices Act. You may be tested, but in the words of Professor Baocheng Liu, "Do not be a loose girl; be a fine lady" with consistent ethical practices.

Listen empathetically and observe. Pay attention to details. Note Chinese body language and hidden meanings.

Understand cross-cultural communication barriers such as cultural frames, traditions, etiquette, time and place, status and power, English comprehension level.

Always bring your own interpreter, even when the Chinese offer to provide one for you.

The one who speaks least in a meeting may actually be the most powerful. Be sure to know the position and affiliation (company, Communist party) of those you're dealing with.

Don't rush to give your opinion or advice. Take the time to diagnose and understand the problem first. Respect viewpoints of others.

Make your ‘self' easy to understand. Speak clearly, concisely, and slowly. Avoid asking ‘or' questions (you may get a ‘both' answer). Ask questions and clarify politely.

Focus on issues. Take the blame out of discussions. Don't insist you are right even if you are. Leave room for ‘outs' (face-saving maneuvers).

Be tactful when you must say no. A direct and blunt no may be perceived as a slap in the face. Use wording such as like "It's very difficult for me to.....", "It's really not possible to...."

Try not to overuse the word ‘you'; instead use the third person ‘one'. Pronouns aren't used as much in Mandarin as in English, and as the listener, hearing ‘you' could be taken personally. For example, instead of "You should not jump to conclusions without all of the facts...", say, "One should not jump to conclusions..."

Err on the side of being more formal in meetings. Sit straight and be attentive. Slouching and relaxing postures are considered bad manners. It's impolite to cause disruptions such as standing up to stretch and walking around the room. Do not interrupt. Unless the presenter or the leader makes a point to allow so, asking questions during a presentation is considered interrupting and rude. Whenever possible, use laser pointers. Avoid pointing with any one finger; use whole-hand gestures instead.

Chinese business practice in china series of Subtleties matter