Doing Business in China

How Addressing Chinese and greeting when doing business in China

Chinese names appear in a different order than Western names. Each person has, in this order, a family or generational name and a first name. In Chinese names, the family name always comes first. For example, in the name Chen Wu, Chen is the family name and Wu is the given name. He should be addressed as Mr. Chen. Official titles are not used in conversations. Only family members or close friends use first names.

For business purposes, it is traditionally acceptable to call a Chinese person by the surname, together with a title, such as "Director Wang" or "Chairman Li." Address people using official titles such as "General" "Committee Member",or "Bureau Chief" whenever possible. It is customary to address the deputies by skipping the word 'deputy,' such as, 'Chief' for 'Deputy Chief,' 'Chairman' for 'Vice Chairman' 'General Manager' for 'Assistant General Manager'.

Avoid using someone's given name unless you have known him or her for a long period of time. If a person does not have a professional title, address a person using his or her family name only, such as Mr. Chen or Ms. Hsu. Formality is a sign of respect, and it is advisable to clarify how you will address someone very early in a relationship, generally during your first meeting. A married Chinese woman usually retains her maiden name; she will use her husband's last name on occasions for formal addressing only.

Handshaking is the accepted greeting. Chinese usually shake hands very lightly instead of taking the hand firmly and forcefully pumping it, and in China a handshake may last as long as 10 seconds. Maybe you should wait for the Chinese to extend a hand first, since not everyone uses this gesture. In China the most useful form of greeting is a nod or slight bow. Upon meeting someone, Chinese lower their eyes slightly as a sign of respect. Staring into the eyes of a Chinese might make them uncomfortable.

Face-being respected by one's peers--is very important to the Chinese. They are enormously sensitive to maintaining face in everything they do. Saying or doing anything that causes someone to lose face can instantly destroy a relationship and any business that might result from it. Never insult or openly criticize someone in front of others. Don't make fun of a Chinese, even if only as a joke. Do not treat someone as a person of lowly rank if their position in the company is high. A person's face is also their company's face. The relationship you develop with a person represents your relationship with his entire company. Gifts are important, expressing friendship and symbolizing hopes for success. But expensive gifts can cause personal embarrassment and political or social awkwardness. For wrapped gifts, gold or red are appropriate colors. White and black are colors of mourning.

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