■Chinese Society and Culture

◆ The Importance of “Face”

The concept of “face” is roughly translated into “honor”, “good reputation” or “respect”. There are four types of “face”:

◇Diu-mian-zi: it refers to the exposure of one’s actions or deeds to people.

◇Gei-mian-zi: it denotes the giving of face to others by showing respect.

◇Liu-mian-zi: this is when one tries to avoid mistakes and show wisdom in action.

◇Jiang-mian-zi: this is when face is increased through others’ commendation.

It is very important for you not to lose face or cause the loss of face at all times.

◆ Confucianism

Confucianism is a system of behaviors and ethics that emphasize the duties of people towards one another on the basis of their relationship. The basic principles are founded upon five different relationships: rulers and subjects; husband and wife; parents and children; brothers and sisters; friends and friends.

Confucianism put emphasis on obligation, sincerity, loyalty, honor, filial piety, respect for age and seniority. Through keeping harmonious relations as individuals, society itself becomes stable.

◆ Collectivism vs. Individualism

Generally the Chinese are a collective society, which have a need for group affiliation, whether to their family, school, working team, or country. In order to keep a sense of harmony, they will always behave with decorum and will not do anything to make someone else feel embarrassed in public. Their own feelings are always less important than the good of the group. This is often noticed by the use of silence in very structured meetings. If someone doesn’t agree with what another person says, rather than oppose publicly, the person will keep quiet. This gives face to the other person, while disagreeing publicly would make both parties lose face.

◆ Non-verbal Communication

The Chinese’ non-verbal communication speaks volumes. Since the Chinese seek harmony and have a need for group affiliation, they depend on facial expression, tone of voice and posture to tell them what someone feels. Frowning while someone is speaking is thought to be a sign of disagreement. Therefore, most Chinese just don’t show any emotion when speaking. It is regarded ill-mannered to stare into another person’s eyes. In crowded situations the Chinese try to keep away from eye contact to give themselves privacy.

■Chinese Etiquette and Customs

◆ Meeting Etiquette

◇Greetings are formal and always greet the oldest person first.

◇The most common form of greeting with foreigners is handshakes.

◇When greeting someone many Chinese will look towards the ground.

◇Use an honorific title and the surname to address the person. If they want to change it into a first-name basis, they will advise you which name to use.

◇The Chinese have a very good sense of humor. They are willing to laugh at themselves if they have a close relationship with the other person. Be ready to laugh at yourself under the proper circumstances.

◆ Gift Giving Etiquette

◇Usually people exchange gifts at Chinese New Year, weddings, births and more recently (because of marketing), birthdays.

◇The Chinese like food and a nice food basket will be a nice gift.

◇Do not give scissors, knives or other cutting utensils as they signal the ending of the relationship.

◇Do not give clocks, handkerchiefs or straw sandals as they are related with funerals and death.

◇Do not send flowers, as many Chinese connect these with funerals.

◇Do not wrap presents in white, blue or black paper.

◇Four is an evil number so do not send four of anything. Eight is the luckiest number, so giving eight of something brings luck to the receiver.

◇Always give presents with two hands.

◇Gifts are not opened when received.

◇Gifts may be declined three times before they are accepted.

◆ Dining Etiquette

◇The Chinese prefer to entertain in public places rather than in their homes, especially when entertaining foreigners.

◇If you are invited to their house, regard it a great honor. If you must refuse such an honor, it is considered courteous to explain your busy schedule so that your actions are not considered to be a slight.

◇Be punctual.

◇Take off your shoes before entering the house.

◇Prepare a small gift for the hostess.

◇Take second helpings to show that you are enjoying the meal!

◆ Table Manners

◇Learn to use chopsticks.

◇Wait to be shown where to sit. The guest of honor will take a seat facing the door.

◇The host starts eating first.

◇You should try everything that is served to you.

◇Do not eat the last piece from the serving tray.

◇Pay close attention to other peoples’ needs.

◇Chopsticks should be put back to the chopstick rest after every few bites and when you drink or stop to speak.

◇The host makes the first toast.

◇Never place bones in your bowl. Put them on the table or in a special bowl for that purpose.

◇Carry the rice bowl close to your mouth while dining.

◇Do not get annoyed if a Chinese person makes slurping or belching sounds; it merely shows that they are enjoying their food.

◇There are no rigid rules about eating up all the food in your bowl.

◆ Tipping Etiquette

Giving tips is becoming more prevalent, especially with younger workers although older workers still consider it offensive. It is generally sufficient to leave a few coins.

■Business Etiquette and Protocols in China

◆ Relationships and Communication

◇The Chinese don’t like conducting business with companies they are not familiar, so working through a third party is very important. This could be an individual or an organization who can make a formal introduction and guarantee the reliability of your company.

◇You’d better send materials (written in Chinese) that describe your company before arriving in China, its history, and literature about your products and services. The Chinese often make inquiries through intermediaries instead of making directly.

◇Business relationships are established formally after the Chinese get to know you.

◇Do have patience. It takes a large amount of time and is closely tied-up with enormous bureaucracy.

◇The Chinese view foreigners as representatives of their company rather than as individuals.

◇Rank is crucial in business relationships and you must bear rank differences in mind when communicating.

◇Gender prejudice doesn’t exist in business.

◇Never ignore the fact that communication is official, especially when dealing with someone of higher rank. Treating them too informally, especially in front of their peers or colleagues, may well spoil a potential deal.

◇Compared with written or telephonic communication, the Chinese prefer face-to-face meetings.

◇Dinners and social events are not the suitable place for business discussions. There is a dividing line between business and social events in China, so try to be careful not to mix the two.

◆ Business Meeting Etiquette

◇It is necessary to make appointments. If possible, they should be made between one-to-two months ahead, preferably in writing.

◇If you do not sign a contact within the company, ask an intermediary to make a formal introduction. Once the introduction has been made, you should supply the company with information about your company and what you want to achieve at the meeting.

◇You should arrive at the expected time or a little early. The Chinese regard punctuality as a virtue. Arriving late could be offensive and negatively influence your relationship.

◇Attach great attention to the agenda as each Chinese participant has his/her own agenda that they will try to introduce.

◇You’d better send an agenda before the meeting so your Chinese colleagues have the opportunity to meet with any technical experts before the meeting. Talk about the agenda with your translator/intermediary before submission.

◇Each participant will take a chance to deliver a lengthy speech, which doesn’t appear to have much of anything related to the meeting. Be patient and listen. There could be subtle messages being sent that would help you relieve fears of on-going dealings.

◇Be patient at meetings. Mobile phones ring frequently and conversations tend to be noisy. Don’t ask the Chinese to turn off their cell phones as it makes you both lose face.

◇Guests are generally ushered to their seats, which are arranged in descending order of rank. Senior people are usually seated opposite senior people from the other side.

◇It is necessary that you bring your own interpreter, especially if you plan to discuss legal or extremely technical concepts as you can introduce them briefly to the interpreter before the meeting.

◇Written material should be provided in English and Chinese, which uses simplified characters. Be very cautious about what is written. Make absolutely sure that written translations are accurate and cannot be misunderstood.

◇Visual aids are useful in large meetings and should only be used with black type on white background. Colors have special meanings and if you are not cautious, your color choice could be disadvantageous to you.

◇Make detailed and factual presentations and focus on long-term benefits. Get prepared for the presentation to be a challenge.

◆ Business Negotiation

◇Only senior members of the negotiating team will deliver speeches. Choose the most senior person in your group as your spokesman to make an introduction.

◇Business negotiations take place at a slow pace.

◇Be prepared for the agenda to become a starting point for other discussions.

◇Chinese are not confrontational. They will not overtly show their disapproval, they will say “we will think about it” or “we will see”.

◇Chinese negotiations are process-oriented. They want to find out if relationships can develop to a stage where both parties are comfortable conducting business with the other.

◇It may take a long time to make decisions, as they require careful review and consideration.

◇In no case should you lose your temper or you will lose face and completely spoil your relationship.

◇Do not use high-pressure techniques. You might find yourself out manoeuvred.

◇Business is hierarchical. It is unlikely to make decisions during the meetings you attend.

◇The Chinese are shrewd negotiators.

◇Your starting price should leave room for negotiation.

◆ What to Wear?

◇Business dress is conservative and modest.

◇Dark-colored, conservative business suits are the best choice for men.

◇It is appropriate for women to wear conservative business suits or dresses with a high neckline.

◇Flat shoes or shoes with very low heels are suitable for women to wear in business occasions.

◇Avoid bright colors.

◆ Business Cards

◇Exchange Business cards after the initial introduction.

◇Have one side of your business card in Chinese using simplified Chinese characters, which are printed in gold ink since gold is a lucky color.

◇Your business card should contain your title. If your company is the oldest or largest in your country, that fact should be included as well.

◇Hold the card with both hands when presenting it, Chinese side facing the receiver.

◇Examine a business card before placing it on the table next to you or in a cardcase.

◇Do not write on someone’s card unless you are required to do so.