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Chinese Social and Business Customs

Page history last edited by Franziska 1 yr ago
 
Appearance
Conservative suits for men with subtle colors are the norm. Women should dress conservatively, do not color your nails.
Subtle, neutral colors should be worn by both men and women. 
Casual dress should be conservative as well.
Revealing clothing for women is considered offensive to Chinese businessmen.
 
Behavior 
Do not use large hand movements. The Chinese do not speak with their hands. Your movements may be distracting to your host.
Do not point when speaking.
To point do not use your index finger, use an open palm.
Gift giving is a very delicate issue in China - See international business gift giving.
It is more acceptable to give gifts either in private or to a group as a whole to avoid embarrassment.
The following gifts and/or colors are associated with death and should not be given:
·         Clocks
·         Anything white, dark blue or black
Do not start to eat or drink prior to the host. When you’re having a toast, stand up, and lower your glass against the Chinese. (humble, lowering yourself, also show respect)
As a cultural courtesy, you should taste all the dishes you are offered.
Sample meals only, there may be several courses. Remember you share dishes, so do not order for yourself.
Never place your chopsticks straight up in your bowl.  By placing your sticks upright in your bowl your will remind your host of joss sticks which connotes death.
Do not drop the chopsticks it is considered bad luck.
Do not eat all of your meal. If you eat all of your meal, the Chinese will assume you did not receive enough food and are still hungry.
Women do not usually drink at meals. 
Tipping is considered insulting, however the practice is becoming more common.
 Another dinning etiquette, you stand up and pour tea for other people (usually the most junior person in the group does this, but you can also do it to show respect to your business partners.) When you acknowledge other people/saying “thank you,” you gently knock your right hand (with fingers facing down, touching the table) on the edge of the table.
 
Communications 
Bowing or nodding is the common greeting; however, you may be offered a handshake. Wait for the Chinese to offer their hand first. (Zhou En Lai story with gloves)
Introductions are formal. Use formal titles.  Call by last name and titles. Manager Last Name.
Being on time is vital in China.
Appointments are a must for business. Contacts should be made prior to your trip.
The decision making process is slow. You should not expect to conclude your business swiftly.
Present and receive cards with both hands.
Never write on a business card or put it in your wallet or pocket. Carry a small card case. The most important member of your company or group should lead important meetings. Chinese value rank and status.
Do not directly ask question during meeting. Be very indirect.

Some more interesting cultural information 

 

 

 

 

 

Societal and Institutional Differences

 

 

Aspects

China   

United States  

Ethnic Culture

  • Centered around "relationships"

  • "Reclusive", each minding his/her own business (especially with "strangers" and people outside of the relationship network)

     

     

  • Centered around "individuals"

  • "Messianic": "let's save the world"

Source of Trust

Trust those around you; don't "lose face" and credibility by failing to live up to written or oral agreements

Trust the contract; don't get into legal hassles by not fulfilling the agreement

Business Culture

Quiet and reserved; clumsy communicators

Outspoken; eloquent; effective communicators

Negotiation Style

Group decision; final say by the "boss"

More individual authority and distributed decision making

Dealing with Business Counterparts

Indirect; courteous; take things personally; long memory for both favors and humiliations

Direct; more matter-of-factly; memory for conflict superceded by business objective

Ability to Make Immediate Response

Weak

Strong

 

 

Value Differences

 

 

Aspects

China   

United States  

Interpersonal

"Relationship" comes first

"Economics" comes first

On "Humility"

"Humility" viewed as a virtue

"Humility" is a sign of weakness; there is every reason for the abled to be proud

Time Horizon

Accountable by the generation (~30 years)

Accountable by the quarter (~3 months)

What Commands Respect

Respect for seniority, wisdom, ability

Respect for success, achievement, wealth

On "Family"

Children should learn to respect the elder, love the young, and rely on the "extended family"

Children should learn to be independent

On "the Strong" and "the Weak"

It is not righteous to bully

It is an honor to win; business is all a competition; it is only natural that the weak is preyed on by the strong

Discipline (in following procedures and schedules)

Strong

Depends on the individual

Tolerance of Diversity / Openness to Alternative (possibly opposing) Ideas

Openly - very receptive; but actually, less so

More open

Shame or Humiliation

Long memory; need and urge to exonerate

Tends to be superceded by business priorities

Priorities

Mixed: business, individual, factional, nationalistic, and political

Almost strictly business

 

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