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Chinese Protocol • It's official name is "The People's Republic of China." China has exceeded one billion in population and the predominant language is Mandarin but many dialects are spoken. The Chinese are close to 80% literate! It's a 3500 year old civilizaition and is the 2nd largest country in the world. It's also home to The Yangtze River (almost 4000 miles) which is the 3rd largest river in the world. Among some 400 Chinese family names, the 100 most common account for 90% of the total population! • Age = Wisdom: Age and position are seen as signs of wisdom. As a result, older businesspeople have a clear advantage over their younger colleagues. • Appearances/ Dress: The uniform like Mao jackets have almost disappeared in China. Clothing styles have changed rapidly and today many Chines men wear Western style suits. In China, jeans are acceptable as informal wear for both sexes. For sight-seeing, the preferred means of dress is dresses and skirts for women versus pants or shorts. For business meetings, loud colors, clothes and jewelry should be avoided. For women, they should avoid wearing the colors of white and red ((red is reserved for brides; white is the color of funerals). • Appointment/ Time: The Western concept of "time is money" is widely known to Chinese but they generally resist being constrained by deadlines. For the Chinese, time is fluid, but today, Chinese business people have begun to realize the importance of deadlines and appointments not only as a matter of convenience but of respect. • Bad Luck: To write or send cards in red ink which symbolizes the end of a relationship; use of the colors white or yellow which are the colors of flowers used at funerals, and clocks, which signify death. • Bureaucracy: This is a major problem in China, especially in the northern and inland areas. Having powerful officials for friends can be a major asset! • Business Card Protocol: Overseas you will have 2 passports: one from the U.S. and the other will be your business card. The business card is always extended with two hands with the Chinese translation side-up, almost in a ceremonial type fashion. The one who dies with the more cards wins - literally! They will be your Bible abroad, so take an ample supply. Failure to prevent one at a first meeting can show a lack of interest. They should be English on one side and Chinese on the other. Make sure you verify that the translation is accurate. Protocol dictates that the person of lower rank presents his card first.. • Business Hours: The typical work days runs from 8 - 5 pm with a lunch break from 12:00 -1:30 pm. Most businesses close down during this time.e. • >Business Meetings: Always be punctual if not early. Punctuality is a sign of respect and shows the seriousness of your intent. Dress should be formal: men in suits and women in suits or dresses. For meeting preparation, have an agenda and stick to it! The same agenda should have been sent in advance with a list of each of your team in order of rank with biographies. Enter the room in order of rank. The Chinese assume that first to enter will be the head of the delegation. During handshakes and the exchange of business cards you would then greet everyone in the room in descending order of rank. Hot tea is usually served. Remember that the Chinese like "small talk." Attempting to initiate business right away will make the Chinese uncomfortable.e. • Concluding a Business Meeting: The head of the Chinese team will usually signal the end of a meeting by making a closing statement. Your team leader should then express appreciation on behalf of the entire team and for your hosts' hospitality. At this time you should emphasize your company's desire to establish a long-term relationship. As a courtesy, the Chinese will let your team leave the meting room first.t. • Connections: The most effective way to develop connections is to introduce an intermediary from home, someone who can itroduce connections in China. You will be far more accepted and your credibility will rise to the top! p; • Cuisine: It’s a custom to respect others at the table, including the aged, teachers and guests while taking good care of children. The practice of presenting the best or fine food first to the senior members of the family has been observed for countless generations. In ancient times the common people led a needy life but they still tried their best to support the elder mother or father who took it for granted. Although the hosts in China are all friendly and hospitable, you should also show them respect. Before starting to eat dinner, the host may offer some words of greeting. Guests should not start to eat until the host says, 'Please enjoy yourself' or something like that, otherwise it suggests disrespect and causes displeasure. When hosts place dishes on the table, they will arrange the main courses at the center with the supporting dishes evenly placed around them. When the main dishes are prepared in a decorative form either by cut or other means they will be placed facing the major guests and elder people at the table. This also embodies virtue.China is the hometown of chopsticks. The culture of chopsticks has a long history in China. The tradition of using chopsticks as tableware was introduced to many other countries in the world. The invention of chopsticks reflects the wisdom of Chinese ancient people. A pair of chopsticks, though they look simple, can nip, pick, rip and stir food. Nowadays, chopsticks are considered to be lucky gifts for marriage and other important ceremonies. s. • Customs frowned upon in public: Eating, smoking, panhandling, gum chewing, display of wealth, wearing dark glasses, walking barefoot, gambling, men wearing braids, visible tattoo marks or asking someone his/ her age for starters!rs! • Cultural Stereotypes: The most common Western stereotype is that China is a hard line dictatorship and the people live in poverty.ty. • Doing Business in China: The Chinese do not like to do business with strangers. Much like we cultivate and nurture relationships at home, the Chinese cultivate relationships rather than contracts. They use a term which translated means: 'the tea gets cold once the guest leaves.' Rank and profession are taken most seriously.ly. • Gift Giving: If you follow the general rule that less is more, you will do fine! You never want to outdo your host! In doing so, you could cause embarrassment and shame: remember about saving face! Small verse valuable is wise, and corporate logos or engraving is acceptable. Avoid wrapping in expensive paper or gift boxes as airport customs officials will probably get to them first! Also, if you carry a large amount of gifts, you may want to carry a description of the gifts in case you're questioned with the contents on your company stationary. The best time to give a gift is at the onset of a meeting or in private. Most likely the gift will not be opened in public. Gift faux pas: When President Bush traveled to China, he gave Premier Li Peng a pair of black cowboy boots to show off his Texas roots. However, in China the sole of the foot is considered the lowliest part and very insulting. The golden rule is to do your outreach ahead of time to avoid such embarrassment!!nt! • How the Chinese View Themselves: They take pride in their ancient traditions, philosophies and moral systems. They see themselves as a duty oriented people who have a strong sense of family, community, country and work ethic. The Chinese always maintain an outward appearance of calm dignity even though they may want to scream, as deep down they are modest and reserved. They are aware of title and status, and their elders are affored the highest amount of respect. • How the Chinese View Westerners: That we're straightforward and candid but not subtle; we're creative but too self-centered and do not appreciate the importance of teamwork; we're passionate but often impatient. We're friendly, but lack sincerity. • How to Network, Chinese style: Networking, Chinese style, consists of many invisible social networks, and many of its members enjoy advantages when it comes to licensing permitting, loans, etc. • Interpreters: They can be expensive but are essential. Finding an interpreter who is both bi-lingual and bi-cultural and is able to distinguish the nuances of both cultures and the inflections of both languages is key. Make sure that he/ she has a good understanding of your issues. Try to speak in short sentences and avoid using words that may be misinterpreted. Pausing after every few sentences is also a good idea to let the interpreter get caught up. • Introductions: A handshake is acceptable, but a bow is also an acceptable greeting. It's always best to follow you hosts lead. Full titles should be used when making introductions. Chinese surnames usually consist of one sylable such as Wong, Pak and Tsai. Also, ones surname in China does not always apply. For example, Jonny Pak Wong may be referred to as Mr. Pak or Johny Wong. The head of the Chinese team will make a statement and introductions for you to make your presentation. Likewise, at the end of the meeting the head of he Chinese team will also signal closure. • Politics & Business: Politics and business go hand and hand in China. A company owned by the government will be more successful than one owned privately. As Westerners conduct business in China, it's advantageous to make friends with government officials. • Privacy: Privacy is foreign to the Chinese. Often two to three generations of a family live under the same roof and many households share a bathroom and kitchen. • Safe Topics of Discussion: Family, the weather, fashion, travel, art, food and sports. If possible, avoid discussion of Taiwan all together, and remember to refer to the country as The People's Republic of China. • Saving Face: In China, 'saving face' is the principal measure of one's reputation and dignity. Chinese go to great lengths to save face. • Scheduling: This should be done well in advance! Although you will be expected to meet with people of the same level as your team, arrange a meeting with a senior official of the company or government industry. The meeting may be short but is should demonstrate sincerity and respect on your part. Be prepared for last minute cancellations on part of the Chinese. Under such circumstances, express your understanding rather than disappointment. To make amends, the Chinese will likely arrange special functions for you and your team such as sight-seeing excursions or banquets. • Superstitions: The power of numbers is evident in China. Five numbers, impractical, have special connotations in business: (4) Signifies death to the Chinese. Rather than having 4th floors in buildings, they have 3A and 3B; (6) Represents luck and it also stands for the 6 spirits of nature (wind, mountain, river, moon, sun and lightening); (8) Considered the luckiest of all numbers; (9) Stands for longevity, and (13) Implies bad luck just as it does in the West. • Telephones: Less than ten years ago there were few telephones in China, but today in Beijing and Shanghai there are phones, fax machines and even pagers! Many telephones are tucked away in hard to find places, s your safest bet is to try hotels and/ or post offices. • Tipping: It's considered insulting and forbidden! • Weather: Winter runs from November until March. Summers are generally hot but with low humidity. The rainy season is July and August. • Women in Business: For centuries they were defined as 'accessories of a man.' Ouch! Today, women in China are afforded executive positions. Western women traveling to China are not likely to encounter discrimination, but it can't hurt to highlight your position and credentials. For meetings, women are introduced first the head Chinese officials, then she in turn would introduce her teammates. Further, there are certain things one can do to make for a more successful business trip. For example, avoid negative comments or criticism about women's rights in China, public discussion of anyone's sexual orientation should also be avoided and always show respect and professionalism to both Chinese women and men. Prior to sending a female representative to China, you should be prepared and have a letter of introduction that indicates the female leader's position, her credentials and accomplishments. Her business card should have an authoritative title to emphasize her decision making power. At the meeting, she should be introduced first to the senior officials, and then she in turn should introduce herself to other team members. The head of a female delegation should always be the first to repsond to any questions or requests. • Work Environment: The Chinese dedicate their lives to work and think of it as an extension of their family. The danwei, or work unit, is how every Chinese is indentified. In addition to a job, the danwai provides housing, health insurance, child care, pension plans, etc. It also controls its members' professional lives and maintains information on family background, political activities and job performance. In other words, 'big brother' is always keeping a watchful eye! • Written Introductions: A letter should be submitted in advance of your visit from persons who have connections in China. The letter should introduce you and should explain the reasons for your visit along with an itinerary. As a next step, you should then write a letter to request an appointment. If a meeting is granted, bring your original letter of introduction to re-affirm your character. If possible, an introduction from an official of your government will create a positive first impression.
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Lisa M. Grotts |
