Learning to negotiate in China according to their customs and culture is the first step to establishing good business relationships
Doing business in China means immersing oneself in a culture that is radically different from the Western culture. It is not just about the language itself but also about customs and non-verbal communication. Knowing these is essential to avoid mistakes that could be misinterpreted and ruin negotiations.
How to Negotiate Successfully in China
Greeting
The greeting is the first contact between people and a sign of respect. For the greeting to be well received in China, you should make a slight bow without offering your hand. It is possible that the interlocutor will offer their hand since many Asian businessmen are westernizing their customs. In this case, there is no problem in shaking hands.
Conversation
In Chinese business culture, they do not get straight to the point. It is common to start by talking about general or personal topics, as the Chinese prefer to know the person before the businessman. Business comes later and is more successful if we can earn the Chinese businessman’s trust.
The Interlocutor
Maintaining a conversation can be complicated since the vast majority of Chinese do not speak English, so it is advisable to be accompanied by a collaborator who acts as a translator and is capable of handling dealings with organizations and companies. When negotiating, always look at the person speaking, not at the interpreter. Only look at the interpreter when they start translating the conversation.
Bull Importer has offices in China with a team prepared to work as an interlocutor and support import or manufacturing operations.
Business Cards
The exchange of business cards is done at the time of introductions, but there is a whole protocol for handing them out:
- Hold the corners to avoid covering the content
- Make a slight bow when handing them out
- Do not put them away immediately; take a look at the content first
- Keep them in the upper pocket of your jacket or a cardholder, never in your pants pocket
- Do not write on them
Yes Does Not Always Mean Yes
Although the Chinese businessman may often make affirmative gestures, it does not mean they agree with everything. It simply means they will consider what has been said and evaluate your proposal.
Business Meals
Business meals are common, just like here. It is very likely that you will have to taste typical local food. Their etiquette implies that a table will be served with more than ten different dishes. As a sign of politeness and respect, you should try all of them, even if it’s just a small amount.
In China, hosts pay the bill, and the gesture of wanting to pay is offensive to them.
Exchanging Gifts
When doing business in China, exchanging gifts does not usually occur at the first meeting, but it is a detail they greatly appreciate. However, there are some rules to consider to make a good impression:
- Do not give table clocks (they associate it with limited time left to live) or scissors and knives (they interpret it as cutting the relationship)
- Do not give white objects (they associate it with death) or in groups of four (the pronunciation of the number 4 is similar to “death”)
- Red and gold are the most appropriate colors
- Pay great attention to the wrapping, which they highly value
