Asian culture is increasingly present in our lives, especially since doing business in China is no longer an exceptional activity. More and more companies are internationalizing their businesses, either by exporting or importing from China.
However, doing business in China requires knowing certain aspects of that country, as dealing with a culture so different from ours can present certain challenges. Furthermore, not knowing and respecting certain customs can ruin a commercial agreement in which we have invested a lot of time and money.
The First Business Contact in China
Something as simple as a gesture or expression that our Chinese counterpart might misinterpret can lead to misunderstandings and disagreements. Conversely, a Spanish businessperson might interpret as disrespectful a behavior that is considered normal when doing business in China.
The business protocol in China is very different from that of the Western world. The success of a commercial operation largely depends on knowing and respecting their customs.
To avoid jeopardizing a commercial operation with a manufacturer or supplier in China, it is essential to know certain aspects of their customs, especially in the business context.
Learning the language is very complicated for us. Mandarin Chinese is a complex language that requires years of learning, but it is a good idea to learn some essential courtesy expressions. This gesture shows interest on our part and is greatly appreciated by our counterpart. However, at Bull Importer we offer our clients support so that they have an interpreter at all times. Even so, to make a good impression, it is essential to look at your business partner, not the interpreter, when speaking.
Another aspect that may be inconsequential for us is colors and numbers. For many Spaniards, the color yellow and the number 13 are symbols of bad luck. In China, bad fortune is associated with the number 4, so it should not be mentioned. Even when giving a gift, four units should not be given. On the contrary, 8 and 9 are signs of good fortune. Regarding colors, red means luck, yellow means royalty, and black means bad luck.
Since the exchange of gifts is common when doing business in China, you should also consider some details. The most important is not to give clocks, which symbolize the time left to live. It is much more appropriate to offer a handcrafted product. As for clothing, the most appropriate are gray or blue tones, preferably with a red detail.
The greeting is another important point when doing business in China. Remember never to invade the personal space of your counterpart. Spaniards are effusive, we shake hands and even hug strangers. If you want to successfully do business in China, greet and say goodbye with a slight bow of the torso forward, including the head. This gesture symbolizes that you are open to the other person’s ideas and respect them. After this greeting, you can extend your hand.
Paying Attention to All Details
At the beginning of a business meeting, it is common to exchange business cards. The correct way is to examine it before putting it away (even if you do not understand what it says). This shows interest in the other person. Store the card in the left pocket of your jacket as a sign of affection, never in your wallet. You should not write on the card, fold it, or damage it in any way. When handing out your card, offer it by holding it with two fingers by one corner, without covering the content.
Business conversations in China do not begin by addressing essential topics. The first exchanges are about personal matters, such as family. This preamble serves to establish trust.
Invitations are a common gesture of courtesy, and you should accept them. Do not refuse to try any food offered to you, no matter how unconventional it may seem. Another aspect that might surprise us is that the Chinese tend to say yes to everything. This does not mean they agree; it is a gesture of respect.
Finally, remember that to close a business deal in China requires time, a lot of time. The Chinese only do business with people they trust. For this reason, signing a contract can take up to a year. During that time, it is advisable to attend dinners and invitations to demonstrate loyalty to both the person and the company.
Now that you know the essentials for behaving correctly in China, if you need a trusted partner to help with all the arrangements, from finding a supplier to preparing legal documentation, consult Bull Importer.
