Lesson 2: China -- Don't be Late for Meeting!

To recognize how much you know, let's begin with a small quiz!

Quiz 1:Who would you expect to make decisions from negotiations and meetings?
A)The negotiation team through consensus
B)Most senior ranking attendee
C)Your direct counterpart
(please leave your answer in the comment box below)
(Answer will be revealed in the following post! )
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Ni hao (你好)

The followings are the essential business etiquette that you need to know when doing business with the Chinese. This episode is focusing on the business etiquette during the formal situations, especially when before meetings and during meetings. With a unique history and background, China have its own unique business culture and etiquette. To avoid any cultural disasters, here are some tips for you on how you can conduct a more successful business in China.



Before meetings

1) Scheduling the meeting -- Must be made in advance

• Try and book meetings between April – June and September – October.
• Avoid all national holidays especially Chinese New Year. The Chinese New Year which varies according to the lunar calendar, is sacrosant. Business is rarely conducted in the week preceding and following it.

2) Preparing -- Sending agenda

• Prior to any meeting always send an agenda, make sure that what is to be discussed is made clear beforehand
• Colours are important throughout Chinese culture. Black and white is saftest in business documents.

Meeting

1) Timing -- Don't be late! -Punctuality is considered a virtue.

• Guests are greeted upon arrival by a representative and escorted to the meeting room; hosts are expected to be in place before guests arrive.

2) Seats arrangement -- To the right

• The principal guest is usually seated to the principal host’s right, on a sofa or chairs opposite the door.

3) Greeting -- Shaking of hands mildly and a slight nod of the head

• Meetings start with the shaking of hands and a slight nod of the head. Be sure not to be overly vigorous when shaking hands as the Chinese will interpret this as aggressive.
• Body posture should always be formal and attentive as this shows you have self-control and are worthy of respect.

4) Exchanging business card (On initial meeting) --
Mention all the necessary information on your card

• Business cards are exchanged on an initial meeting
• Use both hands to receive it and show your interest by taking some time to read the details of the card.

5) During Meeting -- Be formal and avoid political issues

• If this is your first meeting then start with your experiences in China so far. Keep it positive and avoid anything political.
• Never become too informal and avoid humour.
• Dont mention Taiwan and dont criticise the Chinese leadership.

6) Negotiating -- Be patient and show compromise

• The Chineses' primary aim in negotiations is ‘concessions’
• You must be willing to show compromise and ensure their negotiators feel they have gained major concessions.
• Be patient and never show anger or frustration.
• Decisions will take a long time either because there is a lack of urgency.

Chinese Business Etiquette: Meeting Protocol -- powered by ExpertVillage.com (Last visit:9 Mar,2009)

In the following episode, you can further discover the informal business etiquettes in China more thoroughly. See you!