Chinese Culture and Business Etiquette

Business Relationship in China
• Chinese business relationship inevitably becomes a social relationship after a while. Unlike Western business relationship which remains professional and perhaps, aloof, even after a long time, Chinese business relationship becomes a social one. • The more you share your personal life, including family, hobbies, political views, aspirations, the closer you are in your business relationship. Sometimes, a lot of time is spent discussing matters outside of business, but then a lot of time, the other party is also making up his mind about your deal based on how much he sees your personal relationship with him.
Business Etiquette in China
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Extension for Giving Face
• Do not underestimate the concept of losing face. Arriving late, causing embarrassment, behaving confrontationally, insisting too hard on paying a bill or calling attention to a mistake can all cause loss of face. • However, complimenting someone on their business acumen in front of their colleagues is an easy way to win points. • If a Chinese person has misunderstood you, or cannot (or does not want to) answer a question, they may laugh to cover their embarrassment. Try not to get agitated. They may come back to you with an answer later once they’ve had the chance to think it through or find out the answer. If they don't, you’ll need to ask again—but it's best not to do this in front of others so as not to cause a loss of face.

商务英语写作交际中的中国礼节Chinese Etiquette在外国人的眼中，中国人的礼节有时是很令人费解的。

让我们来看看外国人眼中的中国礼节：Chinese courtesies have always been formal to follow strict rules, although sometimes Chinese people seem to be impolite according to Western norms in public places. To well understand Chinese, some concepts should not be ignored: 尽管在西式标准的公共场合下，中国人有时似乎显得不够礼貌。

但中国式的礼貌，却有它自己的严格规则。

要更好的了解中国，下面的这些概念你就不该忽视：面子/Mianzi (Face)The idea of shame, usually expressed as ‘face’could be loosely defined as the ‘status’or ‘self-respect’in Chinese and by no means alien to foreigners. It is the worst thing for a Chinese to lose face. Never insult, embarrass, shame, yell at or otherwise demean a person. Since all these actions would risk putting a Chinese in a situation that he might lose face. Neither try to prove someone wrong nor shoutat him in public. In order to get a successful effect without letting a Chinese lose face, any criticism should be delivered privately, discreetly and tactfully, or else, just opposite to what you wish.羞耻这个概念，通常被表达为“面子”。

Chinese Culture and Business EtiquetteAbstract: Today the etiquette is playing an important role in the process of globalization. It becomes the reflection and manifestation of one country’s politics, economy, culture in people’s social contact. Every nation has its own etiquette standard, which created with the spirit of the nation. In this essay will focus on the cultural difference in Chinese business etiquette and search for its root.Key words: Chinese culture; business etiqutte1 Chinese culture and values1.1 Definitions of cultureSo far culture has been defined in many ways by a wide rang of people from diverse backgrounds. Culture generally refers to the knowledge, beliefs, arts, laws, morals, customs, habits, and capabilities acquired by individuals who interact in a specific area of society. It involves a numbers of usually man-made, collective, and shared artifacts, behavioral patterns, values or other concepts which are taken together to form the culture as a whole.1.2 Chinese cultureThe mixture of various cultures including those deep rooted in Chinese history and those imported in the ancient time has led to the profoundness, uniqueness and colorfulness of Chinese culture. It can be molded by the three philosophical traditions: Confucianism, Taoism and Buddhism. Briefly, Confucianism deals with human relationship, Taoism deals with life in harmony with nature, and Buddhism deal with immoral world, among which Confucianism and has fundamental influence on the basis framework of Chinese civilization. Confucianism’s central doctrine is that of the virtue of Ren. It is translated variously as goodness, benevolence, humanity and human-heartedness. In short, Ren means affection and love. Therefore, the old morals of loyalty and piety, affection, and love, faithfulness and righteousness, are superior to those of the foreign countries. The basic tenets of Confucianism are based upon five different relationships:* Ruler and subject* Husband and wife* Parents and children* Brothers and sisters* Friend and friendThrough maintaining harmonious relations as individuals, society itself becomes stale.1.3 Some basics of Chinese cultural valuesEach culture represents a limited choice of behavior patterns from the infinite patterns of human experience. This selection is made according to the basic assumptions and values that are meaningful to each culture. Values are the valuative components of our belief, value, and attitude system. Kluckhohn identified five orientations, five categories of beliefs and behaviors that are universal.* Human nature* Relationship to nature* Sense of Time* Activity* Social relationships1.3.1 Human natureIn China, as in other Asian societies that have accepted the teachings of Confucius, people are believed to be basically good. As we said, children are believed to be pure and innocent but may become corrupt as they grow older and have more contact with society. The direction of moral change is more likely to be from good to bad, rather than from bad to good as it is in the West. Because of this danger, it is the responsibility of those in authority, such as parents, teachers and political leaders, to protect the morality of those under their care and to be models of virtue themselves. Chinese people share with Westerners a belief that education should be a good moral influence on people. In fact, Chinese expect schools and universities to be places of virtue.1.3.2 Relationship and humans to natureIn China, relationship and humans to nature is: harmony with nature, as follows: live according to the rhythms of nature; everything has its own character; be balanced.Chinese traditional medicine shows the cultural value of harmony with nature. InChinese medicine the human body is part of nature and needs to be brought back into balance. Medicine should work with the body’s own resources. It should be integrated with the body.1.3.3 Sense of timeIn China, sense of time is: past orientation, Tradition if the best teacher; what happened in the past is important today; the old are wise; break with the past to change society.In China, time is more like the rhythm of the waves, the ebb and flow of hourly, daily annual and historical cycles. Pay attention to these rhythms and stay in tune with them. Each activity has its time. It is a pleasure to enjoy the strawberries when they come into season. They will only be available for a few weeks, so enjoy them and do not think about them when the time is not right. They pay attention to the past. It is a cushion that softens the pressures of life. It is a reservoir of the wisdom of your ancestors. It is the precious life experience accumulated by your parents and grandparents who lovingly pass it on to you. It is where all our rich humanity, including virtue, can be found in the endless stories of heroes, leaders, scoundrels, enemies, lovers, and sages. Be thankful for them, as they never fail to guide and help you.1.3.4 ActivityIn China, activity is being-who you are: to protect your dignity and the dignity of others; fulfill your role; show the world who you are; pay attention to people.In being cultures, social statues and position may be more significant than what the person does. The Chinese in these situations are likely to be showing that they are friendly, virtuous, or sufficiently important to be worthy of the Westerner’s attention and relationship. The Chinese say things that a person of their status and character should say to show that they are educated, polite, humble, high-ranking or hospitable.1.3.5 Social relationshipsIn China, social relationships are hierarchy, you should obey authority; know your place; treat others according to their position; look to leading figures to know what to think and do.In a hierarchy people have clearly defined privileges and obligations according to their position. For instance, an older brother is expected to protect and advise a younger brother, while the younger one is expected to listen to and serve the older one. Even in relationships, which to people from other culture appear to be non-hierachical, Chinese people are aware of a hierarchy. It may be based on age, family socialposition, academic achievement, or some other criterion. In both obvious and subtle ways people’s relationships with one another are influenced by where they perceive each other to be in a number of different hierarchies.2 Chinese business etiquette based on Chinese culture and valuesChina’s business culture and etiquette is very much different fro m Western business practice. It is good advice for people who intend to do business with Chinese to learn some basic Chinese business culture before traveling to China.2.1 Initial approachThe Chinese and dislike doing business with strangers, they naturally turn to their relationship networks for help, so they work hard to cultivate friends in high or strategic places. If a Chinese finds him or herself without guanxi, the first order of business is to establish one. It’s helpful to be introduced properly by an intermediary known to both sides. Chinese prefer to do business with, and even to hire, those with whom they have guanxi, which is contrasted to an aversion to doing this among Westerners. They believe it diminishes the danger of problem, and makes solving them much easier when they do arise.2.2 GreetingIn China, people greet with each other with head nodding, smile, hand shaking and so on. Even good friends just hold hands for a short time or hammer softly on the other friend’s shoulder. Nowadays, hand shaking has become a custom to show hospitality and friendliness in many countries. But the way of hand shaking is a little different.In English speaking countries, people used to hug or kiss each other in public between males and females, which is unacceptable and only exists between lovers and couples in private in China.Seniority is very important to the Chinese especially if you are dealing with a State owned or government body. Instead of addressing the other party as Mr or Mrs so and so, it is always appropriate to address the other party by his designation, for example, Chairman Gao. When giving out name cards or brochures, make sure you start with the most senior person before moving down the line. When giving out a name card or receiving one, ensure that you are stretching out with both hands with the card. Remember to face the card you are giving out in a manner such that the receiving party gets it facing him correctly.2.3 Body languageEvery culture defines proper distance. Westerners usually find that the Chinese comfort zone regarding distance is a bit too close for their comfort. Instinctively, Westerners may back up when others invade their space. Do not be surprised to find that the Chinese will simply step closer. Do not be offended if you are pushed and shoved in a line. Lining up tends to be less systematic in China and can appear unorganized – be patient.The following gestures may cause unpleasant in China:*Pointing the index finger—use the open hand instead.*Using the index finger to call someone—use the hand with fingers motioning downward as in waving.*Finger snapping or whistling to get someone’s attention.*Playing with chopsticks during eating or using chopsticks to point while eating. The general rule is, “put them down when you speak”.* Licking fingers at the dinner table.* Showing the soles of shoes.2.4 Gift-giving and acceptingGifts will always be appreciated by the Chinese hosts as long as they are of the appropriate type and not too expensive. Here are some inappropriate gifts:* Clocks would never be suitable. In Chinese the phrase ‘to give a clock’ sounds like ‘to pay one’s final respects.’ Hence, many Chinese people would not be comfortable about exchanging clocks as a homonym for attending a funeral.* Anything that is outrageously expensive. This kind of gesture will be interpreted as an attempt to bribe somebody, which is a serious crime in China.* Avoid giving gifts that are wrapped in black or white paper. These colours represent death.* Fine liquors, pens and solar calculators will be gladly accepted by Chinese business partners.* Giving face (giving due respect) is a very important concept in China. You must give the appropriate respect according to rank and seniority. For example, if you are buying gifts for an initial contact, make sure you buy better gifts for the seniormanagers instead of buying similar gifts across the board.2.5 Banquet EtiquetteIn China, the business etiquette seating arrangement is determined by the host. Always wait to be seated rather than seating yourself. Do not eat or drink anything (except tea) until the host has delivered the welcoming toast and eating. If you are the guest of honor, you should also make a toast a few minutes after everyone has begun eating. Never drink your alcoholic drink alone, if you want to take a sip from it, find someone else at the table that you can toast with and then you can drink.During the meal, your hosts may place food on your plate for you as a sign of respect. Don’t feel obliged to finish everything on your plate, and it’s best to finish the meal with something left in your plate to show that you have eaten so much you can’t possibly eat another thing.The Chinese are big drinkers especially in Northern and Western China. It does not matter if it is lunch or dinner; as long as a meal is being hosted, there will be alcohol. Chinese wine is the favorite, followed by red wine and beer. Chinese wine is more like fuel than liquor, having a alcohol concentration as high as 60%! No matter how good a drinker you may think of yourself, never, ever challenge a Chinese into a drinking contest. They will win, hands down.It is often seen as rude not to drink with the Chinese in a formal dinner. To maintain your sanity, either claim to be a non alcoholic or plead medical grounds as an excuse. This will let you off the hook with little or minimal drinks. Better yet, bring a partner who can drink on your behalf.3 ConclusionChinese business etiquette is the reflection of Chinese values and the core of culture. When one negotiate with Chinese, it is generally advisable to use the proper business etiquette that goes with that particular culture. Observation shows that a truly bilingual person that maintains the existing base of traditional etiquette in the appropriate forum will makes his communication with Chinese easier and better.Bibliography：[1]窦卫霖.跨文化商务交际[M].高等教育出版社.[2]崔颖.Analysis on How does the Culture Conflict InfluenceBusiness Negotiation and Foreign Investment in China [J].华章，2007,10.[3]赵英华. A combination of influences from Confucianism and Taoism upon Chinese culture and literature[J].科技信息，2008，23.。

Doing Business in China: Intercultural Differences and etiquetteThursday, January 12th, 2012 at 6:03.Business meals in China (Chinese characters: 商务会餐, pinyin: Shāngwù huìcān) are an essential ingredient in successfully conducting international business in China, however knowing that they are important is not enough. But the following the rules of Chinese etiquette in your own culture can be difficult at times and after crossing borders the rules can change drastically from what you are familiar with. Remember the cross cultural differences between Eastern and Western cultures, so don´t walk into this potential minefield of social blunders uneducated and read on about this cross cultural training!Knowing the local rules of Chinese etiquette (Chinese characters: 礼仪, pinyin: Lǐyí) is crucial when doing business in China (Chinese characters: 中国, pinyin: Zhōngguó) and learning some practical skill s and increasing your intercultural awareness. Mistakes in manners in China can leave your potential business partners perceiving you as rude or unappreciative. A Chinese business dinner (Chinese characters: 晚餐, pin yin: Wǎncān) is the perfect opportunity to promote your business in China and can be crucial to your future success.Toasting (Chinese characters: 敬酒, pinyin: Jìngjiǔ)To keep a happy atmosphere at a business dinner in China, expect that there will be many toasts during the meal. (Many!) When toasting, it is important to stand up and use both hands, with the right hand holding the glass and the left hand to support the bottom. It is also a significant social courtesy for the lower ranking member to toast his glass below that of the person they are toasting. Many people can toast to one person so be careful if you are the only guest, all the people will come one by one to toast with you. And always remember that when the host toasts you, you should return the favour.Is that seat (Chinese characters: 座位, pinyin: Zuòwèi) taken?You have to learn that in Chinese business culture there is a seating hierarchy. That’s why Chinese cultural awareness turns out to be a very important issue. The seat facing the door is reserved for the host and the guests of honor sit next to the host. Chinese table seating is dating back to the Zhou Dynasty (Chinese characters: 周王朝, pinyin: Zhōu wángcháo) where a complex set of table manners was developed to show the different status and importance of each class. Table seating today in China still maintains that respect for seniority.Business Card (Chinese characters: 名片, pinyin: Míngpiàn)When exchanging business cards in China it is important to use both hands both to present and rece ive. Present your card so that your name is facing the recipient, and if you have a bilingual card present theChinese card side first. After receiving your future business partners card be sure to examine it (i.e. don´t just jam it in your jacket pocket). It is also consider polite to lay the cards out on the table next to you.When doing business in China remember the intercultural differences between Eastern cultures (Chinese characters: 东方, pinyin: Dōngfāng) and Western (Chinese characters: 西方, pinyin: Xīfāng) ones. So to keep your Chinese – international business relationship moving forward keep on toasting!Comments are closed.Business Etiquette and Protocol in ChinaRelationships & Communication. The Chinese don't like doing business with companies they don't know, so working through an intermediary is crucial. This could be an individual or an organization who can make a formal introduction and vouch for the reliability of your company.. Before arriving in China send materials (written in Chinese) that describe your company, its history, and literature about your products and services. The Chinese often use intermediaries to ask questions that they would prefer not to make directly.. Business relationships are built formally after the Chinese get to know you.. Be very patient. It takes a considerable amount of time and is bound up with enormous bureaucracy.. The Chinese see foreigners as representatives of their company rather than as individuals.. Rank is extremely important in business relationships and you must keep rank differences in mind when communicating.. Gender bias is nonexistent in business.. Never lose sight of the fact that communication is official, especially in dealing with someone of higher rank. Treating them too informally, especially in front of their peers, may well ruin a potential deal.. The Chinese prefer face-to-face meetings rather than written or telephonic communication.. Meals and social events are not the place for business discussions. There is a demarcation between business and socializing in China, so try to be careful not to intertwine the two.Business Meeting Etiquette. Appointments are necessary and, if possible, should be made betweenone-to-two months in advance, preferably in writing.. If you do not have a contact within the company, use an intermediary to arrange a formal introduction. Once the introduction has been made, you should provide the company with information about your company and what you want to accomplish at the meeting.. You should arrive at meetings on time or slightly early. The Chinese view punctuality as a virtue. Arriving late is an insult and could negatively affect your relationship. Pay great attention to the agenda as each Chinese participant has his or her own agenda that they will attempt to introduce.. Send an agenda before the meeting so your Chinese colleagues have the chance to meet with any technical experts prior to the meeting. Discuss the agenda with your translator/intermediary prior to submission.. Each participant will take an opportunity to dominate the floor for lengthy periods without appearing to say very much of anything that actually contributes to the meeting. Be patient and listen. There could be subtle messages being transmitted that would assist you in allaying fears of on-going association.. Meetings require patience. Mobile phones ring frequently and conversations tend to be boisterous. Never ask the Chinese to turn off their mobile phones as this causes you both to lose face.. Guests are generally escorted to their seats, which are in descending order of rank. Senior people generally sit opposite senior people from the other side.. It is imperative that you bring your own interpreter, especially if you plan to discuss legal or extremely technical concepts as you can brief the interpreter prior to the meeting.. Written material should be available in both English and Chinese, using simplified characters. Be very careful about what is written. Make absolutely certain that written translations are accurate and cannot be misinterpreted.. Visual aids are useful in large meetings and should only be done with black type on white background. Colours have special meanings and if you are not careful, your colour choice could work against you.. Presentations should be detailed and factual and focus on long-term benefits. Be prepared for the presentation to be a challenge.Business Negotiation. Only senior members of the negotiating team will speak. Designate the most senior person in your group as your spokesman for the introductory functions.. Business negotiations occur at a slow pace.. Be prepared for the agenda to become a jumping off point for other discussions.. Chinese are non-confrontational. They will not overtly say 'no', they will say 'they will think about it' or 'they will see'.. Chinese negotiations are process oriented. They want to determine if relationships can develop to a stage where both parties are comfortable doing business with the other.. Decisions may take a long time, as they require careful review and consideration.. Under no circumstances should you lose your temper or you will lose face and irrevocably damage your relationship.. Do not use high-pressure tactics. You might find yourself outmanoeuvred.. Business is hierarchical. Decisions are unlikely to be made during the meetings you attend.. The Chinese are shrewd negotiators.. Your starting price should leave room for negotiation.What to Wear?. Business attire is conservative and unpretentious.. Men should wear dark coloured, conservative business suits.. Women should wear conservative business suits or dresses with a high neckline.. Women should wear flat shoes or shoes with very low heels.. Bright colours should be avoided.Business Cards. Business cards are exchanged after the initial introduction.. Have one side of your business card translated into Chinese using simplified Chinese characters that are printed in gold ink since gold is an auspicious colour.. Your business card should include your title. If your company is the oldest or largest in your country, that fact should be on your card as well.. Hold the card in both hands when offering it, Chinese side facing the recipient.. Examine a business card before putting it on the table next to you or in a business card case.. Never write on someone's card unless so directed.。