BC Business
Shanghai | BCBusinessTaking a business trip to China? Brush up on your etiquette before embarking for Asia.
Handshakes: Don’t be too aggressive with your hand pump—use a lighter touch.
Introductions: Practice your host’s name and title. As a sign of interest in the business relationship, introduce yourself with a Chinese name.
Card Exchange: Always give and receive cards with two hands. Look at your host’s card carefully and put it away respectfully. Cards should include information in English and Chinese.
Bring a Gift: It is customary to present a gift to your host at the end of your first meeting. Offer a small token, indicative of where you’re from (B.C. wine or a piece of First Nations art).
Hire a Translator: This will ease the language barrier and help you accomplish your business goals. The Society of Translators and Interpreters of B.C. (stibc.org) offers a directory of translators by language and certification.
Be Punctual: Arrive early, armed with Chinese-language materials about your company.
Guanxi: Your first meeting with your host is the first stage of building a relationship (guanxi). If there is no trust, there will be no business, so solidify your relationship with your host.
Be Patient: Unlike Western companies that want to get down to business, Chinese companies require more getting-to-know-you time in a social context—and over multiple trips.
Business/Pleasure: Business is often done in restaurants. Your host wants to learn how you conduct yourself socially—how you eat, hold your alcohol and communicate. Get personal to prove you are trustworthy.
Drink, Moderately: Drinking together indicates mutual trust and proof of a close relationship. But sip carefully—the traditional white grain liquor baijiu is 53 per cent alcohol.
Prepare to Toast: The host will start the meal with a toast. Be ready to reciprocate. When toasting, the Chinese normally say Gan bei, which translates to “bottoms up.”
Keep it Clean: Take a conservative and modest approach—swearing, being excessively loud or informal behaviour will not be appreciated.
Taboo Subjects: Tabloid fodder (politics, religion and sex) is off the table.
Preserve Mianzi: A person’s mianzi (reputation, sense of honour) must remain intact. Never lay blame or put anyone on the spot.
Between the Lines: Your Chinese host will never say no to you. Get comfortable with indirect communication and subtext.
Download the BCBusiness iPad app to access our Doing Business in China video featuring etiquette instructor Niko Bell!
Etiquette Profs: Niko Bell, writer and Mandarin translator; David Wong, managing director, DK Wong & Associates Inc.; and Harold L. Hutton, senior adviser, Kanata Capital Corp.