
So what major differences should professionals be aware of when doing business in China compared to the west?
The importance of face
Actions can either save or loose you face, influencing professional reputation. The Chinese aim not to show anger, loose control, be insulting, indecisive or show disappointment (displays of weakness) to avoid loosing face/honour. To do well and gain face, as in the West, be polite. Good conduct; complimenting hosts, attending meetings, participating socially, and showing an interest in Chinese culture and tradition will all help.Building relationships
Stating your intent to form long term professional relationships will earn you greater trust, and will be more profitable, as in any professional relationship. Entertainment, gift giving and socialising are perfect for cementing the client bond. But while social/professional activity is famed in China and may enhance the relationship, know that it’s likely not the be-all-and-end-all of all deals.Collect cards
Manage your meetings
Meetings in China are normally formal affairs, so avoid being too casual. Call people by their last names and title to be respectful. Be punctual, open to compromise as humility is a common negotiations tactic, and aim to gain control and power by providing the agenda – most pressing issues should always be discussed first. Be wary of using humour as it’s easily mistranslated, and be aware that a ‘yes’ may not always mean that. Directly stating ‘no’ can cause loss of face, so unless you’re presented with an outright affirmative answer, be cautious. It’s also wise to do as much research as you can about the organisation prior to meeting – they’ll be doing their research on you!Be friendly and aware of your non-verbal actions
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