CHIN

o China is the fourth largest

Country in the World.
o China is bordered on the
North
by
Mongolia
and
Russia; on the East by the
Yellow and the East China
seas; along the southern
border
are
Hong
Kong,
Macau, the South China Sea,
the Gulf of Tonkin, Vietnam,
Bhutan
and Laos; on the
West by India, Nepal and
Pakistan.
oThe population of China
according to a July 2009

Paper , Compass , Explosive Powder and Printing

qualify as the " Four Great Inventions of China ".
They are also credited with having invented the
wheel and the first calendar.

The largest ethnic group in China by far is the

Han.

The Martial Art Kung Fu was invented by the

Shaolin Monks who used it to protect themselves
from robbers in lonely mountain roads.

DOS &
DON'TS

2. WOMEN SHOULD AVOID HIGH HEELS AND

SHORT SLEEVED BLOUSES. THE CHINESE
FROWN ON WOMEN WHO DISPLAY TOO MUCH.
3. SUBTLE, NEUTRAL COLORS SHOULD BE
WORN BY BOTH MEN AND WOMEN.
4. CASUAL DRESS SHOULD BE CONSERVATIVE
AS WELL.
5. MEN AND WOMEN CAN WEAR JEANS.
HOWEVER, JEANS ARE NOT ACCEPTABLE FOR
BUSINESS MEETINGS.
6. REVEALING CLOTHING FOR WOMEN IS
CONSIDERED OFFENSIVE TO CHINESE
BUSINESSMEN.

BODY LANGUAGE
1. DO NOT USE LARGE HAND MOVEMENTS. THE CHINESE
DO NOT SPEAK WITH THEIR HANDS. YOUR MOVEMENTS
MAY BE DISTRACTING TO YOUR HOST.
2. PERSONAL CONTACT MUST BE AVOIDED AT
IS HIGHLY INAPPROPRIATE FOR A MAN TO
WOMAN IN PUBLIC.

ALL COST. IT
TOUCH A

3. IT IS CONSIDERED IMPROPER TO PUT YOUR HAND IN

YOUR MOUTH.

4. KISSING IS NOT CONSIDERED APPROPRIATE FOR

GREETING
5. CHINESE PEOPLE SLIGHTLY BOW DOWN THEIR HEAD
TO GREET THE ELDERLY OR PEOPLE IN POWER.

Many common Western

gestures are considered rude
in China o
o
o

o
o

Showing the soles of shoes

Pointing with the index finger use a faceup, open hand instead
Beckoning someone with the index finger
use the hand with fingers motioning
downward as in waving instead
Whistling to get someones attention
Finger snapping

GIFTING IS VERY DELICATE IN

CHINA:
1. IT IS ILLEGAL TO GIVE GIFTS TO GOVERNMENT OFFICIAL
HOWEVER; IT HAS BECOME MORE COMMONPLACE IN THE
BUSINESS WORLD.
2. IT IS MORE ACCEPTABLE TO GIVE GIFTS EITHER IN
PRIVATE OR TO A GROUP
AS A WHOLE TO AVOID
EMBARRASSMENT.
3. THE MOST ACCEPTABLE GIFT IS A BOUQUET.
4. QUALITY WRITING PENS AS CONSIDERED FAVORED GIFTS.
5. THE FOLLOWING GIFTS AND/OR COLORS ARE ASSOCIATED
WITH DEATH AND SHOULD NOT BE GIVEN:
CLOCKS
STRAW SANDALS
A STORK OR CRANE
HANDKERCHIEFS
ANYTHING WHITE, BLUE OR BLACK

COMMUNICATIONS

Bowing or nodding is the common greeting;

however, you may be offered a handshake. Wait
for the Chinese to offer their hand first.
o Applause is common when greeting a crowd;
the same is expected in return.
o Introductions are formal. Use formal titles.
o Often times Chinese will use a nickname to
assist Westerners.
o Being on time is vital in China.
o Appointments are a must for business.
o Contacts should be made prior to your trip.
o

Bring several copies of all written documents for

your meetings.
The decision making process is slow. You should
not expect to conclude your business swiftly.
Many Chinese will want to consult with the stars
or wait for a lucky day before they make a
decision.
Present and receive cards with both hands.
Never write on a business card or put it in your
wallet or pocket. Carry a small card case.
The most important member of your company or
group should lead important meetings. Chinese
value rank and status.
Develop a working knowledge of Chinese culture.
Allow the Chinese to leave a meeting first.

CONVERSATIONS AND NETWORKING

Chinese should be addressed with a title and

their last name. Example: Mr., Miss, Madam,
and then the last name.
o

Many Chinese adopt an English name to make

it easier for North Americans to address them.
o

These names are usually odd-sounding

because Chinese try hard to make their English
name different from other common names.
o

oStudy

China. Learn about their

history,
and
geography.
Chinese
appreciate this effort.

culture,
people

Make an effort to learn some words in

Chinese, but make sure that you know when it
is appropriate to use these words. Chinese
people appreciate this effort as well.
o

Avoid negative replies. Negative replies are

impolite. Instead of saying no, say maybe,
even if you mean no. Chinese people do the
same to you.
o

oIf

Chinese people say things like this is not a

serious problem, or this is not a big deal, it
usually means there is a problem.
Expect to answer intrusive
your age, income, title, family
o

questions about
status and other

AND NEGOTIATION
TACTICS

MEETING
Always be on time for a meeting or appointment. Being
late is an insult.
o
o When the meeting is finished, leave first. Chinese
expect you to leave before they do.
o
o

BUSINESS CARD
If you are handed a business card, make sure to look at
it before you put it away.
o
o Not looking at a business card before putting it away
results in a breach of protocol.
o
o When presenting your business card,
do it with both hands.
o
o Make sure that the business card includes your title,
and one side of the business card is printed in Chinese
o
o

PRESENTATION
Design:
When designing presentations, keep material in
black and white. Certain colors have special
meanings in Chinese culture, and the meanings
are mostly negative
Content:
Remember that China is a Communist country, so
negotiations and presentations must be set up to
support the Communist party. Do not mention
deadlines. Remain patient, as Chinese like to
extend negotiations beyond official deadlines.

DINNER ETIQUETTE

Always arrive on time.

Do not discuss business during the meal.
Always leave some food on your plate. A clean
plate indicates that you were not given
enough food, and this is a huge insult.
Leave some tea in your cup if you do not want
a refill.
Slurping and belching at the table can be
perfectly acceptable.
Chinese people enjoy testing the ability of a
foreigner to handle his or her alcohol, so be
ready to drink.
Do not tip. It is considered an insult.

Eat whatever you are offered by your host.

Refusing is considered rude.

Keep your glass below that of the eldest

person in a group while toasting. The glass
of the eldest person is always held high.

While having tea with a companion, always

fill up his or her tea cup whenever it goes
empty especially if your companion is older
or a female.

Chinese believe that it is bad luck to leave

even a single grain behind in a bowl. So,
better finish all of the rice in your bowl.

BUSINESS CULTURE
Surprisingly, gift giving in Chinese business
culture is forbidden, because this gesture is
considered bribery.
Some businesses still practice gift giving,
but the safest thing to do is avoid it.
Keep in mind that Chinese businesses are
very family-oriented.
Chinese business culture is very relationship
oriented. Expect the process of doing
business with the Chinese to be a long one.
In business they build relationships first,
and do business afterwards.
Remember that Chinese business culture is

Business cards are routinely exchanged at

the first meeting.

Carry bilingual business cards with one side

in Chinese, and the other in English. Include:
* Companys name
* Job title
* Special qualifications

When receiving a business card, receive it

using both hands and compliment the card
itself. Instead of immediately putting it
away like in the West, keep the card out
during the meeting.

When meeting someone for the first time

for a China sourcing business meeting, you
should engage in general conversation
before turning to business. Casual
conversation topics in China differ from that
of English speakers. It is not impolite to ask
about:
* A persons job
* Annual salary
* Marital/dating status
* Age
Your answers do not have to be extremely
specific, but avoiding direct questions will
be viewed with wariness and suspicion.
The willingness to answer questions is the
important take-away from the conversation.
Questions about family tend to be deflected

While having
up his or her
especially if
female.

tea with a companion, always fill

tea cup whenever it goes empty
your companion is older or a

Chinese believe that

even a single grain
better finish all of the

Show your interest towards NBA Basket Ball as

Chinese people love it.

Always
people.

it is bad luck to leave

behind in a bowl. So,
rice in your bowl.

be punctual when meeting Chinese

Punctuality reflects respect for others.

WHEN DUBIOUS ABOUT SOMETHING, FOLLOW THE

PROVERB:

WATCH CHINESE PEOPLE AND DO WHAT

THEY DO.