Travel Reference
In-Depth Information
merce (AustCham), are also good organizations to hook up with and frequently run their
own networking events. Never go to any of these events without a deck of business cards,
and always keep a few on standby for unexpected introductions.
TIPS FOR GOOD BUSINESS RELATIONSHIPS
• Show respect for hierarchy and acknowledge the more senior people first. If having
dinner together, make sure they're seated in the best seat, which is usually the
one farthest from and directly opposite the door (historically the seat safest from
potential attackers).
• Relationships between China and the West are often tense and trust can suffer. Try
to overcome this by showing an interest in and respect for the culture.
• If something embarrassing happens, manage the situation so that your Chinese col-
league doesn't lose face.
• Give someone face by doing such things as mentioning them first when expressing
your thanks.
• If you invite people for dinner, you pay the bill—never go Dutch or split the bill.
If they invite you, try to offer to pay.
• Don't overdo gift giving. Money isn't suitable, nor is something outlandishly ex-
pensive.
• Don't be too direct when it comes to talking about the bottom line. Slow things
down by talking about family or social things first. No matter how good your
deal is, a Chinese person is highly unlikely to do business with you if they still
consider you a stranger.
• Be prepared to
g
ā
nb
ē
i
(bottoms up, or empty your glass) at business meetings and
events. Getting so drunk that you need to make a dash to the restroom will prob-
ably make you the butt of a joke but will also endear you to your Chinese asso-
ciates.
• When clinking glasses, always be sure that the rim of your glass is lower than that
of the person you need to give face to.
• Don't be offended by personal questions, but skirt around them if you really don't
want to answer.
• Understand that Chinese people probably won't directly say “no” or that they can't
do something. Similarly, don't directly say “no,” but say that you'll need to
think it over and get back to them.
