Chinese Business Etiquette and Cultural Norms: Do’s and Don’ts
Gain a Deeper Understanding of Business Culture and Build Strong Business Relationships in China 💼
Cultural elements (and differences!) play a vital role in business.
This is especially true if you come from a Western culture and want to develop solid business relationships in China.
Going in prepared and understanding certain cultural aspects will save you a lot of stress and confusion in many business dealings and provide you with some much-needed cultural context.
In this blog post, we’ll guide you through the key aspects of Chinese business etiquette, hierarchical structures, and the concept of ‘face’ culture.
Business Etiquette and Cultural Norms || Meeting and Greetings in China
Business Etiquette and Cultural Norms || Exchanging Business Cards
Business Etiquette and Cultural Norms || Business Meetings and Presentations
Business Etiquette and Cultural Norms || Gift Giving in Chinese Business Culture
Business Etiquette and Cultural Norms || The Importance of Hierarchy and Relationships
Business Etiquette and Cultural Norms || The Concept of Face Culture
Business Etiquette and Cultural Norms || Do’s and Don’ts in China
Business Etiquette and Cultural Norms || FAQs
Business Etiquette and Cultural Norms || Meeting and Greetings in China
In China, handshakes are a common way to greet people in the workplace.
Preferably offer a firm handshake, reflecting your professional level and confidence in what you can bring to the table.
🤝🏻 Remember to wait for your Chinese counterpart to initiate the handshake.
You can also show extra gestures of respect by slightly nodding or bowing.
You can address the person by their surname followed by their title, e.g. 王经理 (Wáng jīnglǐ ; Manager Wang)
Addressing someone in this way acknowledges their position with respect. Don’t call someone by their first name unless you have developed a close working relationship and are invited to do so.
To learn more about using titles in Business Chinese, check out our post about professional greetings & introductions in Chinese below 👇
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Business Etiquette and Cultural Norms || Exchanging Business Cards
Exchanging business cards 名片 (míng piàn) at your first meet-and-greet is vital etiquette in China. It shows that you look forward to further collaborations with someone.
👉 If you’re looking for help from the other side or talking to someone more senior, be sure to present your business card first.
Offer your business card with two hands and look at the other person’s eyes sincerely. Also, receive others’ business cards with both hands to show respect.
Taking a business card with just one hand can appear disrespectful and leave a bad impression.
Have you experienced any business faux pas in China? Let us know in the comments!
Business Etiquette and Cultural Norms || Business Meetings and Presentations
🕘 Being punctual is the most essential part of Chinese business culture.
Arrive on time or slightly early for meetings or presentations to show respect. However, avoid arriving too early, as it may pressure your Chinese host to spare time for you.
Most Chinese also take a noon nap break between 12pm and 2pm. So be mindful not to schedule anything during the break.
Chinese often enjoy a bit of small talk before diving into formal conversations to build trust.
Topics typically cover food and weather. As a foreigner, they will be particularly interested in hearing about your experiences in China, such as where you have visited and how you enjoy the local food.
During the meeting and presentation, Chinese people may not show strong emotions or disagreement. They like to keep a harmonious pace in formal settings and avoid confrontation.
If you want to discuss something, present your opinions with a smile and a friendly offer instead of direct criticism. A pleasant atmosphere always helps to keep the conversations going.
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Business Etiquette and Cultural Norms || Gift Giving in Chinese Business Culture 🎁
Giving gifts is also a friendly gesture after the formal conversation. Ensure that you don’t present gifts during the formal discussions.
Avoid extravagant and luxury items, as they might be perceived as bribery. Instead, present gifts casually and personally when you and your Chinese counterparts have already developed trust.
When presenting gifts, offer them with both hands to show sincerity.
Avoid items like clocks, which means time is running out in Chinese culture. Don’t give anything in sets of four, as the number four sounds like “death” in Chinese.
When receiving a gift, take it with both hands to express your gratitude, and don’t open it right away.
It is considered rude to open gifts immediately unless you ask for permission.
Business Etiquette and Cultural Norms || The Importance of Hierarchy and Relationships
Hierarchy and relationships 关系 (guān xì) play pivotal roles in Chinese culture. The nuances are complex, but you need to understand them the most to do business well in China.
Stemming from the traditions of Confucianism, Chinese people emphasize respect for elders, hierarchy, and authority. Regardless of opinions or talents, you should always pay some tribute to a person with more experience and higher-ranking titles than you.
🚫 Do not directly confront a senior or authority figure and point out their mistakes.
Instead, you first affirm their authority and then can offer a better solution for their benefit.
Traditional culture also promotes a sense of responsibility and loyalty. Once trust is built, it is much easier to access more opportunities. So, relationships are your strongest assets to build for doing business smoothly and opening up more opportunities.
Business Etiquette and Cultural Norms || The Concept of Face Culture
Another complex cultural nuance is the face 面子 (miàn zi) culture. Also stemmed from the long years of tradition, face refers to a person’s reputation, social titles and dignity.
Don’t simply take it as fake flattery. In social and business contexts, face is a unique facet of trust, respect and modesty in Chinese culture.
Giving face is the foundation of every business relationship you build. It means you respect and validate their social status. In return, they feel respected and are willing to offer their resources to help you.
On the other side, if you confront Chinese and directly criticize their mistakes in public or in front of higher executives, they feel like they lose face. Even if you don’t have that intention, you might have crushed the trust and will have a hard time in future businesses with them.
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Business Etiquette and Cultural Norms || Do’s and Don’ts in China
With all those cultural norms, let’s offer you a quick list of cultural tips to watch out for.
👍 Do’s
– Be punctual and respectful of time. Don’t arrive too early.
– Use both hands when giving or receiving anything, especially business cards.
– Engage in friendly small talk to build rapport and trust before formal meetings.
– Show respect for Chinese people’s senior titles and hierarchy levels to give them face.
– Keep building your relationships 关系 (guān xì) as your network in China.
👎 Don’ts
– Don’t criticize in public or confront Chinese people directly, especially someone in a high executive position or an authoritative figure.
– Don’t offer gift exchanges before or during formal discussions.
– Don’t give gifts associated with bad luck, like clocks or items in sets of four.
– Don’t address people by their first names unless invited to do so.
– Avoid discussing sensitive topics such as politics or human rights.
Now you’ve brushed up on the business etiquette and cultural norms. Congrats! You are all set to build better relationships and navigate the business scenes in China.
Business Etiquette and Cultural Norms || FAQs
How should I greet someone in a Chinese business setting?
In China, handshakes are common. You can also slightly nod or bow while doing the handshakes. You then address the person by their surname followed by their title.
What is the proper way to exchange business cards in China?
Present your card with both hands, ensuring the Chinese side is facing up. To show respect, also receive others’ business cards with both hands.
What should I know when giving gifts in Chinese business culture?
Avoid items associated with bad luck, such as clocks or anything in sets of four. Present gifts with both hands and receive them the same way, but don’t open them immediately unless you’ve asked for permission.
Is hierarchy important in Chinese business culture?
Hierarchy is crucial in Chinese business culture. Always show some respect for people with senior titles and authority. Address their formal titles first in meetings and introductions.
What is ‘face’ culture, and how does it affect business in China?
‘Face’ 面子 (miàn zi), refers to a person’s reputation and dignity. Giving face means showing respect and avoiding direct criticism. Preserving face for Chinese people will greatly help you build trust and open up opportunities in business.
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