Chinese Etiquette
Business entertainment
What is common entertainment for the Chinese? On receipt of an invitation to dine, how should one reply?
Dining in a restaurant or hotel is the usual entertainment of choice for the Chinese. When receiving an invitation to dine, the foreigner should reply to verbal invitations verbally and to written invitations in writing. If you are unable to attend, be sure to include an explanation.
What are usual polite manners when attending a dinner invitation?
Firstly, enter a room according to rank. When you arrive, your Chinese hosts may applaud you; applaud them in return. Upon arrival, guests will be served tea, you should drink a little at least. Guests will mill around and engage in casual conversation. Once the food is on the table, the host will invite everyone to sit. Never go to the table until after the host has extended the invitation. The more dishes per course served, the more honour bestowed upon the guest.
What are the usual topics and conversations during the dinner?
Business is not discussed during the meal, but a skilled businessperson will allude to business indirectly and listen for clues or tips. Make appreciative remarks about the food throughout and at the end of the meal. Beware of praising food you do not like in an effort to be polite or it may be served to you at all subsequent banquets. In the dinner, avoid criticising China or mentioning Taiwan.
What are the usual toasts during the dinner?
Toasts are an important feature of Chinese banquets. Liquor, usually
baijiu, is served for toasting. Since baijiu can be too strong for many Western palates it is acceptable to toast with anything, even water.
Chinese toasts are "chin chin" or "gambei." Good standby toasts are "to the longevity of our business relationship" and "to the friendship of our companies." Do not clink glasses.
At the end of the meal, usually the host thanks the guests for coming and offers a final toast. Everyone should depart immediately.
Can I ask what I want? Can I refuse what I don't want?
You will not be asked what you want; the food will just be put on your plate. If you really do not want something, accept it but do not eat it. Eat small quantities; you are expected to sample each dish of each course. If the host has a particularly delectable morsel on his plate, he may honor you by taking it and putting it on your plate.
Are chopsticks used in the meal? Tell me something about the manner of using Chinese chopsticks?
Chopsticks are used for everything except soup (eaten with a porcelain spoon), Peking Duck (eaten with the hands), and dessert. Chinese chopsticks are usually round, made of ivory or plastic. They are longer and heavier than Japanese chopsticks. It is a courtesy to turn your chopsticks around to use the broad end when serving. Do not lay your chopsticks across your bowl.

Personal connections
It is said that Personal connections are very important for doing business in China?
Personal connections are the key element of doing business in China and are at least as important as what you know. To succeed in China, you must cultivate close personal ties with business associates and earn their respect and trust. Any successful person in China will be a member of a loose network of personal friends, friends of friends, former classmates, relatives, and associates with shared interests. These people do favors for one another and always seek a rough balance between help given and received.
Why do Chinese people pay so much attention to establishing close personal connections?
For the Chinese, individuals are part of the collective family whole. The family is the source of identity, protection, and strength. In times of hardship, war or social chaos, the Chinese family structure was a bastion against the brutal outside world, in which no one and nothing could be trusted. As a result, trust and cooperation were reserved for family members and extremely close friends. Moreover, China was and continues to be a land ruled more by decree than by laws. A high official could act with impunity, and innocent people could get hurt unless they had powerful friends to protect them. By establishing close connections with others, Chinese could survive and perhaps even prosper.
What is the usual attitude of Chinese when refusing to do a favour? Will they directly say "no"?
When asked for a favour, Chinese will usually avoid saying no, as to do so causes embarrassment and loss of face. If a request cannot be met, Chinese may say it is inconvenient or under consideration. This generally means no. Another way of saying no is to ignore a request and pretend it wasn't asked. Sometimes a Chinese will respond to a request by saying, "Yes, but it will be difficult." To a Westerner, this response may seem to be affirmative, but in China it may well mean no or probably not. If a person says yes to a question and follows by making a hissing sound of sucking breath between his teeth, the real answer could be no. Unless a request is really urgent, it is best to respect these subtleties and not to press the issue.

Building relationships
If I want to do business with some Chinese business associates, how could I best find such a party?
The best way to make contact with potential Chinese business associates is to have a mutual friend serve as an intermediary and introducer. Finding such a third party may be as simple as asking an overseas Chinese if he or she has any family members in China who could be potential associates. Besides, anyone who has worked in China or who has cooperated with Chinese authorities in the past could be a key source of business contacts. There are also many business consultants who can provide assistance for a fee. Chambers of commerce, small business associates and Chinese international trade offices may help you to find contacts too.

Proper Introductions
What is the meeting etiquette in China? Do they shake hands?
When meeting Chinese businesspeople, foreigners should display sincerity and respect. Handshaking etiquette, imported from the West, is generally the accepted form of salutation. But Chinese tend to shake hands very lightly and a handshake can last as long as ten seconds.
Besides shaking hands, is there any other etiquette for greeting in China?
While shaking hands is now the standard form of greeting, traditional etiquette calls for making a fist with the left hand, covering it with the right palm, and shaking the hands up and down. Some Chinese still do this, especially with close friends. It is also a formal way of saying thank you and a sign of reverence.
Is it necessary to exchange business cards when meeting in China? How to present the business cards?
Yes. The handshake is always followed by a ritualistic exchange of business cards. Foreigners should always carry many business cards, preferably with English text on one side and Chinese on the other. Seek advice on the choice of characters for your name and company, as some characters have better meanings than others. The proper procedure for exchanging business cards is to give and receive cards with both hands, holding the card corners between thumb and forefinger. When receiving a card, take a few moments to study the card and what it says, even if it is only printed in Chinese. The name card represents the person who presents it, and it should be given respect accordingly.

Social values
Could you tell me some brief introduction about Confucianism in China?
The Confucius, who lived 2,500 years ago, largely shaped the modern mentality and culture of the Chinese people and society. Confucianism is not so much a religion as it is a code for social conduct. The basic principles of Confucian thought are obedience to and respect for superiors and parents, duty to family, loyalty to friends, humility, sincerity and courtesy.
What is the Chinese attitude towards family according to Confucianism?
The family is the pre-eminent institution in China. One's first duty is to the welfare of one's family, and working family members often pool their financial resources. In many ways, Chinese view themselves more as parts of the family unit than as free individuals. Grown children often live with their parents, even if they are married, and have a duty to support them in old age.
It is said that Chinese are the most courteous people toward their friends, is it right?
Yes. Confucianism honours humility and courtesy. Chinese are seldom overly boastful or self-satisfied, even if their achievements are splendid. When Chinese are being polite, they can be excessively self-deprecating. Chinese are among the most courteous people in the world toward their friends. Every detail of a guest's stay with a Chinese friend may be prearranged, and the guest may not be allowed to spend money on even the smallest items. For Western individualists, this form of courtesy may be overwhelming.
What ways may cause Chinese to lose face, and what ways can save their face?
The easiest way to cause someone to lose face is to insult the individual or to criticize him or her in front of others. Westerners can offend Chinese unintentionally by making fun of them in the good-natured way that is common among friends in the West. Another way to cause someone to lose face is to treat him or her as a junior when his or her official status in an organization is high. People must always be treated with proper respect. Failure to do so makes them and the offender lose face for all others aware of the situation.
But just as face can be lost, it can also be given by praising someone for good work in front of peers or superiors or by thanking someone for doing a good job. Giving someone face earns respect and loyalty, and it should be done whenever the situation warrants. However, it is not a good idea to praise others too much, as it can make you appear to be insincere. You can also save someone's face by helping him to avoid an embarrassing situation. For example, in playing a game you can allow your opponent to win even if you are clearly the better player. The person whose face you save will not forget the favor, and he will be in your debt.

Conducting business
Language is one of the barriers for foreigners to communicate and do business with Chinese, besides this, are there other barriers?
When doing business in China, language is not the only barrier foreigners will encounter. Even if the translation is perfect, there are still many ways for Chinese and Westerners to misunderstand each other. The cultural and conceptual barriers are such that even the simplest remark can be interpreted differently.
Is hierarchy very important in China? How does one decide the hierarchy when meeting with Chinese?
Yes. One of the first things that foreign nationalities should be aware of in meeting with colleagues and clients in China is that elders, even in business, are frequently given the most respect. However, the older people within the business are not necessarily the major decision makers. In fact, it is often difficult to discern initially who, among your recent acquaintances, is highest in the chain of command. Therefore, it is absolutely essential to treat everyone you come in contact with the utmost civility and respect. After a relationship has developed with your colleagues, the hierarchy will become more evident.
What is the pace of decision-making in China? Why is it so slow?
In China, the pace of decision-making is particularly slow. Traditionally, the country has been run on a hierarchical, bureaucratic structure, and the Chinese feel comfortable with referring decisions upwards. Chinese organisations are dominated by a few key decision-makers at the top. Often these are members of the Party's Politburo. Below these, employees are often reluctant or lack the authority to make decisions. In the past, showing initiative has proved harmful to career prospects, and the safest policy has been not to stick one's neck out.
What is the current position of women in China?
Business suits are the norm for both men and women. However, it is always wise to match what your Chinese counterparts are wearing. If they are dressed casually, you could remove your jacket and tie. Dress for women in China is becoming much less conservative; women may wear pantsuits and even skirts cut above the knee. Avoid low-cut items however. Women generally wear very little make-up in China and do not adorn themselves with a lot of jewellery. A few pieces of jewellery, particularly fine items, are acceptable.
What are the usual business hours in China?
Official business hours for most offices in China are 9:00 am to 12 noon and 1:00 pm to 5:00 pm. However employees in state run offices interpret these loosely. Companies with foreign management have clamped down on the looser attitudes of the past where lunch hours were expanded to fit in everything from shopping to showers. Most offices are empty after 5:00 pm.
Are there problems that a foreign investor may run into when dealing with bureaucratic matters?
It is generally important that a foreign investor understands the process of approval and authorization. In some parts of the country it may still be difficult to find out what the expectations are in this regard. The matter may cross the jurisdiction of a number of departments, and it may not be easy to track down which departments are involved and who in those departments is the responsible person.
Are there any strategies necessary for foreigners in terms of communication with Chinese counterparts?
The presumption is that there are some differences in ways of communication in China and for example the USA, which is more likely to be the case in more remote areas of China. With that in mind a foreign investor can indeed adopt a more effective way of communication with the Chinese counterpart. For example, it is likely that if choosing to confront a problem it may be easier to do so in a less direct way than what would be customary in the USA. The less direct way of approaching matters can also hold true in negotiations, where the Chinese may tend to be relatively less imposing as negotiators.
What are some things to keep in mind for the foreign investor?
Running a successful business in China is an on-going challenge as it is in any other country. Assumptions held in the your home country cannot be automatically applied to China due to the role of government in relation to business, global business conventions, management-staff relationships, and business techniques. Another challenge regards commercial realities where risk minimization concerning power, water, water supply and transportation has been an essential lesson for foreign investors, especially in the more remote areas of China such as the western provinces.
Are there any tactics for "Getting to Yes" in China?
Nothing is easy in China, but little is impossible. Many tasks that appear unattainable can in fact be achieved if you take the proper approach. Just about anything can be negotiated in the PRC, and there are a great many things that must be. Here are some tactics that have worked for others:
Find a win-win solution. A favorite Chinese way to overcome resistance is to identify or create a solution in which either everyone wins, or at least everyone saves face. A good example is a foreign company that ran afoul of one of the government organizations that regulated its activities in China-in this case, an organization responsible for testing the quality of its products. The testing organization regularly found fault with the company's product quality, and was often citing the foreign corporation for violations and finding it accordingly.
After several run-ins with the testing infrastructure, the company got smart. To "improve the accuracy of testing," it underwrote a donation of modern testing equipment -far more up to date than what the government had been using. And the problem went away. Whether it was because the new equipment gave a more accurate picture of product quality or because the recipient of a gift is less likely to bite the hand that feeds it is not clear, and in any case is not really the point. This company devised a win-win situation that solved not only its own problem, but that of its adversary.
Appeal to a higher authority: Another effective, but less preferable, method to get your way when you encounter resistance is to appeal to someone higher up in the chain of command, assuming you can gain access to such a person. If you are in store or at a ticket counter, you can ask to speak with the manger, and you may or may not be successful. The trick is to find someone who is willing to make a decision and to take responsibility for it.
Show the proper degree of respect: Nothing is more certain to fail in China than signaling to someone that you do not respect him or her or the job he or she holds. Treating someone like a low level functionary or petty bureaucrat is a tried -and- true recipe for being turned down, turned away, refused, ignored, or sabotaged. In this respect, China is no different from anyplace else, but people in China have a higher than average need for mianzi (face/respect).
Catch flies with honey, not vinegar: There is one school of thought that holds the best way to get what you want from a Chinese service person is to make yourself as obnoxious as you can so that the person is motivated to mollify you just to get you to go away. Over the years it is found that it can be far more successful to be friendly than to be nasty.
Ask the right questions: Sometimes getting something accomplished may merely be a matter of communicating more effectively. The person with whom you may be talking with may not fully understand the point you are making, but for reasons of face may be unwilling to admit that this is the case. Or the person may not fully appreciate why you are making a request, and may inadvertently withhold a key piece of information simply because he or she does not see it as relevant.Try the indirect approach: Not only speaking in soft tones generally gets you a great deal further with the Chinese than shrill complaining; it is often a good idea to speak less directly than you might otherwise prefer, and to imply things rather state them outright. The Chinese frequently give only subtle signals as to their desires.
Offer a way out: One of the most important things to keep in mind is always to offer the person a way out. If you maneuver a person into a corner, you can absolutely count on strong resistance.
Do not lose patience: In the majority of cases, when you go up against the Chinese bureaucracy, time is not, or appears not to be, on your side. Urgency can be your worst enemy in trying to get something accomplished, because it can make you willing to pay more and settle for less. Be prepared to wait and go over familiar ground several times. Never lose your cool.Be willing to take a risk: You may well want to do something that falls into a gray area as far as the law is concerned. Operating in a gray area carries all the obvious attendant risks. The Chinese may benefit from the lack of clarity, and a lot of money can be made at the margins. It is easier to ask for forgiveness in China than it is to ask permission.
Many people fail while doing business in China due to not understand their history and culture. From some of the experience expert point of view, it can be conclude that in order to success in China, one must understand the above culture especially the way doing business in China.
Go through the back door: Knowing people in high places and motivating them to help you are important tools.