All of this can make business negotiations in China very difficult for those who are not used to Chinese business protocol.

1. BUSINESS NEGOTIATIONS THE
CHINESE WAY
For additional information about Business with China
please visit www.China-Business-Connect.com

2. www.China-Business-Connect.com
Planning for an overseas business trip can be stressful. Other countries
have different laws, languages, and customs. Even a trip to England may
have pitfalls, as some of the spelling and grammar rules are different.
A trip to a non-English speaking or non-Western country can be even
more difficult to navigate. Committing a faux pas can have serious
consequences, so companies sending a delegation overseas will often
give their representatives a crash course in the local culture and
customs.
Some rules are fairly well known in the United States, such as not
showing the bottom of your foot in the Middle East. Other rules are not
as well known. For example, touching a person’s head is considered
rude in Thailand.
2

3. www.China-Business-Connect.com
One of the trickiest countries for Westerners to do business is China.
Everything is different there.
Not only are the language, culture, and religious traditions unlike those
in the West, but the laws, political culture, and even the alphabet bear
little resemblance to our own. Geopolitical tension is a factor as well.
Many people in China, especially those allowed to interact with
Westerners, are sensitive to criticism of their government. Travelers
must also remember the important distinction between the People’s
Republic of China and the Republic of China, or Taiwan, with the latter
viewed as a rogue province by the mainland. All of this can make
business negotiations in China very difficult for those who are not used
to Chinese business protocol.
3

4. www.China-Business-Connect.com
Fortunately, there are a lot of resources available for international
business travelers.
A simple Web search will yield information on what to do and not do in
a certain country, and there are many professional consulting firms that
offer detailed advice.
This will help travelers avoid a faux pas that kills a potential business
deal. Such mistakes may include inappropriate gifts like cut flowers or
white objects, both of which are associated with death, or pouring your
own drink.
4

5. www.China-Business-Connect.com
Avoiding a breach of Chinese business protocol, however, isn’t enough
to make the best deal. A delegation must also understand how Chinese
business negotiations work.
One major difference between Chinese business negotiations and
Western business negotiations is that the former are focused on
building relationships first, while the latter are more concerned with
the results.
Another major difference is Chinese businesspeople take a long-term
view, Many Western business leaders, especially Americans, are
concerned only with short-term gain. On the other hand, a major
similarity is that a deal will be closed only when both sides feel they will
benefit.
5

6. www.China-Business-Connect.com
Business negotiations in China are most likely to succeed when the
foreign visitors understand the differences in the process.
It is important to understand the other side’s style and goals. Be sure to
build trust first. If the people across the table are not saying much,
recognize that this is because they are observing rather than being
evasive.
Be flexible, even if that means renegotiating issues on which an
agreement has already been reached. By understanding the differences
in culture and business practices, Westerners will be able to
successfully handle negotiations in China.
6

7. For additional information about Business with China
please visit www.China-Business-Connect.com