The focus of this presentation is to give some insight on conducting a Chinese Business Meeting.

1. Hosting Chinese Business Meetings
By
James L. Adams Jr. 2010©

2. Chinese History
• Evolved from several dynasties over
thousands of years.
• Confucionism 5th – 6th Centuries BC
• Cultural Pride, Honor & Heritage
• Invaded by other civilizations
• The collective over the individual
• Survialists
• A mesh of business government
interests.

3. Modern Day Historical Characteristics
• High regard to customs
• Avoiding direct « No’s » during negotiations
• Conservative in respect to risks
• Great listeners & reserved on responses
• Blank affleck
• Skeptical about agendas
• Relationship oriented
• Highly respectful of authority & rank
• Time is of less importance
• An interest in The Downside vs. The Upside

4. Organizing Resources
• Interpreter fluent in Mandarin in the
particular portion of China such as
Mainland, Hong Kong, or Taiwan, they differ.
• A location that does not involve long travel
that is not near the 13th Floor.
• A conference room with the head chair
facing the door.
• Greenleaf Tea, White tea, Black Tea & Coffee
• Porcelain cups and pots.

5. Organizing Resources
• Business cards for your team with titles.
• Power Point presentation done in appropriate
language. ( Use the interpreter to assist with this
task).
• Schedule a time between 9am and 11am
preferrably with special consideration to the
Chinese delagation’s needs or constraints on
time.
• Send both email and written confirmation about
the time and purpose of the meeting.

6. Written Confirmation
• Refer the confirmation to and individual’s Job
title and last name.
– eg: Information Technology Director Yee
• State the date, day and time professionally.
• Open the confirmation conveying your team’s
gratitude to have the honor of meeting witht he
delegation.
• Mention some of the pleasures your team has
experienced from the host team.
• Close with the anticipation of being honored to
meet them.

7. Chinese Business Etiquette
• Get into the practice of referring to someone
only by their official job title and surname.
• Try to set up your team so that the most senior
member of the delegation is about the same
height as his / her Chinese counter-part.
– This may mean taking someone in the team and
placing them in charge due to this consideration.
• Men should honor the most senior member of
the team first, meaning that a female in the
delegation of lower rank may not get the initial
attention as in the Western nations.

8. Chinese Business Etiquette
Power Point Presentations
• Get into the practice of avoiding grand hand-
gestures, especially during Power Point
Presentations.
• Face the audience during the presentation
without turning your back to them while
speaking.
• Address inquiries as they are raised during the
presentation, unlike in the Western nations
when questions are asked at the end.
• Open the presentation with gratitude for the
Chinese Team Lead and his/her delegation.

9. Chinese Business Etiquette
Power Point Presentations
• Simplify the presentation to no more than 3 to 4
items per slide to allow the interpreters to
follow along easily.
• Avoid raising your voice or making loud noises to
wake a sleeping member of the Chinese
delagation.
• Minimize the amount of animation or long
introductions for the slides.
• Try to make them no longer than 15 – 20
minutes. If larger break it up into segments.

10. Chinese Business Etiquette
Cultural Self-Check
• Practice not using slang in any language.
• Practice smiling and work on positive ethos.
• Condition yourself to avoid stereotypes.
• Practice again using formal title and surname.
• Develop a modest handshake, not too strong or
weak.
• Practice communicating without staring.
• Always face the person you are speaking to.
• Soften your tone when upset or impatient.
• Practice on not using hand gestures.

11. Chinese Business Etiquette
Greetings for the Meeting
• Initial greetings begin with a smile.
• Acknowledge the senior Chinese team-member
upon introduction by liason.
• Use title and surname when addressing him/her.
• Thank the liason for the opportunity
complimenting both the liason and team leader.
• After acknowledging the team leader and liason,
do the same with other team members
respectfully.
• Prepare for the Business Card Exchange.

12. Chinese Business Etiquette
Greetings for the Meeting - Gifts
• A gift such as a book that’s relative to the team
leader is appropriate.
• The Gift must have the following characteristics:
– Good Quality and not insulting.
– Relevant
– From your home country
– A brief acknowledgment to the team leader.
– Others gifts to the staff should be of good quality, but
not as lavish as the team leader.
• Gifts may be exchanged the same way either
before the meeting or after the meeting.

13. Chinese Business Etiquette
The Business Card Exchange - Giving
• The Business Card Exchange is very important to
the Chinese.
• Practice using the term « Name Card » as it is
referred to in business.
• Place your business cards in the breast pocket of
your coat closest to your heart.
• When you retreive your card, handle it
delicately with two hands so that the receiver
can visibly read it in front of you if desired.
• White with black print is desired.
• Name & Job Title is important.

14. Chinese Business Etiquette
The Business Card Exchange - Receiving
• Business Cards are an extension of Personality.
• Receive the business card with both hands.
• Read the title and use the surname.
• Handle it delicately and place it into your breast
pocket closest to your heart.
• If you do not have a breast pocket, lay it gently
in front of you on the table where you will be
seated.
• Do not put it in your wallet, portfolio etc. (This is
considered grossly offensive.)

15. Chinese Business Etiquette
Saving Face
• Saving Face – This means avoiding bringing
embarrassment or shame. This includes all
parties involved during negotiations.
– Outbursts
– Reprimands
– « Throwing People Under the Bus »
– Inflections of irritation or shouting
• If this occurs the delegation may not care to
negotiate, but treat the meeting as a comedy
act of sorts.

16. Chinese Business Etiquette
Networking
• As in many Western nations, Networking is vital
and required for doing business in China.
• Treat everyone as a potential partner or source
to a valueable liason.
• Avoid any negative verbal or non-verbal
comments or gestures toward anyone in the
delagation.
• Pay close attention to members that have ties to
Ministries in the Chinese Government or with
Associations.

17. Chinese Business Etiquette
Proper Business Attire
Men Women
• Dark Business Suit • Dark Business Suit
• White Shirt • Blouse covering neck area.
• Tie • Knee-Length Skirt
• Dark Socks & Shoes • Modest Pumps
• Hair-cut to Neckline • Shouder Strap Hand-bag
• Light Cologne or • Light Perfume or None
None

18. Chinese Business Etiquette
Saying « No » Without Saying « No »
• Getting a direct No as in the West rarely occurs.
• No’s are implied through modest gestures,
subtle objections, or even questions.
• The tendency to push an issue will evenutally
lead to « No »
• A nebulous response can also siginify « No »
• The most common is a change of subject-matter.

19. Chinese Business Etiquette
Meeting Strategies – First Meeting
• First Meeting with Clients
• Establish relationships
• Forge a mutual trust & respect
• Focus on common interest
• Become acquainted with all parties.
• Use the opportunity to network.
The goal is to break the ice and establish credibility
on a personal level. Mention the product or
service but do not allow it to overshadow unless
the other parties express interest.
• Do not try to close the deal here.

20. Chinese Business Etiquette
Meeting Strategies – Second Meeting
• More formal meeting
• Presentations & Hand-outs
• Mention Benefits using Titles & Last Names
• Address Downside Risk First then Upside
Benefits
• Structure united effort for prosperity and
making money.
• Answer questions as requested and do not
confront the individual.
• Thank all parties for attending.

21. Chinese Business Etiquette
Meeting Strategies – Interim Period
• Email or Fax information pertaining to the other
team leader’s interest and concern with
discipline.
• Thank the members for their time and the
leader for guidance.
• Make sure that your Full name and job title and
email address, and phone number is on each
document sent.
• Do not become a time sensative zealous sales
man or woman.

22. Chinese Business Etiquette
Meeting Strategies – Third Meeting
• It is not uncommon for this meeting to be held
months or even a year after meeting one,
depending on the circumstances.
• If the meeting has advanced to this level, there
is a good chance that there is some interest in
your product or service.
• The focus should address any concerns and
begin talks about an Equity Joint Venture (EJV).
• If the talks advance to this level, there are some
things to understand about Chinese EJV Law.

23. Chinese Business Etiquette
THE END