Business Etiquettes

• Although speaking English is all the rage in China, communication can still be the biggest difficulty for visitors to Beijing. Pick up a good phrasebook and point to the relevant words and Chinese characters. Be sure to ask the concierge at your hotel to write down addresses for taxi drivers, and don't forget to bring a hotel card—with the address in Chinese characters—for the return trip.

• Remember that Chinese surnames come first, and the given name second. Address Chinese acquaintances with the surname preceded by their title: Mr, Ms, Director, etc.

• China's business culture still puts a good deal of emphasis on personal connections, or guanxi; more even than it does on laws and regulations. Remember that guanxi involve an invisible balance sheet between two sides. Avoid accepting gifts or favours unless you are in a position to reciprocate in some way.

• Dealings between men and women are reserved. After an initial handshake, avoid physical contact and be politely restrained. Avoid hugging, even if you've built up a close relationship, unless you know that your business client is comfortable with this practice.

• Exchanging business cards is a must throughout China. Use both hands to receive a card and look at it immediately. Offer yours in return, again using both hands. It's considered impolite to hand a name card to someone using one hand. Most useful of all are business cards with your name and job title printed in Chinese characters. Ask a Chinese friend to select a good name for you. And don't opt for one that phonetically spells out your whole name in Chinese—your Chinese contacts will laugh at it. Mainland characters are different from those used in Hong Kong and Taiwan, so make sure that the printer uses the simplified characters that are used in China.

• Do not underestimate the importance of the Chinese concept of losing face. If you are late, cause embarrassment, are confrontational, insult someone in public or call attention to a mistake, the upset has serious consequences and could ruin a business relationship.

• “Bu fangbian” or “It is not convenient”, and similar phrases, are a polite way of saying that something is impossible or very difficult. Don't force the issue, but ask again later at an appropriate time after the person has had a chance to consider the matter.

• A suit and tie is the norm for business meetings, although a short-sleeved shirt without jacket is acceptable in the summer.

• The Chinese are very proud of their culture and history, and sensitivities can be easy to ignite. Be wary when bringing up Taiwan, Tibet, religion, human rights or other politically sensitive issues.