China Business Protocol

Understanding China business protocol is critical for establishing sound, long lasting 

relationships. Taking time to understand these simple items can help avoid problems when doing business in China.

Business Dress:  Men and women should have business attire, ie, conservative suit, shirt and tie.

Business Cards: Bring a sample supply of business cards. It can also be useful to bring some short-form brochures describing your company.

Business Introductions:

• It is respectful to greet and shake hands first with the most senior person at the meeting, and then greet others present.
• If you feel comfortable doing so, a greeting of “ni hao” (hello, how are you) is appropriate.
• Speak clearly when stating your name and your business, especially if it’s a difficult name to pronounce.
• When exchanging business cards, you should present your card with both hands.
• When receiving others business cards, look at their card, their name, title, etc before proceeding to the next person at the meeting.  This shows respect for the person.

Business Behavior:

• Address the senior person at the meeting and your counterpart by their surname.  If the person’s name is Lin Peng, you would address him as Mr. Lin.
• Visitors are expected to be punctual for meetings.
• Setting arrangements at the meeting may be suggested by the most senior person at the meeting. Just follow the lead of your hosts.
• As the guest, you can start the meeting discussion with some rapport building comments, and then lead into business topics and presentations.
• Allow time for translating information as required and don’t be concerned about periods of silence during the meeting as individuals consider the topics presented.
• Exchange of simple gifts at the end of a business meeting is common.  You may choose to bring a small gift for each person or a larger gift for the group presented to the most senior person.  Gifts not made in China are best.  Gifts representative of your region, state, city, etc are nice choices, ie, framed photos, books, or special items from your area.
• Business dinners can be an expected part of building a “guanxi” relationship. As with the business meetings, seating arrangements at dinner will be suggested by your host. Be flexible on the Chinese menu and be willing to try to use chopsticks.   Drinking and toasting others at dinner is quite typical. Normally, wait for others to take a drink or toast (“ganbei”) you before you take a drink.  Beer versus hard liquor or wine is most common.