When in CHINA…

Beijing resident DOMINIC FITZSIMMONS gives us a glossary of do’s and don’ts for doing business seamlessly and inoffensively in China

FORGET THE REVOLUTIONARY rhetoric and Mao’s little red face staring back at you from your banknotes, China’s always been about rampant consumerism and Communism has just been an awkward phase. This is the 21st century and it’s back to business as usual.

A nation of 1.3 billion people with a newly minted middle class that promises to number 200 million by 2010 has advertisers giddy with the possibilities, while the low cost of labour keeps overseas manufacturers queuing up for cheaply produced goods. Though factories are everywhere, China has well established textile industries around Shanghai, auto industries in Beijing, Shanghai and Chengdu, high-tech sectors based in the capital, Chengdu and Shanghai, while the main manufacturing and electronics centre is Guangdong.

Although China has opened up to the outside world, some old traditions still hold sway and the right way to do business often involves guangxi (connections).

Take the time to get to know who you’re doing business with. If you proceed in a professional manner while taking care to give your partners “face” (the Chinese concept of showing respect) the middle kingdom and its billions of consumers could be yours. Maybe.

Introductions: A good firm handshake works just as well in China as it does elsewhere. The polite way to present a business card is face up in both hands. When you receive one in return, take it with both hands, take a second to look at it and then place it somewhere safe.

Attire: Office attire is the same as in the West, so unless you’re a funky dot-com type, suit up and boot up.

Appointments: It is traditional to conduct business around evening meals so that everyone can get to know one another better – forming a business relationship often comes before business. Expect them to occasionally become a bit boozy.

Meals: Politeness and punctuality are important. Wait to be seated and don’t start eating until your host does. If the restaurant has a rotating “lazy Susan” serving tray, grab dishes as they go past – they may only do so once or twice – but only take a small portion. Be patient: the soup and rice comes at the end of a meal; asking for it sooner may cause offence. Leave just a little to show that you have eaten your fill. Do not leave your chopsticks poked into the bowl of rice as this looks like incense sticks on a grave and is seen as bad luck. Most important of all: let your host pay with a promise that next time it’s on you.

Drinks: Chinese people tend to drink with meals rather than at bars. If being formally toasted with ganbei (a dry glass), raise your glass and drain it. Unless you are used to drinking it, avoid rice wine and stick to beer. A trick to avoid drinking too much is to substitute water for alcohol, thus giving the impression you are drinking and therefore giving “face”. Some big shots have even been known to bring a nominated drinker to a banquet to take their toasts for them.

Hierarchy: Chinese companies are structured much as they are in the West, but due to the concept of face, job titles are all important and are often upgraded in lieu of a raise. So expect to meet a few people who sound more important than they actually are.

Gifts: Don’t give a watch or clock as it is a bad omen, as are funereal flowers. Stick to something classy from your country that may be coveted in China. Don’t go overboard; you wouldn’t want it to look like a bribe now, would you?

Avoid: Keep politics out of conversation, though do expect to be reminded of your own nation’s failings now and again. Even if Chinese people criticise their government to their peers, patriotism always seems to kick in when a foreigner starts China-bashing. If something becomes an issue, it’s best to agree to disagree as diplomacy keeps the wheels of industry turning.

Physical: People have a different concept of personal space in China, something you will notice as soon as queue up at the airport and have someone cut in line or push up against you. Members of the same sex touch one another more than is normal in the West. Go with it, people are just being friendly.

Religion: Communism rendered the whole country atheist, but the main religions of Buddhism, Taoism and Islam are all showing a renaissance with even Christianity growing in popularity. All official religious bodies acknowledge the state as the primary moral authority.

City transport: Traffic drives on the right and when crossing roads be aware that cars can still turn right on a red light. Unless you understand Chinese, buses will be problematic; stick to the metro which has English signs and announcements. Taxis are cheap and convenient – just remember to carry the business card of who you are going to meet as it is unlikely that the driver speaks English.

Dates: Although your Chinese business partners are unlikely to schedule meetings during one of the country’s “Golden Week” holidays, avoid travelling during Lunar New Year, October 1 National Day or May Day.

Seasons: With deserts in the west, the Himalayas to the south, floodplains to the east and grasslands to the north, China’s climates are varied. Their northern hemisphere winter is colder and dryer further north towards Beijing; across the country the hot and humid summer sees the highest rainfall; spring is blustery and autumn is usually the most comfortable time to visit.

Electricity: China runs on a 220V AC 50-cycle current. Electrical sockets accommodate three angled pins or two flat-pin plugs.

Mobile: Grab a cheap SIM card when you arrive and top it up with pay-as-you-go cards available from every newsstand.

Emergency: For police call 110, for fire 119 and ambulance 120; in the capital and some other cities you can also call 999 for all three. Be sure to always carry the telephone number of your embassy/consulate, the number of a local foreign hospital and the number of a Chinese speaking colleague with you at all times.

Visas: Any foreign national wishing to enter China must have a valid visa, available at your local Chinese embassy or consulate. If you plan on travelling frequently, ask for a one-year multi-entry business visa.

Media: State media publish and broadcast in English (www.chinadaily.cn), while most big hotels will have BBC and CNN news channels, though they can cut to black when airing a story critical of China. Hong Kong newspaper The South China Morning Post has extensive China coverage and www.danwei.org is a good China-watching blog.

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