Business in China

Doing business in China? Well if you are planning to, I really advise you to take into account that the Chinese culture is very unique and there are some protocols that must be followed in order to have a succesful deal with them.

Something very important to know is that this culture is highly influenced by Confucianism, which stands for the harmonious relationships between ruler-subject, husband-wife, father-son, brother-brother and friend-friend, so the society as a whole will function smoothly.

Also, here are some special characteristics and tips that might be useful:
- Adress to a person by his or her family name (last name. Do not insist either on them to call you by your first name
- The meeting starts with a hand shake and a slight nod of the head. Try not to be too enthusiastic when shaking hands because they might interpret it as agressive
- Physical contact is not well seen, so make sure not to touch someone's hands or pat/put your arm around someone's shoulders
- In general, be consious about all your moves in order to remain in a calm position and not look too agressive.
- The relationships are very formal, and are directed towards business. Avoid jokes and distracting commentaries. It also good to have an intermediary, who could be an interpretor and a reference person.
- There are some specific gestures that are considered rude, like: pointing the index finger,finger snapping, showing the soles of shoes, whistling. However, this does not mean that there are not Chinese customs that are annoying to western people, such as: spitting on the street, failure to ask permission to smoke, slurping food, talking while eating.
- When exchanging business cards, hold out your card using both hands with the writing facing the recipient
- In China, it is assumed that the first person that enters the room is the head of the group
- At a formal banquet, be prepared to give a short, friendly speech in response to the host's speech
- Punctuality is vital when doing business in China
- Prior to any meeting always send an agenda
- One known strategy for Chinese negotiators is to begin negotiations showing humility and deference. This is designed to present themselves as vulnerable and weak. You, the stronger, will be expected to help them through concessions.

I hope these tips were useful and that you keep them in mind when doing business with Chinese people.

References:

http://www.protocolprofessionals.com/articles_china_print.htm
http://www.china-window.com/china_business/china_business_tips/business-etiquette-in-chi.shtml
http://www.kwintessential.co.uk/etiquette/doing-business-china.html