GOOD BUSINESS REQUIRES GOOD MANNERS IN CHINA

Many Rotarians are doing business in China, or plan to do so in the future. Others wish to visit China for a holiday experience.

Rotary eClub One President Chris Joscelyne was the joint-founder of Easy FM. This popular radio service, developed in conjunction with Radio Beijing (China Radio International) provides English language music programs to listeners in Beijing and other cities across China.

As a regular visitor to China, Chris learned that good business in China requires good manners, so he studied etiquette from a Chinese perspective. His Chinese business colleagues have always appreciated his sensitivity to local customs and protocols.

Here is a summary of some basic suggestions from Chris regarding etiquette. These are practical ideas that are useful for anyone visiting China, whether it is for business or for a vacation.

Most people in China should be addressed with a title and their last name. If a person does not have a professional title, use “Mr”, “Madam”, “Miss”, plus the family name. Do not use their given name unless you are invited to do so.

A married Chinese woman usually retains her maiden name. She will use her husband's last name on occasions for formal addressing only.

Being late for an appointment is considered a serious insult in Chinese business culture. Always allow sufficient travel time so that you will arrive at the agreed time for a meeting.

Acknowledge the most senior person in a group first, even if a more junior person is standing closer to you in the group.

If you visit a school, or other workplace, it is likely that you will be greeted with applause as a sign of welcome. In turn, you should respond by applauding back.

You may be asked intrusive questions concerning your age, income, and marital status. If you don't want to reveal this information, remain polite and give an unspecific answer. Don't express irritation with the questioner.

There is no need to avoid mentioning Taiwan. If the subject comes up, never refer to this island as 'The Republic of China' or 'Nationalist China.' The correct term is 'Taiwan.'

Refrain from using terms such as 'Red China', 'Mainland China,' and 'Communist China.' Just say 'China.'

Avoid making expansive gestures. The Chinese do not use their hands when speaking, and will only become annoyed with a speaker who does. Use your whole hand rather than your index finger to point.

The Chinese are very keen about exchanging business cards, so be sure to take a plentiful supply. Present your card with two hands, and ensure that your name is facing the recipient. When receiving a business card, examine it for a few seconds; then carefully place it into your card case or wallet.

Wear conservative suits or dresses. A blouse or other kind of top should have a high neckline. Choose subdued, neutral colors and keep jewellery to an absolute minimum.

Because of the emphasis on conservative modest dress in Chinese business culture, flat shoes or very low heels are the main footwear options for women. High heels are acceptable only at a formal evening reception.

Acceptable gifts to present to Chinese business colleagues include handicrafts, or an illustrated book from your own town or state. Be sure to take three or four spare items with you, so that you can reciprocate if it happens that you are presented with a gift.

Do not give anything that is obviously expensive, so that the Chinese will not feel obliged to reciprocate. A book of pictures of the region where you live is always a safe gift.

Take your unwrapped gifts, paper and some sticky tape in your luggage. Chinese customs have required me to unwrap gifts, tearing the wrapping. It's easier to wrap gifts in your hotel room.

If possible, wrap your gifts in red paper, or gold, as each is considered a lucky colors. Plain red paper is one of the few “safe” choices since a variety of meanings, many of which are negative, are attributed to colors in Chinese culture. Never wrap a gift in white, black, yellow or blue paper.

During a meal, expressing enthusiasm about the food you are eating is a welcome and usually expected topic of conversation.

It is not uncommon for a host to order enough food for eight people at a table of five. He or she loses face if there are not plenty of leftovers at the end of a meal. Rice, considered by many Chinese to be filler, is generally not served until the end of a meal. However, if your host asks you if you would like rice earlier in the meal as a dish accompaniment, it is fine to say "yes please", especially if the food is very spicy.

Leaving your plate empty when you have finished eating is perceived to mean that you were not given enough food ... a terrible insult. On the other hand, leaving a food offering untouched will also give offence. Even if you find a dish unappealing, try a small portion for the sake of politeness.

Seeds and bones are placed on the table or in a dish reserved for this purpose. Never place these objects in your eating bowl.

Placing your chopsticks parallel on top of your bowl is believed to bring bad luck.

Many Chinese business people live a long distance from where they work. If you are hosting an evening banquet or dinner, do not plan a late finish. Your guests will appreciate an early conclusion so their homeward travel will be easy.

Do not be dismayed if your Chinese business contacts appear slow to accept your overtures of friendship. Chinese are formal and careful at the start of a new relationship. However, as time passes and mutual trust develops, a worthwhile and long-term friendship can evolve. Such friendships are real and of lasting value.