China: Let's Make a Deal! - Part 1

You'll find it beneficial to bring your own interpreter, if possible, to help you understand the subtleties of everything being said during meetings.

Speak in short, simple, sentences free of jargon and slang. Pause frequently, so that people will be able to understand everything you've said.

You will have to make presentations to different levels of the organization.

Before you arrive, have at least 20 copies of your proposal ready for distribution.

Printed presentation materials of any kind should be only in black and white. Avoid colours that are attributed special meanings in this culture, many of them negative.

Generally, the Chinese treat “outside” information with caution.

Except for those educated in the West, Chinese businesspeople largely rely on subjective feelings and personal experiences in forming opinions and solving problems.

Belief in the Communist party line will be a dominant influence in all negotiations.

Empirical evidence and other objective facts will be accepted only if they do not contradict Communist party doctrine and one's feelings.

In this country, responsibility for all decisions rests with the Communist party and assorted government bureaucrats. Individuals working within this network, however, are still accountable for their own actions.

Local decisions are made by the head of the collective.

In Chinese business culture, the collectivist way of thinking still prevails, even in sectors experimenting with free enterprise.

“Saving face” is an important concept to understand. In Chinese business culture, a person's reputation and social standing rests on this concept. Causing embarrassment or loss of composure, even unintentionally, can be disastrous for business negotiations.

The Chinese are very keen about exchanging business cards, so be sure to bring a plentiful supply. Ensure that one side is in English and the other is in Chinese, preferably in the local dialect.

Include your professional title on your business card, especially if you have the seniority to make decisions. In Chinese business culture, the main point of exchanging business cards is to determine who will be the key decision-makers on your side.

If your company is the oldest or largest in your country, or has another prestigious distinction, ensure that this is stated on your card.

It's an asset to have your business cards printed in gold ink. In Chinese business culture, gold is the colour of prestige, prosperity.