When in China...
Jane Anson
Avoid any nasty slips with our guide to Chinese etiquette
2008-10-12
China: 9.1 percent GDP growth rate, 1.3 billion population, projections of a $500bn luxury goods market by 2010. Figures that keep businesses salivating the world over.
The good news is that deals can get concluded in China quicker than in many Asian countries. They are keen to do business, but you have to prove yourself, and you have to take the time to learn how things are done.
For one thing, there is a hierarchy to business in China that you are wise to take notice of. Always bring your most senior member of staff to lead any negotiations, and expect your Chinese counterparts to do the same. Allow them to do the talking, as interruptions from ‘subordinates’ are viewed as extremely rude.
As with elsewhere in Asia, learn to read what is not being said just as surely as what is – you might not get a direct ‘no’, but ambivalent answers such as ‘perhaps’ and ‘we’ll see’ usually mean the same thing.
Herbert de Bouard, owner of premier grand cru classé Chateau Angélus in Saint Emilion, has travelled frequently to China for the past decade. ‘You have to like the culture, the complexity, the sophistication and the rich history of China and the Chinese if you are serious about doing business there. Do your best to understand the motives of your potential business partners; learn a few words of the native language as a mark of respect, and try to exchange some of your own culture as far as possible. I welcome as many of my Chinese colleagues back to France as I can, to cement the relationship and to return the hospitality they have shown me.’
