中国商务礼仪-英文-Business-Etiquette-in-China

• Business interactions between men and women are reserved. After an
initial handshake, avoid body contact such as hugging or kissing on the
cheek.
Business Etiquette in China 2
• The more you share your personal life, including family, hobbies, political views, aspirations, the closer you are in your business relationship. Sometimes, a lot of time is spent discussing matters outside of business, but then a lot of time, the other party is also making up his mind about your deal based on how much he sees your personal relationship with him.
• Address a person using his or her family name only, such as Mr. Chen. Avoid using someone's given name unless you have known him or her for a long period of time. Formality is a sign of respect, and it is advisable to clarify how you will address someone very early in a relationship, generally during your first meeting.
• Tips: In China, it is assumed that the first person that enters the room is the head of the group.
• Chinese business contacts are mostly referrals; essentially a business relationship is struck based on another business associate recommendation.
• However, it is common today for cold calls and direct contacts, given the availability of the internet and the competitive nature of Chinese businesses. You may source from the internet, trade fairs, catalogues and brochures, advertisements and approach the Chinese companies directly through a call or email.
Business Etiquette in China 3
Seniority is important in China
• Seniority is very important to the Chinese especially if you are dealing with a State owned or government body. Instead of addressing the other party as Mr or Mrs XX and XX, it is always appropriate to address the other party by his designation eg. Chairman XX and XX, Director XX and XX or Manager XX and XX.
Business Etiquette in China
Siyi Liu PRIME Class of 2011 M.S. Program in Innovation Management and Entrepreneurship
Br1
The initial approach
• When giving out name cards or brochures, make sure you start with the most senior person before moving down the line. When giving out a name card or receiving one, ensure that you are stretching out with both hands with the card. Remember to face the card you are giving out in a manner such that the recieving party gets it facing him correctly.
Business Relationship in China
• Chinese business relationship inevitably becomes a social relationship after a while. Unlike Western business relationship which remains professional and perhaps, aloof, even after a long time, Chinese business relationship becomes a social one.