China Business Culture and Etiquette 3 - Conversation

This time we will talk about conversations in a China business setting or even networking in general. Chinese values relationships a lot and lack of personal connections can be a deal breaker. So here you go:

Before your visit, prepare yourself by googling some basics of Chinese culture, history, and geography; make an effort to learn and use at least a few words in Chinese; your initiative will be noticed and appreciated. However, make sure you know the meaning and appropriate occasions for what you say. The simple "How are you?" (Nei Hao Ma?) works like a gem and can never (ok, seldom) go wrong.

China has a culture based on courtesy and implications. When your Chinese counterparts smilingly and politely or even enthusiastically say 'No BIG problem' or 'The problem is not serious', they usually mean 'There are still some problems.' When people compliment on you, do not say "Thank you"! It implies that you agree with the compliment and is considered arrogant. In stead, you should said something like, "No, no, not really at all" and then go ahead to compliment them back.

You may be asked intrusive questions concerning your age, income, and marital status. (It is extremely common for them to ask for your marital status, not so for age or income) If you don't want to reveal this information, remain polite and give an unspecific answer. Don't express irritation with the questioner, since 'losing face' has such negative implications in this culture.

There is not neccessary to avoid mentioning Taiwan or Tibet (maybe Tibet but definitely not Taiwan). If the subject comes up, never refer Taiwan as 'The Republic of China' or 'Nationalist China.' The correct term is 'Taiwan Province', or just 'Taiwan.' Refrain from using the terms such as 'Red China', 'Mainland China,' and 'Communist China.' Just say 'China' or 'PRC' (Abbreviation for People's Republic of China). However, the general rule of thumb is: talk less about politics, talk more about business.

'Small talk' is considered especially important at the beginning of a meeting; here are some topics of small talk that are hard to go wrong:

Chinese scenery, landmarks
weather, climate, and geography in China
your travels in other countries
your positive experiences (don't mention how dirty the bathrooms are) traveling in China

Next time on China Business Opportunities, we are going to talk about the custom of addressing your host and other Chinese.