Top tips for working in China

The working culture in China is very different to that in Europe and it is easy to make mistakes if you aren’t aware of the conventions and what to expect.  Read our top tips and you will be well on the way to making a good impression.

1.  Guanxi

Guanxi is possibly the single most important concept in Chinese business, you will hear of this term time and time again when seeking advice on doing business in China. It refers to a network of connections that will allow you to get things done, and has evolved from thousands of years of family oriented culture, coupled with more recent periods of shortages where you needed good connections to get essential products. Guanxi creates interdependency between the two parties because favours received must be reciprocated at some future time.

2.  Business cards

Business cards are important in China and they will help you form networks and develop your guanxi. It is important that you get them translated into Chinese as well, and when accepting business do so with both hands and always display your interest by looking at the details, never put it away into your pocket or wallet without indicating interest as it will come across as an insult.

3. Show respect and be politically sensitive

More so than in the West, showing respect – or ‘mianzi’ – is all-important. You need to know and use the correct form of address during greetings, meals, drinks or conversations. If you’re asked “Don’t you find the pollution in China terrible?” a truthful but respectful response could be “Well, it’s bad, but given China’s fast economic growth, it’s understandable”.

4. Modesty

Modesty is highly valued in China, so when offered a compliment avoid simply saying thank you, instead it is better to deny it graciously.

5. Banqueting is common

Expect to be taken out to eat, where ordering expensive and rare dishes is the done thing. Sea Cucumber, a type of mollusc, which induces retching in many Westerners, will often feature. This is done to make the most out of their entertainment budget, but more importantly is used to show respect to the guest. You can avoid any undesirable delicacies by listing some allergies before your hosts order food or perhaps by saying your stomach isn’t accustomed to certain foods. Don’t refuse food because it looks unusual, as you will be expected to try every dish available, also leave some food on your plate otherwise your host will assume you are still hungry. Drinks flow freely and a simple toast is “wo jing ni” (I show you respect), or “gan bei”(literally, dry your glass – and you may be expected to if you say this).

6. Learn a few phrases

Unless you’re preparing for a business trip five years in advance, you’re not going to be fluent when you arrive. However, knowing some simple greetings and most importantly, how to pronounce names and titles, is invaluable. For example, being able to pronounce and greet “Director Xiao” in Mandarin as “Xiao Zong” (Shee-ow Dzong) will get you some credit and is significantly better than not using his title and mispronouncing his name. Equally, street signs and company names will often use Pinyin, where Chinese words are transliterated in the roman alphabet, so knowing how to pronounce Qs, Xs, Zs, and Cs will be of considerable help.

7. Get a Chinese name

Getting yourself a Chinese name is a priority. The most common approach is to find a name with a similar sound to your own. However, what would demonstrate that you are culturally aware and help you to stand out would be to prioritise finding a strong Chinese name in its own right with an auspicious set of characters.

8. Learning basic Chinese

There are more people in China who count English as their second language than there are people in the US with English as a first language. Many Chinese people will speak English to some degree and will want to improve their English further, and will happily give Chinese lessons in exchange for English ones.  

9. Singing for your supper

Karaoke is increasingly popular so expect to be shown into a large specially fitted lounge for the private use of your group. Make sure you have a few old hits up your sleeve to impress your hosts. Well known western hits from Bon Jovi, Sinatra, and the Spice Girls often appear on electronic karaoke lists.