Guanxi (Relationships)
Guanxi — your network of reciprocal relationships — is the bedrock of Chinese business. Building it takes time: dine and chat first, talk business later. A common Western mistake is rushing to the contract on the first meeting.
Mianzi (Face)
Face is personal reputation and dignity. Public criticism or blunt refusal makes someone "lose face" and can kill a deal. Raise disagreements privately and give people a graceful way out.
Business Cards
Exchange business cards with both hands, read them attentively before putting them away — never straight into a pocket, and never write on them.
Meetings
- Seating follows seniority; wait to be seated.
- Openly contradicting someone in the room is rare — follow-ups happen privately.
- Silence does not mean disagreement; it may mean thinking or consulting internally.
Gifts and Taboos
Gift-giving is common, but avoid clocks (sounds like "attending a funeral"), umbrellas ("separation") and green hats (a metaphor for a cheating spouse). Don't open gifts on the spot unless invited.
Key Business Phrases
"Jiǔ yǎng" (I've long heard of you); "Xìng huì" (pleased to meet you); "Yī yán wéi dìng" (it's a deal); "Hézuò yúkuài" (wishing a pleasant cooperation).