Business Across Borders… In China

Having introduced Luis from Madrid last time, this time we spoke with Melanie from Shanghai. She tells us about her experiences with Chinese business etiquette and warns us where you might end up if your Mandarin Chinese isn’t quite up to scratch…
Intrigued? Read on to find out more!

1. What do you do professionally?
I actually studied Biomedical Sciences. Now I work for ECS Europe China Solutions GmbH where I’m in charge of Business Development, Marketing & Sales.

2. What exactly does that role entail?
I am responsible for supporting European – and particularly German-based – companies starting up business operations in China. Our company assists them in many aspects of their market entry, from Investment Services, Recruiting, Marketing & Sales and other business-related services.

3. Where do you conduct most of your business?
I currently work most in Eastern China, especially in the Shanghai region.

4. Do meetings differ depending on the towns you are doing business in?
Yes, of course, they vary from town to town, according to their different economic and cultural conditions in different provinces. Western businessmen and women in the big cities can’t go all that wrong – as the people there are generally more open to customs from other parts of the world. If you end up traveling to more remote places, it is well worth researching the ins and outs of local traditions.
Keep in mind: They might have different ways of expressing themselves, but ultimately they all just want to achieve business success.

5. What do they have in common?
Every town and city is of course interested in developing its local economy, so any deal where there is the potential to promote growth in the region is generally welcomed. It is worth keeping this in the back of your mind when negotiating.

6. It is a well-known fact that business cards in China are offered using both hands. Are there any other customs that are particularly courteous?
Yes, that is usually the polite thing to do. It is customary to give and receive a card before the meeting. Cards are also written in different languages on both sides, so it is customary to present the card with the appropriate side facing up – depending on whether you’re meeting a Chinese or foreign client. A customary gesture at the end of a meeting is to shake hands with your partner(s) and express a wish to keep in touch.

7. What makes a Chinese business dinner unique for you – in comparison with other countries?
It is seen in a very positive light if one shares the same dishes – and can certainly help promote a business relationship. I’m used to dealing with different cultures, but for foreigners in China some things like eating from the same dish as your business partner might take some getting accustomed to. But believe me: It is a very good chance to communicate with them at more length and forms a natural way to deepen the business relationship.

8. What would you recommend as useful topics for small talk in China?
There is an ancient Chinese saying which roughly translates: A wise man will make tools with what comes to hand. In other words: Listen carefully to others at the table and the conservation should flow naturally.

9. What are the most frequent mistakes foreigners make when in China?

They forget that the general rule in China – as indeed anywhere abroad – is “Do in Rome as the Romans do”. It is also wise in China to be restrained when it comes to contradicting people, even if you think you are more informed about a certain topic.

10. You should have seen their faces: Which particularly amusing situations from your previous years on the job spring to mind when you hear this phrase?
It reminds me of something that happened to one of my German colleagues. One day, he wanted to take a taxi to the Pudong airport — known as “Jichang” in China. Although he thought he could pronounce this in Mandarin, he unfortunately asked the taxi driver to take him to ‘Jinqiao’”. So the driver did indeed take him to “Jinqiao” – a town in Pudong, Shanghai, which is about 80 kilometers away!