how to work a business meeting
The Chinese business meeting provides a true introduction to the local business culture. When you first meet your client, partner or supplier in Shanghai, you’ll be expected to shake hands, as this is now commonplace in China. Hold back on the firm handshake and try not to wince when you receive a weak, limp hand. Strength of character isn’t measured in terms of handshake here.
The business card handover is considered more important and, as a show of respect, you give and receive cards with both hands, holding the corners of the card. Everyone who gets the chance will expect to exchange cards with you, so be sure to bring a good supply. It’s helpful to have either a Chinese name or a transliteration of your name.
The locals are very aware of how difficult their language is, so being able to utter a few basic phrases in Chinese will impress and amuse your hosts no end. When you receive polite compliments on your ‘good Chinese’, be sure to reply with a self-effacing comment. Even fluent speakers are careful to be modest, as this quality is highly valued in Chinese culture.
Gift giving is popular, both socially and in business circles. As with the business card, give and receive with both hands. An appropriate business gift is any tasteful trinket from your home country or company headquarters. For social visits, a last-minute basket of fruit is fine.
The Chinese business meeting can be very long, very tedious and very repetitive. The priority is to save face for everyone, which means the key here is patience. Boring meetings, failure to introduce subordinates, endless cups of hot water, dilly-dallying over lunch arrangements, bad service...all these must be endured with a polite smile (and gritted teeth).
BE WARNED: The Chinese have become avid fans of the mobile phone and no phone call is too mundane to be ignored during a meeting. In fact, its considered a indication of how important and busy a person is.
BE WARNED: Your tea cup will be constantly topped up, so monitor your intake. While great for the immune system, green tea is a diuretic.