CONDUCTING BUSINESS IN CHINA

This research report contains information for American businessperson planning on conducting
business in China. If company seeks to enter the global market, it must be able to communicate
with foreign companies. The problem is that many companies have no idea where to start, as this
is such a risky leap forward. It can take about two years to conduct a business plan for taking a
company on a foreign venture. (Delaney, 2004)
Americans and the Chinese differ in many aspects, especially in terms of business. However,
these barriers of communication can be overcome with the extensive and relevant research.
Scope of the Report
This report provides a look into networking, overcoming the language barrier, business
negotiations, and social manners of China. How can a company enter the global market? This
question is answered with a multitude of topics that are essential for crossing borderlines and
gaining worldwide notoriety.
Limitations of the Report
Researching this topic was extensive. Sources contain a plethora of information and other
sources that may peak a companys interest going even deeper into the subject matter. While the
report does not contain every single aspect of doing business in China, it provides the reader with
an explosive head start before its competition.
Sources and Methods of Data Collection
Researchers used both primary and secondary data sources. Research was conducted via the Web
and studies located in library-databases JSTOR and University Libraries.
Report Organization
The report has four major sections. The first section discusses networking and how to get a
companys name out into the international-open. Diving into how an organization gains global
perspectives, this section also assists its readers in finding other people and companies that share
those perspectives and missions.
The second section of the report deals with overcoming the Chinese language barrier. The
obvious difference in language is only the tip of the iceberg. Writing a business to China is also
discussed. Many aspects must be taken into consideration when formulating a proper and
professional letter to another country, especially China.
The third section of the report deals with business negotiations in China. These negotiations have
more implications than one anticipates. Therefore, one must understand many cultural aspects,
even things as simple as exchanging business cards.

The fourth and final section of the report deals with Chinese social manners. Seating, etiquette,
and understanding the Shame culture are key aspects of this section. One must even be aware
of the importance and influence of Chinese government and how to respect its authority while
visiting China.
NETWORKING
If a company wants to expand outside its home-country, international networking is essential.
With the advancement of technology in the Digital Age, global networking is at a persons
fingertips. Social networking through the internet has surged to becoming one of the most vital
means of communication in the business world today.
Companies have access to other companies worldwide via the internet. Sarah Kessler (2010), a
journalist for Mashable Inc., a well-known business-news website, suggests a couple different
ways to connect with people and companies internationally. One way is to get connected to
various (yet relevant) emailing lists. Subscribing to sites such as China Business News and China
Daily will show a companys interest in another countrys affairs. This is a great way to
understand what is relevant and newsworthy in the country another targets.
Kessler suggests another way to garner the attention of foreign companies, which is by use of
social networking websites. The most notable of these sites is LinkedIn. People and companies
from all over the globe are connected here. Another popular platform is Groupsite, which is
where people and companies worldwide can come together to communicate and collaborate.
Sites such as these allow access to and participation in discussion forums, where one can gain
knowledge of different needs and perspectives of people and companies around world. Other
sites and platforms include Xing, Sandbox Network, Internations, and MeetingWave. (Kessler,
2010)
Gaining Perspectives
After those initial connections are made and international input has been collected, a company
gains a new outlook on itself and others. Laurel Delaney (2004), a journalist for Entrepreneur,
suggests that there are a plethora of decisions that need to be made before a company can attempt
to cross its domestic borders. One of them is to define a business plan for global expansion, even
if it is simply exporting goods and services. (Delaney, 2004)
It can be difficult for a company to accomplish this vital step, but the power of technology comes
to the rescue once again. The Massachusetts Small Business Development Center Network
(MSBDCN) provides an extremely helpful tool called the International Business Plan Workbook,
prepared by Paula Murphy (2004). The book provides information on how to construct a
business plan for entering the global market. The workbook takes its readers through a step-bystep process: preparing an executive summary, background analysis, marketing preparations, and
tactics and strategies, just to name a few. (Murphy, p.5)
Delaney asserts that another crucial decision to make pertaining to a companys global expansion
is deciding what product or service to market. In order to make this decision, a company must
understand what its mission is as well as each and every product/service it provides. It must
understand the need for the product/service in the target country of interest. For this to be

accomplished, an extensive research of the product/service needs to be performed. (Delaney,

2004)
After a company understands each of its products and services, it should research other cultures
(particularly the ones its interested in). There are quite a few sources that are available. The
University Libraries of South Carolina (2013) suggests that the most highly recommended of
these is CultureGrams. This site goes above and beyond just mere facts about a country; it details
the people, lifestyle, and society as a whole. Another great source to start with is Passport, which
takes a look at all aspects of consumers in the country. Other sources that contain facts and
figures are The World Factbook, HIS Global Insight, and Countries and Their Cultures (Country
Research Guide, 2013).
OVERCOMING THE LANGUAGE BARRIERS
The most obvious barrier of all international business is the language barrier. It is one of the
major reasons international business is so hard. If you cannot talk to someone it is very difficult
to conduct business with him or her. It can be a challenging barrier to overcome because there
really are so few solutions to the problem. The two solutions are either to learn the language so
the person can speak in that different language, or to hire a translator.
Learning a second language can be difficult, but yet rewarding. The major conflict with learning
a different language is the amount of time it takes to speak that language fluently. It is something
that can take years of studying to accomplish. Mandarin is especially difficult to learn.
CBS News reports that, The U.S. departments Foreign Service Institute rates Mandarin a
category 3 language, meaning it is one of the most difficult languages to learn for a native
English speaker. The institute specifies that Mandarin competence requires 88 weeks of study, or
2,200 class hours, and says that half that time should be spent in a country where it is spoken. By
contrast, Spanish, a Category I language, can be learned in 23 weeks or 600 class hours,
according to the institute (Lee).
Unlike Spanish, which has similar characteristics to English, Mandarin cannot relate to English
at all. It is learning new letters, sounds, and words. Living in China constantly surrounds the
person with the language so it is used and heard more frequently. Most experts recommend,
when learning Mandarin, moving to a place where Mandarin is regularly spoken. It is beneficial
to immerse oneself in the language.
The reason that people still try to learn Mandarin is because it can be so beneficial. Over 800
million people in the world speak Mandarin and knowing the language can open up many
opportunities. The business world is all about networking and overcoming the language barrier
can make that happen.
The following image is a graph, depicting the most spoken languages in the world and the
number of native speakers each one has.

Figure 1. Most Spoken Languages of the World

Source: Pakistan Defence

Another advantage of knowing Mandarin is the personal level which can be obtained by
speaking in the same language. Speaking through a translator can work, but it is not personable.
It makes it very hard to sneak humor or personality into the conversation. It makes it difficult to
build the relationship, which is so important in Chinese business. Speaking and understanding
the same language as someone else can help build a connection with a possible business partner.
Most of the time, if someone knows the language, it will be the Mandarin speaking person
knowing English. English is more commonly studied in China than Mandarin is studied in
America. The Indianapolis Business Journal emphasizes this, China Daily reports that more
than 300 million Chinese already are studying Englishnearly one quarter of the countrys
population. In the next five years, all schools will begin teaching English in kindergarten, and all
state employees younger than 40 will be required to master at least 1,000 English phrases. In
most scenarios the businessperson will be speaking to someone in their second language.
There are a few tips on how to speak to someone in their second language. First of them is to
have patience. It will take longer to speak to someone that is speaking a less familiar language. It
is essential to practice good listening skills. A common problem is the listener responds with an
affirmative, when they couldnt even understand what the speaker said. This can cause major
confusion and be a disaster in business. It may feel disrespectful to ask the person to repeat what
they said, but it needs to happen for proper communication. The idea is politely and patiently
asking them to repeat themselves.
Writing A Business Letter to China
Using an American style business letter for business in China can make a person look
uneducated and show disrespect. Considering that this might be the first line of communication,
it is vital that businesses know the proper etiquette for Chinese business letters. One would think
that starting of a letter with Dear, Mr. Wu would be the proper way to conduct a business letter,

but it is not. It is actually a disrespectful thing in Chinese culture to address someone in authority
with dear. Dear is used by the younger generation when talking to friends and has no place in
business. The proper way to address a Chinese businessperson is using the word respectable in
place of dear.
Closing an American business letter it is proper to wish someone a good day and countless other
closing phrases. In China there is a simple phrase that can be used to close out every business
letter. The phrase is I will end my words full of respect. It is obvious the Chinese business
letter is all about showing respect to the person being talked to. That great emphasis on respect is
a reflection of their culture.
Another Major difference in the Chinese business letter is the placement of the signature. The
most popular American style letters are where the signature is in the left hand corner of the paper.
In China the signature is always on the bottom right hand corner of the paper. Not putting the
concluding signature there would look wrong to a Chinese businessperson and the writer would
lose credibility. The date is removed from the top of the letter and instead put under the
signature.
Fax numbers are also a necessity in China business letters. Faxing is a major way of
communication in China. If the company is looking to send someone a fax and there is no fax
number they may not even take the time to respond. The Fax number should be located directly
under the letterhead.
The following page will demonstrate the proper format needed to write a Chinese Business letter.

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Organizational Letterhead

Fax Number*

No date at top
[Title]
[Company]
[Address 1]
[Address 2]
[Address 3]

Respectable, [Recipient]:
Fusce neque mi, consectetuer gravida, convallis ac, varius a, pede. Fusce pellentesque
pretium quam. Ut luctus, justo id volutpat iaculis, est diam pulvinar sem, quis bibendum
turpis dui eget mauris. Sed in mauris. Ut massa. Pellentesque condimentum felis nec sapien.
Integer posuere elit at turpis. Nulla facilisi. Sed sapien ipsum, commodo ut, facilisis vitae,
ultrices non, metus. Aenean non nulla. Curabitur molestie volutpat magna. Vestibulum
tempor faucibus nisi. Pellentesque vitae enim.
Aliquam rhoncus volutpat mauris. Sed auctor. Donec tincidunt velit et tellus. Donec sed
augue eget lacus placerat adipiscing. Ut convallis suscipit nulla. Morbi posuere ullamcorper
ligula. Duis sit amet odio nec lorem ornare gravida. Suspendisse ante nulla, gravida quis,
eleifend sit amet, placerat eget, purus. Sed egestas magna ut erat. Vivamus euismod, odio
id mattis porttitor, tellus nisl consectetuer turpis, ut auctor enim justo euismod nulla. Fusce
eget diam vulputate massa tempor tempor.
In ante. Phasellus convallis, nisl in vestibulum facilisis, lacus pede bibendum urna, dapibus
pellentesque eros magna sed nibh. Etiam tortor arcu, porta nec, laoreet quis, mollis in,
libero. Aenean dapibus est a metus. In sit amet elit. Pellentesque luctus lacus scelerisque
arcu. Cras mattis diam. Sed molestie, lectus id bibendum luctus, magna orci luctus quam, et
auctor urna diam sit amet ligula. Sed purus dui, suscipit et, malesuada non, consectetuer in,
augue. Proin et sapien. Maecenas aliquam, nibh id aliquet tincidunt, ante neque pulvinar
mauris, sit amet fermentum nibh augue mollis risus. Mauris porttitor varius mauris. Vivamus
in urna et sem accumsan imperdiet. Aenean fringilla, eros tincidunt gravida elementum,
justo eros pharetra felis, in rhoncus arcu lectus non enim. Phasellus odio tortor, mattis ut,
mattis elementum, luctus at, orci.

I will end my words full of respect,

Name
Signature
Date

Figure 2. Chinese Business Letter

Source: Purdue Online Writing Lab

BUSINESS NEGOTIATIONS
Negotiations are a frequent part of international business. Parties involved in a negotiation face
different problems in reaching a successful outcome. When the parties have different cultural
backgrounds, the problems faced become more complex. From a Chinese perspective,
negotiation exists primarily as a mechanism for building trust so that two parties can work
together for the benefit of both. Strategic preparation and cultural awareness can sharpen the
competitive edge for business negotiating in China. Therefore, understanding the culture, value
and negotiating style between western and eastern countries will bring a successful conclusion.
Preparation
Meetings times must be made in advance; appointments are expected for all business meetings.
Literature regarding your company should be forwarded to introduce the company. Try and book
meetings between April - June and September - October. Avoid all national holidays, especially
Chinese New Year. Additionally, punctuality is vital when doing business in China, so arrive
early or at least on time for any appointment. Presentation material may be very useful for your
meeting. Important topics can be translated beforehand (and for distribution) during the meeting.
Chinese companies appreciate the effort. Any materials should be black and white since colors
have many subtle meanings (they are best avoided). Make numerous copies as the Chinese often
have many staff members that attend. (Doing Business in China, 2013)
Dress Code
Dress is not as formal in China as in some countries. However, people will be looked upon
favorably if they dress well. Conservative dress is preferred for both men and women. However,
jeans are not acceptable for business meetings, and shorts are only used for sports. Men should
plan on wearing plain suits that are beige, brown or dark blue, and ties should also be
conservative. Subtle, neutral colors should be worn by both men and women. Women should
avoid high-heeled shoes and wear long-sleeve blouses with high necklines. Revealing clothing is
considered poor in taste by both Chinese men and women. (Business meeting, 2008)
Meeting & Greeting
In China, meetings start with the shaking of hands and a slight nod of the head. Be sure not to be
overly vigorous when shaking hands, as the Chinese will interpret this as aggressive. After an
initial handshake, avoid body contact such as hugging or kissing on the cheek between men and
women. The Chinese are not keen on physical contact, especially when doing business. The only
circumstance in which it may take place is when a host is guiding a guest. Be sure not to slap,
pat, or put your arm around someone's shoulders. Body language and movement are both areas
that a person should be conscious when doing business in China. Body posture should always be
formal and attentive as this shows self-control and is worthy of respect (Business meeting,
2008).

Seniority
Seniority is very important to the Chinese, especially when dealing with a State owned or
government body. Instead of addressing the other party as Mr. or Mrs. XX and XX, it is always
appropriate to address the other party by his designation e.g. Chairman XX and XX, Directors
XX and XX or Manager XX and XX. The polite way to address someone is to use their
professional title and their family name (ex. "Director Wang"). Remember that the family will
come first when the full name is used (i.e. "Yao Ming" is "Mr. Yao"). If no professional title
exists, "Mister," "Miss," or "Madam" will suffice. Avoid using someone's given name unless you
have known him or her for a long period of time. Formality is a sign of respect, and it is
advisable to clarify how you will address someone very early in a relationship, generally during
the first meeting. Some Chinese people also adopt a Western first name that may be used during
business meetings. However, first names should be only be used at the request of the other
person (Business meeting, 2008)
Unlike Western business relationships, which remain professional, after some time, Chinese
business relationships become social ones. Few Chinese people will dive right away into
business topics. Meetings should begin with some brief small talk. If this is the first meeting then
talk of personal experiences in China so far. A good way to start is by bringing up some positive
experiences in China. The weather is also frequently discussed as well as hobbies. Make sure to
avoid any negative topics. Most topics that are considered personal and positive are welcome;
meanwhile, avoid any political topics. Sometimes, a lot of time is spent discussing matters
outside of business. Other times, the other party is also making up his mind about your deal
based on how much he sees your personal relationship with him. The Chinese still believe that
business should be conducted between friends (Business negotiations in China, 2013).
Business Cards
Business cards are exchanged at an initial meeting. Make sure one side of the card has been
translated, and mention the company, rank, and any qualifications that card refers to. Business
cards are essential in China. Expect to exchange them frequently and have an abundant supply.
On the other hand, cards with both English and Chinese translations on them are preferred. Many
Chinese people want to consider having them printed in gold ink, the color of financial wisdom.
When giving out name cards or brochures, make sure to start with the most senior person before
moving down the line. (Business meeting, 2008)
Additionally, when Chinese present their own card or receive someone else's, they hold the card
with both hands. When presenting a card, the writing is right-side up for the recipient. Chinese
businessmen usually pause to look at the card before putting it down. When they receive a card,
it is best carried in a card case rather than a wallet or pocket. Grabbing a card with one hand and
putting in a pocket without examining it gives the impression that the recipient is not taking the
meeting seriously. (Doing Business in China, 2013)
Gifts

In the United States, the Sarbanes-Oxley Act of 2002 was a reaction to many corporate
accounting scandals (including Enron). The legislation also set new standards for appropriate
business gifts. Yet in China, gift giving is still widely accepted in the business world. However, it
is illegal to give gifts to a government official. Gifts are a great way to build relationships.
Unlike many countries, the giving of gifts does not carry any negative connotations when doing
business in China. Gifts should always be exchanged for celebrations, as thanks for assistance
and even as a sweetener for future favors. However, it is important not to give gifts in the
absence of a good reason or a witness. This may be construed differently. When the Chinese
want to buy gifts it is not uncommon for them to ask what you would like. Do not be shy to
specify something you desire. However, it would be wise to demonstrate an appreciation of
Chinese culture by asking for items such as ink paintings or tea. The Chinese usually do not open
gifts at the time they receive them. When receiving gifts from the Chinese, do not open them
unless they insist (Building relationships, 2008).
Decision-making
America is an egalitarian society; that means it supports or follows the idea that all people are
equal and should have the same rights and opportunities. This concept influences behaviors in
American business. In American culture, the employees who really participate in the negotiation
could join in the process of making the decisions. American leaders and bosses always have faith
in their subordinates. Bosses believe that the employees who really participate in the negotiation
are more familiar with the situations and issues. That makes the bosses allow their subordinates
to make decisions instead of controlling everything (Graham, 2003).
However, In China, there is an opposite situation in business negotiation. American-style does
not play well in a country where the Confucian values of obedience and deference to ones
superiors remain strong. China is a hierarchical society of organizing people into different ranks
or levels of importance (Negotiating in China, 2011). The employees have no position to make
any judgments or decisions. The mission of an employee is to convey the information to their
bosses. And then convey their bosses decisions to another side in the negotiation. The role of the
employee in a negotiation is of a diplomat (Business negotiations in China, 2013). They are
just able to listen, and then convey the information to their bosses, and then just can speak what
their bosses want them to speak.
China is a marathon, and negotiations are likely to take place over a longer period of time
compared to the West. Many negotiations may be carried out over the telephone in places like the
United States, but this is virtually unheard of in China. The requirement for face-to-face
meetings alone includes the time for negotiations, the need for translation, as well as the time
necessary to get to know potential partners.
The Chinese are renowned for being tough negotiators. Their primary objective in negotiations is
'concessions' (Doing business in China). Always bear this in mind when formulating a strategy.
One must be willing to show compromise and ensure that their negotiators feel they have gained
major concessions. When negotiating in China, one will likely face a team of negotiators across
the table. A key challenge will be to identify the real decision-maker in the group, Even though

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the individual(s) can influence the decision-maker, the decision-maker is usually only one, which
is the head of a team or the boss (Negotiating in China, 2011).

SOCIAL MANNERS IN CHINA

For the people who want open their businesses and build business relationships in China, one of
most important issues they need to consider is the social manner. The reason Small World
provides a program in social manners is because Chinese businessmen take nonverbal
communication seriously. For businessmen all over the world, China is not only paradise but the
land of the frustration. Social manner is a broad section; however, Small World tackles the
problems of table manners, shame culture, and government relationships as the three biggest
concerns in helping clients to promote a companys ability to do business in China.
Table Manners
In China, inviting others to eat meals is quite common. However, this kind of meal is usually a
hard nut to crack. There are tons of norms used in a dining-setting. To avoid an awkward
situation, there are a few things to keep in mind.
Table-organization is a key part of dining etiquette. The honorable seat is on the left or north
side; but if it is a round table, the host would be seated in front of the door. People can also judge
the status of visitors by their distance from the host. The further the seat is from the host, the
lower the title. For people who are the same distance, but on different sides, the left is the higher
position. Meanwhile, there is a traditional square table for eight people to seat in China. The
visitor on right side who faces the door would be the chief visitor (if there is a position facing the
door). The position on the right side faces east.
In a greatest feast, people may notice the arrangement of the tables. The main table is in the
center front. On the left-hand side would be tables two, four, and six; table and three, five, and
seven would be on the right-hand side. Guests sit according to their positions and relationship to
the host. The host should get there in advance and wait for guests to arrive (usually close to the
door). In a general way, when the boss attends, even if someone in lower position is the host,
they should lead the boss to the chief seat to show respect.
The way people order their food is also important. If time permits, pass around the menu and ask
them to order together after majority people arrived. Certainly as an official banquet, the budget
should be taken into account. In terms of payment, it is important to select the proper level
restaurant so that other guests can read the menu, knowing what dishes would be suitable to
order. Do not be too forward as the guest; let the host order, but if the host insists that the guest
orders first, select something that is inexpensive or ask others suggestions. A person should be
aware of certain food for the reason of religions, habits, health, etc.
This is a topic that Americans seem to have the most trouble understanding. Quite a few
American businessmen thought if they showed that they had a great capacity for liquor, they can
build a personal relationship in China. However, that would have the opposite effect. To a large

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extent, the drinking manner in China is about proposing a toast. First, the host respects the
guests. Then guests return the favor to the host. One must also be careful when pouring their
wine. In China, it is acceptable to fill the glass all the way up.
It is common for a feast to last longer than two hours. After people get to know someone and
want to leave, they should master some skills pertaining to leaving. Guests should not tell
everyone in conversation loop they are going to leave; however, they should say goodbye to two
or three people around and quietly walk away. Do not forget to apologize and say goodbye to the
host. Someone who attends the banquet and ready to walk out halfway would ask the people they
know to leave with them. The host usually doesnt allow this, since guests are encouraged to
leave and the dinner whenever they please.
Shame culture
Shame culture, also known as Mianzi, is the act of letting another feel honored in most
American understanding. However, this definition is too limited in many sociologists opinions.
Sociologists in China generally believe that Mianzi is the one who gives positive evaluation in
front of people and let the one who receives the compliments feel appreciated.
There are two important facts in giving someone Mianzi. One thing to keep in mind is that this
action has to be public. Another thing to remember about Mianzi is that it is a way to show
positive evaluation, usually in the form of skill, family status, appearance, and treasure. The
status of witness is extremely important. The higher level they are, the larger the Mianzi is.
Moreover, the receivers number, position, and closeness can also have an effect on this. If
someone gives praise to another in front of many high level acquaintances, the satisfaction of the
receiver will greatly increase. In addition, this satisfaction can result in getting the favor returned
from receiver in the future. One of most common way to give Mianzi is to send gifts. During
festivals people always give present to each other. This is the exchange of Mianzi and gives
everyone satisfaction. In reference to shame culture, American businessmen are no stranger to
Guanxi, which means Chinese relationship.
There are three different kinds of relationships in China. The first of these is the family
relationship, and it is the most important one. To protect the family interest, people defend it
without thinking about it, even when the family in bad relationship; they tend to not tolerate
conflict. The second type of relationship is the acquaintance relationship. This includes a
schoolmate, colleague, or neighbor. Usually people have some expectations of getting something
in return. But compared with a familys unconditional giving, people would accommodate each
other in certain situations. The third relationship is that between strangers. This relationship
usually happens in offices because people do not know each other. Since there is little-to-no trust
and accommodation in this relationship, people seek the highest return and interest for
themselves.
To do the business in a Chinese setting, no one can escape from shame culture. When Chinese
businessmen see that regulations and laws are not complete, they get the help from acquaintances
and Mianzi. In order to let the other person give them Mianzi, people give and exchange
praise and good feelings between each other. The shame culture is deeply rooted in Chinese
business culture.

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Government
In the United States, companies spend a lot of money dealing with government relationships. In
China, however, it is necessary for foreign companies to learn how to manage the government
relationship, since this brings a tremendous amount of help to a business. It is true that China has
the most complicated business environment in the world. It is difficult to handle the integration
of Political parties, central government, local government, medium, NGO (non-government
organization) and customer. This relationship structure is often confusing to companies outside
of China.
To address this problem, more and more companies are starting to employ Chinese workers to
communicate with their government. It is much harder to approach officials in China than the
United States. The most efficient and effective way is to employ former administrators or their
family members. Meanwhile, not every company can invite those advisers. There are some
consulting companies that came out to give their clients policy advice.
Small World studied and researched Chinese policy environment. It has helped American
companies draw the outline of interests in China and tell them who would have the effect on
them and have the decision-making power. For some sensitive issues, companies cannot openly
protest against the Chinese government. Consulting companies may come forward as the
intermediary and try to avoid conflicts. Worse still, American companies seek help from U.S.
Embassy to solve the problem. Once the embassy intervened, the local government would read
this message as political squeeze and wreck the relationship.

Figure 3. Progress on Top 10 Issues

Image from http://chinatrack.typepad.com/blog/webtech/

According to a survey by USCBC, the top 10 challenges in China are:

Figure

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1. Market access in services

2. HR: Recruitment
3. IPR: Enforcement
4. Standards
5. Administrative licensing
6. Competition with SOEs
7. Transparency
8. Protectionism risks
9. Government procurement
10. Cost increases
Of the ten challenges listed above, eight of them relate to policy. The American companies in
China are learning Chinese style, because it is so different from America.
CONCLUSIONS AND RECOMMENDATIONS
The research conducted for this report implies that the average American businessperson and
company can learn about and easily conduct business in China. Conducting business in China is
a long process that may take years to master. The following recommendations are made for the
company aspiring to export and/or expand to China; these pertain to daily work.
An American business professional should:
1. Actively search for globally-hosted seminars and webinars to attend.
2. Inquire of other American employees and companies that have experienced doing business in
China.
3. Make sure to understand what his/her company seeks to gain from China and how China
benefits from the company; remember how much of a small world it really is.

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WORKS CITED
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Bedford, O. (2004). The individual experience of guilt and shame in chinese culture. Culture
Psychology, 29-51. doi: 10.1177/1354067X04040929
Building relationships. (2008). In Etiquette in China. Retrieved December 1, 2013
Business meeting. (2008). In Etiquette in China. Retrieved December 1, 2013
Business negotiations in China. (2013). In China Unique. Retrieved December 1, 2013
Country research guide for international business. (2013, May 8). Retrieved from
http://guides.library.sc.edu/content.php?pid=6898&sid=43353
Delaney, L. (2004, December 15). 20 factors to consider before going global. Retrieved from
http://www.entrepreneur.com/article/75138
Doing business in China. (n.d.). In Kwintessential. Retrieved December 1, 2013
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