Cultural Differences and their Relevance to Business

-ChinaPeople involved in the negotiations must have a special interest and high
sensitivity to other cultures, to communicate easily and have a great capacity for
adaptation. Language verbal and nonverbal communication in negotiations is
most influenced cultural differences. Who does not know the rules of the
gamebusiness in a market means that you will be disadvantaged compared
tocompetitors.Language of negotiations is important because it ensures a certain
fairness or between negotiators.Whilst many things in China are in a state of
constant flux, some things remain deeply rooted in the millennia-old culture of
the country and one of the things which changes most slowly in any country is
culture. Chinese business culture is not suddenly going to become a clone of
western business culture. China will cling on to its own approaches and ways of
doing things and as China becomes increasingly economically powerful any
pressure for change will probably diminish.This is why if you really want to
succeed in the China market you have to invest time and effort into
understanding how the Chinese think and how they approach any specific
business situation. Negotiators belonging oriented culture term like China are
persistent,establish relationships based on status and respect.Chinese which
attaches great importance to detailed questions, while taking advantage of the
crisistime negotiating partners.In principle, negotiators belonging to complex
cultures, highcontextual style adapts negotiating partners. Chinese are more
flexible in this respect. Negotiators are accustomed to address each other strictly
formal titles. If someone says the name small, they believe that it seeks "to
soften" and make any concessions unjustified. Chinese agree even be relatively
long periods of silence and thinking during negotiations. Trust personal is a
condition of serious business negotiations China, where the legal system is
considered much less effective and socially acceptable against deception.
Therefore, good relationships are regarded as something durable.
Behavior & Manners in China

Conservative suits for men with subtle colors are the norm.
Women should avoid high heels and short sleeved blouses. The Chinese frown
on women who display too much.
Subtle, neutral colors should be worn by both men and women.
Casual dress should be conservative as well.
Revealing clothing for women is considered offensive to Chinese businessmen.
Do not use large hand movements. The Chinese do not speak with their hands.
Gift giving is a very delicate issue in China - See international business gift
giving. Gifts are an important ritual; the wrapping is as important as the gift.
Use both hands to give or receive a gift; don't open the gift in front of the
giver. It is illegal to give gifts to government official however; it has become
more commonplace in the business world.It is more acceptable to give gifts
either in private or to a group as a whole to avoid embarrassment. Avoid
expensive gifts, as this could be mistaken for bribery (a serious criminal
offence) and always wrap the gift. If visiting an organisation, take one gift to

present to the whole group. Gifts are often refused two or three times before
being accepted and, if wrapped, rarely opened in front of the giver. A mere
'thank you' for a favour done is considered rude by the Chinese.
The most acceptable gift is a banquet.
Quality writing pens as considered favored gifts.
The following gifts and/or colors are associated with death and should not be
given: clocks, straw sandals,a stork or crane, handkerchiefs and anything
white, blue or black.
Always arrive on time or early if you are the guest.
Do not discuss business at meals.
Do not start to eat or drink prior to the host.
As a cultural courtesy, you should taste all the dishes you are offered.
Never place your chopsticks straight up in your bowl. By placing your sticks
upright in your bowl your will remind your host of joss sticks which connotes
death.
Do not drop the chopsticks it is considered bad luck.
Do not eat all of your meal. If you eat all of your meal, the Chinese will assume
you did not receive enough food and are still hungry.
Women do not usually drink at meals.
Tipping is considered insulting, however the practice is becoming more
common.
Business cards (with one side in Chinese) are presented formally with two
hands. Business cards are always exchanged on first meeting a new contact.
Cards are held in both hands when exchanging and then scrutinised in
detail.Accepting a business card and thrusting it immediately in your pocket is
considered discourteous.
It is best to have your card printed in Chinese on the reverse and always offer
it Chinese-side up. Treat the card with great respect as the card is the man.
China do shake hands, but you also want to bow when greeting; the higher
their status, the lower you bow.
Avoid saying "I hope to see you again."
In meetings, wait to be told where to sit.
Don't be surprised to be asked very personal questions, like how much you
earn. Understand that Chinese people often will say "maybe" when they mean
"no," and it may take several formal meetings to close a deal, so be patient.
It is important to show respect to those to whom respect is due - this is one of
the ways in which you can show yourself to be honourable and in turn worthy
of respect.
Handshaking is the norm but a Chinese handshake will tend to be light and
lingering. As it is considered impolite to look people straight in the eye, it is
customary to look down, lowering the eyes as a mark of respect.

Communications in China
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Bowing or nodding is the common greeting; however, you may be offered a

handshake. Wait for the Chinese to offer their hand first.
Applause is common when greeting a crowd; the same is expected in return.
Introductions are formal. Use formal titles.
Often times Chinese will use a nickname to assist Westerners.

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Being on time is vital in China.

Appointments are a must for business.
Contacts should be made prior to your trip.
Bring several copies of all written documents for your meetings.
The decision making process is slow. You should not expect to conclude your
business swiftly.
Many Chinese will want to consult with the stars or wait for a lucky day before
they make a decision.
Present and receive cards with both hands.
Never write on a business card or put it in your wallet or pocket. Carry a small
card case.
The most important member of your company or group should lead important
meetings. Chinese value rank and status.
Develop a working knowledge of Chinese culture.
Allow the Chinese to leave a meeting first.
Humor is often not used in communication.

Business Meetings
The duration of the business meetings is generally long in Asian Most
business decisions in Asian are taken after a lot of deliberation. Despite this,
strict schedule is rarely drawn and disbursed.
Dress
Even though it's becoming more westernized, China is a very traditional
country. Dress formally for business, with dark colors.
Restaurants
Don't spear your chopsticks into your rice bowl. It's a sign of respect to
slurp noodles and soup. Tipping is not customary. When offered a drink, say yes.
Toasts are important. Never pour your own drink and always pour your
companion's. Tone down hand gestures. Never blow your nose in public.
Conclusions
Considering cultural differences in business and adapting to partners
actions are some of the sources of success in confrontation with foreign
businesspeople.An entrepreneur who is unaware of the differences in
intercultural communication will find it exceedingly difficult to communicate with
potential suppliers and buyers and foster relations, that are necessary for any
business.