Doing Business in China: Communications

All cultures communicate differently. One of the single biggest mistakes Americans will make is to assume the our communication style will be accepted by the Chinese. Here are some simple guidelines for communicating with Chinese:

• Introductions are formal, so use titles.
• Often times Chinese will use a nickname to assist Westerners.
• 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.
• You should not expect to conclude your business swiftly.  The decision making process is slow.
• 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.
• Allow the Chinese to leave a meeting first.
• Develop a working knowledge of Chinese culture.
• Learn some Mandarin.
• Be Humble.

Comprehending the differences between American and Chinese communication styles is crucial for business success. Americans tend to use a direct communication style in which "yes" means "yes" and "no" means "no." In China, however, a direct "no" would cause the person whose proposal is being rejected to lose face, so an indirect style of communication prevails.

Thus, a nod of the head could mean either "yes" or "I hear you, but I disagree," and silence does not necessarily imply consent. Knowing how to interpret indirect cues and nonverbal gestures is particularly important when working across cultures.

As more direct communicators, Americans need to learn to distinguish the subtle ways of saying "no" in Chinese. For instance, "We will think this over again" (women kaolu, kaolu), "That is an interesting idea" (you yisi), or "It's not very convenient" (bu tai fangbian) are actually indirect ways of saying "no," and the Western businessperson should learn to recognize them and what they really mean.