Doing Business in China: Rice Wine
Drinking is an important part of Chinese entertaining and is considered a social lubricant, and the tradition is thousands of years old. For those not accustomed to rice wine, it can be dangerous, as some are more than 70% alcohol.
The drinking officially begins after the host offers a short toast to the group, usually at dinner. It is always a good idea for the guest to return the toast either right away or after a few courses have been served. Safe topics for toasts are friendship, pledges for cooperation, the desire to reciprocate the hospitality, and mutual benefit.
The Chinese understand if you are unable to drink alcohol. Stating medical reasons is always a good way to get out of drinking alcohol. The most common expression for toasting is Gan bei, meaning "dry cup", or bottoms up. The Chinese are not as understanding of tipsy guests as are the Japanese or Koreans. If you feel you have had enough, smile and politely indicate this to your host. Do not pour your own drink. It shows a lack of protocol.
Do not underestimate the importance of participating in dining and after-dinner entertainment. It is an excellent way to build guanxi. If you suddenly refuse to continue drinking, and switch to juice or other drink, you run the risk if inadvertently sending a symbolic message that you have become annoyed or you may insult them.
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