Meetings

When arranging a meeting, it is advisable to provide the Chinese company with details of the objectives of the meeting, names and ranks of participants and specific areas of interest in advance. Otherwise, it is likely that the Chinese side will issue a long and general report which is unlikely to provide you with the information you require.

• Business meetings start on time and it is good practice to arrive at the location early. Formal introductions are standard and it is usual to be introduced to the most senior person first, followed by the rest of the group in descending order of seniority.
• There may be people from several organisations present at the business meeting. If it is not immediately apparent who is the most senior person in the room, it is a good idea to try to discover this by asking about the relative roles of those present in the organisation and then to address remarks to that person.

Another pointer is that the person opposite you at the meeting table will normally be the most senior Chinese person present.

• Business cards are essential. At the beginning of meetings where those present have not met before, it is customary to exchange business cards when being introduced. It’s advisable to take a good supply.
• It is a sign of courtesy to have your card translated into Chinese. Many Chinese do not read English.
  Present your card with both hands with the Chinese side face up. Spend a few seconds examining the cards you receive. This shows respect for the card’s owner. However, whatever you do, don’t write on the card, as this shows disrespect to the owner. When exchanging business cards, greeting your Chinese counterparts with simple phrases such as “Ni Hao” (hello), “Zao Shang Hao” (Good morning) and “Xia Wu Hao” (Good afternoon) can help to break the ice.
• Chinese green tea is normally offered at business meetings. This is normally served boiling hot in a porcelain mug with a lid. To avoid the tea leaves, which will sink eventually, blow them out of the way or push them out of the way with the lid. The cup will be refilled periodically, but there is no need to take more than a couple of sips.