International negotiation protocol in China

It is important to bear in mind Chinese idiosyncrasy:

  • The Chinese are great negotiators
  • Negotiations are carried out through a network of relations and contacts between people who cooperate and exchange favours
  • The reputation, image, fame, public importance and prestige of a person in society are very important in Chinese culture.
  • To go more deeply into relations with the Chinese party, one good idea is to talk about business over meals or to prepare gifts for meetings.
  • Patience is the best ally. Never show your nerves at meetings with the Chinese party !
  • Using cards in English on one side and with Chinese characters on the other shows great respect for their culture.