Tips for preparing and conducting business meetings with the Chinese.
Preparation
Try and work out the management structure of the Chinese organization. Often the person with the most impressive title is not the one who makes the decisions.
Carry plenty of business cards to distribute.
All documentation should be presented in both Chinese and English.
An interpreter will be required at most meetings and their role is central to the success of the negotiations.
Ideally a member of your staff should be trained up as he/she will understand the nature of the business under discussion.
An interpreter’s understanding of local dialects (i.e. Shanghaiese) is vital for accurate comprehension.
Before the meeting, check that your interpreter can translate technical or business related words, as well as any numbers which may be mentioned
All documentation should be available to the interpreter.
Agree on signals the interpreter can use to let you know if he/she cannot follow what you are saying.
The process will be slow with an interpreter, so be patient. Take breaks often, as this will allow the interpreter to fully brief any additional remarks made during the conversation.
If your interpreter’s sentences are consistently shorter than yours, take a break to check they fully understand what you are saying.
If your party includes other Chinese members, do not make your interpreter lose face by having the other members openly question their translation, except in moments of serious confusion.
Attempt to make eye contact through the interpretation process.
Gift giving
Corporate gift giving is an expected part of the Chinese business scene. Make sure the gifts take the form of objects and not money. Items like pens or a book from your native country. All gifts should be wrapped, but do not expect them to be unwrapped in your presence.
Source: The China Business Handbook, Alain Charles Publishing 2005.
Source: "The Chinese Negotiation," Harvard Business Review, Vol. 81, No. 10, October 2003.
