james adams chinese business meetings
Post on 18-Oct-2014
1.422 views
DESCRIPTION
The focus of this presentation is to give some insight on conducting a Chinese Business Meeting.TRANSCRIPT
Hosting Chinese Business MeetingsBy
James L. Adams Jr. 2010©
Chinese History
• Evolved from several dynasties over thousands of years.
• Confucionism 5th – 6th Centuries BC
• Cultural Pride, Honor & Heritage
• Invaded by other civilizations
• The collective over the individual
• Survialists
• A mesh of business governmentinterests.
Modern Day Historical Characteristics
• High regard to customs
• Avoiding direct « No’s » during negotiations
• Conservative in respect to risks
• Great listeners & reserved on responses
• Blank affleck
• Skeptical about agendas
• Relationship oriented
• Highly respectful of authority & rank
• Time is of less importance
• An interest in The Downside vs. The Upside
Organizing Resources
• Interpreter fluent in Mandarin in the particular portion of China such as Mainland, Hong Kong, or Taiwan, they differ.
• A location that does not involve long travelthat is not near the 13th Floor.
• A conference room with the head chair facing the door.
• Greenleaf Tea, White tea, Black Tea & Coffee
• Porcelain cups and pots.
Organizing Resources
• Business cards for your team with titles.
• Power Point presentation done in appropriatelanguage. ( Use the interpreter to assist with thistask).
• Schedule a time between 9am and 11am preferrably with special consideration to the Chinese delagation’s needs or constraints on time.
• Send both email and written confirmation about the time and purpose of the meeting.
Written Confirmation
• Refer the confirmation to and individual’s Job title and last name. – eg: Information Technology Director Yee
• State the date, day and time professionally.
• Open the confirmation conveying your team’sgratitude to have the honor of meeting witht hedelegation.
• Mention some of the pleasures your team has experienced from the host team.
• Close with the anticipation of being honored to meet them.
Chinese Business Etiquette
• Get into the practice of referring to someoneonly by their official job title and surname.
• Try to set up your team so that the most senior member of the delegation is about the sameheight as his / her Chinese counter-part.– This may mean taking someone in the team and
placing them in charge due to this consideration.
• Men should honor the most senior member of the team first, meaning that a female in the delegation of lower rank may not get the initial attention as in the Western nations.
Chinese Business EtiquettePower Point Presentations
• Get into the practice of avoiding grand hand-gestures, especially during Power Point Presentations.
• Face the audience during the presentationwithout turning your back to them whilespeaking.
• Address inquiries as they are raised during the presentation, unlike in the Western nations when questions are asked at the end.
• Open the presentation with gratitude for the Chinese Team Lead and his/her delegation.
Chinese Business EtiquettePower Point Presentations
• Simplify the presentation to no more than 3 to 4 items per slide to allow the interpreters to follow along easily.
• Avoid raising your voice or making loud noises to wake a sleeping member of the Chinesedelagation.
• Minimize the amount of animation or long introductions for the slides.
• Try to make them no longer than 15 – 20 minutes. If larger break it up into segments.
Chinese Business EtiquetteCultural Self-Check
• Practice not using slang in any language.
• Practice smiling and work on positive ethos.
• Condition yourself to avoid stereotypes.
• Practice again using formal title and surname.
• Develop a modest handshake, not too strong or weak.
• Practice communicating without staring.
• Always face the person you are speaking to.
• Soften your tone when upset or impatient.
• Practice on not using hand gestures.
Chinese Business EtiquetteGreetings for the Meeting
• Initial greetings begin with a smile.
• Acknowledge the senior Chinese team-memberupon introduction by liason.
• Use title and surname when addressing him/her.
• Thank the liason for the opportunitycomplimenting both the liason and team leader.
• After acknowledging the team leader and liason, do the same with other team membersrespectfully.
• Prepare for the Business Card Exchange.
Chinese Business EtiquetteGreetings for the Meeting - Gifts
• A gift such as a book that’s relative to the team leader is appropriate.
• The Gift must have the following characteristics:– Good Quality and not insulting.
– Relevant
– From your home country
– A brief acknowledgment to the team leader.
– Others gifts to the staff should be of good quality, but not as lavish as the team leader.
• Gifts may be exchanged the same way eitherbefore the meeting or after the meeting.
Chinese Business EtiquetteThe Business Card Exchange - Giving
• The Business Card Exchange is very important to the Chinese.
• Practice using the term « Name Card » as it isreferred to in business.
• Place your business cards in the breast pocket of your coat closest to your heart.
• When you retreive your card, handle itdelicately with two hands so that the receivercan visibly read it in front of you if desired.
• White with black print is desired.
• Name & Job Title is important.
Chinese Business EtiquetteThe Business Card Exchange - Receiving
• Business Cards are an extension of Personality.
• Receive the business card with both hands.
• Read the title and use the surname.
• Handle it delicately and place it into your breastpocket closest to your heart.
• If you do not have a breast pocket, lay it gentlyin front of you on the table where you will beseated.
• Do not put it in your wallet, portfolio etc. (This isconsidered grossly offensive.)
Chinese Business EtiquetteSaving Face
• Saving Face – This means avoiding bringingembarrassment or shame. This includes all parties involved during negotiations.– Outbursts
– Reprimands
– « Throwing People Under the Bus »
– Inflections of irritation or shouting
• If this occurs the delegation may not care to negotiate, but treat the meeting as a comedyact of sorts.
Chinese Business EtiquetteNetworking
• As in many Western nations, Networking is vital and required for doing business in China.
• Treat everyone as a potential partner or source to a valueable liason.
• Avoid any negative verbal or non-verbal comments or gestures toward anyone in the delagation.
• Pay close attention to members that have ties to Ministries in the Chinese Government or withAssociations.
Chinese Business EtiquetteProper Business Attire
Men
• Dark Business Suit
• White Shirt
• Tie
• Dark Socks & Shoes
• Hair-cut to Neckline
• Light Cologne or None
Women
• Dark Business Suit
• Blouse covering neck area.
• Knee-Length Skirt
• Modest Pumps
• Shouder Strap Hand-bag
• Light Perfume or None
Chinese Business EtiquetteSaying « No » Without Saying « No »
• Getting a direct No as in the West rarely occurs.
• No’s are implied through modest gestures, subtle objections, or even questions.
• The tendency to push an issue will evenutallylead to « No »
• A nebulous response can also siginify « No »
• The most common is a change of subject-matter.
Chinese Business EtiquetteMeeting Strategies – First Meeting
• First Meeting with Clients
• Establish relationships
• Forge a mutual trust & respect
• Focus on common interest
• Become acquainted with all parties.
• Use the opportunity to network.
The goal is to break the ice and establish credibilityon a personal level. Mention the product or service but do not allow it to overshadow unlessthe other parties express interest.
• Do not try to close the deal here.
Chinese Business EtiquetteMeeting Strategies – Second Meeting
• More formal meeting
• Presentations & Hand-outs
• Mention Benefits using Titles & Last Names
• Address Downside Risk First then UpsideBenefits
• Structure united effort for prosperity and making money.
• Answer questions as requested and do not confront the individual.
• Thank all parties for attending.
Chinese Business EtiquetteMeeting Strategies – Interim Period
• Email or Fax information pertaining to the otherteam leader’s interest and concern withdiscipline.
• Thank the members for their time and the leader for guidance.
• Make sure that your Full name and job title and email address, and phone number is on eachdocument sent.
• Do not become a time sensative zealous sales man or woman.
Chinese Business EtiquetteMeeting Strategies – Third Meeting
• It is not uncommon for this meeting to be heldmonths or even a year after meeting one, depending on the circumstances.
• If the meeting has advanced to this level, thereis a good chance that there is some interest in your product or service.
• The focus should address any concerns and begin talks about an Equity Joint Venture (EJV).
• If the talks advance to this level, there are somethings to understand about Chinese EJV Law.
Chinese Business Etiquette
THE END