Chinese Business Etiquette A Guide to Protocol, Manners, and Culture in thePeople's Republic of China

by Seligman, Scott D.

• ISBN13: 9780446673877
• ISBN10: 0446673870
• Format: Paperback
• Copyright: 1999-03-01
• Publisher: Grand Central Publishing

Summary

In the tradition of Warners Japanese Business Etiquette, here is the newly-updated guide to social and business protocol in the Peoples Republic of China. East-West business is booming, as thousands of Americans flock to China to seek explosive opportunities. Now, Scott D. Seligman, an expert with 25 years of experience dealing with the Chinese, provides complete and up-to-date advice on how to succeed in China. With clarity and humor, Seligman shows how to avoid costly misunderstandings, interpret behavior, avoid the unintentional gaffe, and make positive impressions, all while closing million-dollar deals and forming priceless friendships.

Table of Contents

Preface	xiii	(4)
Foreword	xvii
Robert A. Kapp
Introduction: The Scrutable Chinese	1	(6)
I. Protoeol and the Larger Picture	7	(6)
2,500 Years of Interpersonal Relationships	7	(1)
The Advantages of Learning Chinese Ways	8	(2)
Taiwan, Hong Kong, and the Mainland	10	(3)
II. Getting in Touch	13	(10)
Counterpart Organizations	16	(3)
Delegations	19	(2)
Recap: Six Points on Getting in Touch	21	(2)
III. Meeting and Greeting People	23	(21)
Breaking the Ice	24	(4)
Forms of Address: Negotiating Chinese Names	28	(7)
Official Welcomes and Send-Offs	35	(2)
On the Telephone	37	(5)
Recap: Eight Reminders on Meeting and Greeting	42	(2)
IV. Some Basic Cultural Differences	44	(22)
Individualism versus Group-Centeredness	44	(3)
The Danwei--The Work Unit	47	(3)
Confucianism	50	(2)
Mianzi--Face	52	(4)
Guanxi--Connections	56	(2)
Reciprocity	58	(3)
Privacy	61	(2)
Recap: Eleven Points on Cultural Differences	63	(3)
V. Lijie: The Fine Art of Politeness	66	(21)
Surface Harmony	67	(1)
Using Intermediaries	68	(3)
The Chinese Circle	71	(3)
Class Distinctions	74	(2)
Nonverbal Communication	76	(6)
Saying No	82	(2)
Recap: A Dozen Points on Etiquette	84	(3)
VI. The Business Meeting	87	(22)
Arranging the Meeting	87	(4)
The Setup	91	(3)
The Course of the Meeting	94	(6)
Using Interpreters	100	(5)
Concluding a Meeting	105	(1)
Recap: A Dozen Notes on Business Meetings	106	(3)
VII. Relationships with Foreigners	109	(23)
The Chinese View of Outsiders	109	(4)
Business Relationships	113	(4)
Foreign Women and Business	117	(2)
Personal Relationships	119	(3)
Being Entertained in a Chinese Home	122	(5)
Dress	127	(3)
Recap: Nine Tips for Foreigners in China	130	(2)
VIII. The Chinese Banquet	132	(34)
Entertaining Out	133	(1)
The Formal Banquet	134	(1)
Reception of Guests	135	(1)
Seating	136	(7)
The Place Setting	143	(1)
The Meal	144	(4)
Conversation	148	(2)
Table Manners	150	(2)
Drinking and Toasting	152	(4)
Concluding the Banquet	156	(1)
Karaoke	157	(2)
Hosting a Banquet	159	(5)
Recap: The Ten Commandments of Banqueting	164	(2)
IX. Gift-Giving	166	(14)
Business Gifts	166	(3)
Tipping	169	(3)
What to Give	172	(2)
What Not to Give	174	(1)
Presenting Gifts	175	(2)
The Price of Receiving	177	(1)
Recap: Ten Caveats on Giving Gifts	178	(2)
X. Guanxi: Grease for the Wheels of China	180	(17)
A Very Personal Thing	182	(2)
What Guanxi Can Do	184	(3)
Foreigners and Guanxi	187	(4)
Guanxi for Sale	191	(3)
Recap: Eight Tips on Guanxi	194	(3)
XI. Mianzi: About Face	197	(15)
Face Losers	199	(1)
Truth and Face	200	(2)
Organizational Face	202	(2)
Foreigners and Face	204	(2)
Face Givers	206	(3)
Recap: Nine Points on Face	209	(3)
XII. Getting Things Done in China	212	(20)
The Bureaucracy: Many Checks, Few Balances	213	(2)
Bureaucratic Decision-Making	215	(2)
On the Front Lines	217	(2)
Tactics for "Getting to Yes"	219	(8)
Graft	227	(2)
Recap: Seven Tips on Getting Things Done	229	(3)
XIII. Hosting the Chinese	232	(26)
Should You Host a Delegation?	233	(2)
The Delegates	235	(2)
Duties of the Host	237	(3)
Accommodations	240	(1)
Formalities	241	(2)
Planning the Schedule	243	(3)
Conducting Meetings	246	(1)
Cocktails and Dining	247	(2)
Planning Menus	249	(1)
Amenities and Bugaboos	250	(4)
Media	254	(1)
Recap: Thirteen Ways to Be a Good Host	255	(3)
Afterword	258	(4)
Appendix	262	(8)
A Guide to Chinese Romanization and Phonics	262	(1)
Pinyin Romanization	262	(2)
Pronouncing Chinese	264	(4)
Tones	268	(2)
Glossary of Chinese Terms Used in this Book	270	(7)
Index	277	(6)
About the Author	283