Taming the Five-toed Dragon

WITH the reopening of trade links with the People's Republic of China, Indians have started visiting China in large numbers. It always helps to be able to interact with the local people on their own terms. The Chinese have traditionally referred to all foreigners as gwai-lo or `foreign devils', so if a visitor takes the trouble of conforming to their accepted norms of behaviour, they will be effusive in their treatment of the visitor.

Language

* The official language in China is Mandarin, although Cantonese is the language commonly spoken in the southern Chinese province of Guangdong, (Canton) adjacent to Hong Kong.

* English is not widely spoken in China, however most companies dealing with foreigners employ at least one English-speaking staff member, who will also be the official liaison with all foreign partners.

* If you intend to distribute written information about your company while in China, it is a good idea to provide your Chinese counterparts with written translations of the material. It is not necessary to reprint all documents using Chinese text, but you need to provide word- processed translations of the most important material. Often, senior decision-makers in a Chinese organisation are unable to read English, and the effort put into obtaining translations will be interpreted as an indication of your commitment to doing business with their company.

Introductions

* Business cards are essential when conducting business in China. When distributing or receiving business cards, use both hands as a mark of respect. Hold the card without masking your name, which should face your interlocutor. Accompany the action with a slight bow from the waist. Cards printed in both English and Chinese are recommended.

* When receiving business cards, always pause and read each card individually. It is a good touch to make a comment about the education of the person giving you the card. Never place the card immediately into your pocket or wallet.

Face

* It is essential to understand the concept of `face' when conducting business in China. Chinese people regard the respect of their peers and colleagues as a matter of the utmost importance. Conversely, to be humiliated or embarrassed in public is regarded with great shame. This is not very different from our own concept of izzat.

* In many respects, `face' is merely a matter of common courtesy. It is possible to give a person `face' by presenting prestigious gifts such as expensive, famous-brand liquor or cigarettes, by publicly praising good performance and by giving credit where it is due.

* Difficult situations must be handled delicately and without anger. To shout at a Chinese person in public, to reprimand them in front of their peers, or to raise one's voice when exasperated will cause both parties to lose face and disrupt the negotiating process.

* Always refuse requests or invitations indirectly to avoid embarrassment and loss of `face'.

Guanxi

* The concept of guanxi lies at the heart of the Chinese business relationship. In Chinese, the word means `relationship', and can be summed up by the English terms, ``it's not what you know, it's who you know,'' or ``you scratch my back, I'll scratch yours.''

* Essentially, to have guanxi means to have a network of useful contacts. It also means a relationship where the parties are bound by personal obligation to assist each other. Having guanxi, or a contact in an organisation, business, or government department can open doors to foreigners conducting business in China.

Business Attire

* Chinese people are not as formal about business attire as in Japan or Korea. However, it is usually advisable to wear a suit because the wearer gains face if well presented. Darker shades lend greater dignity. Avoid flashy or designer-type suits as this may embarrass your host if he is not equally well dressed.

Eating Out

Dining out is a popular method of establishing guanxi. Chinese business negotiations are often conducted over a long multi- course banquet. Large quantities of alcohol are usually consumed at these business functions and drinking is regarded as a useful social lubricant.

Titles

Most Chinese names are three syllables long and Chinese surnames come before given names. Hence, a Chinese man named Jiang Li-hwa should be referred to as Mr. Jiang. Many Chinese people use an English name when conducting business with foreigners.

Gifts

* Never present knives or scissors as gifts as these symbolise conflict. Letter-openers, however, seem to be an exception to the rule.

* Naturally, objects that carry a `death association' are inappropriate gifts. These objects include clocks and cut flowers, white objects such as bed linen and tablecloths, and objects that come in a set of four. The number four carries a strong association with death, so it is important not to give a set of four.

* When wrapping gifts for Chinese people, never use white paper, as this signifies death and is regarded as inauspicious. The blue- yellow colour combination also carries a death association and should be avoided. Purple is generally associated with barbarians, so naturally, this colour too should be avoided. Red or gold wrapping paper is probably the best colour to use for Chinese people.

General

* Never write notes using red ink, as this can convey the idea that the writer will die soon.

* When setting down chopsticks between courses, never place them in the rice-bowl vertically or at an angle, as this resembles sticks of incense burned at a funeral, and is considered highly inauspicious. Always lie chopsticks horizontally across the rim of the bowl. Eat with your mouth closed.

* Avoid discussions on subjects that may cause embarrassment such as death, divorce or politics.

* Be prepared to answer personal questions relating to your age, marital status, income and family background.

* Tipping is not customary in China.

* Avoid conducting business during the Chinese New Year, which usually falls in late January or early February, and often lasts for up to one week. Most businesses close at this time and it is very difficult to book transportation or accommodation.

A. S. ANGIRASA

angiasaa@hotmail.com