The China Business Etiquette

Nahaufnahme von zwei lächelnden Geschäftsmännern, die sich nach einem erfolgreichen Geschäft im modernen Büro die Hand schütteln

Your guide to etiquette, protocol, and sustainable success – including Dos Don’ts for download.

For European executives, the Chinese market is full of promise – but also marked by cultural peculiarities. Our experience from over 20 years demonstrates: Especially business is often not just driven by hard facts, but by fine sense of etiquette that determines stable relationship-building. A faux pas here can be more than just embarrassing; it can cost Mianzi (face), block the development of Guanxi (relationship network), and thus close doors before they even open.

Mastering these rules is not a superficial “chopstick training”, but a strategic act of respect. This “Business Etiquette China” is your guide to appearing confident securing the base for sustainable business relationships. As a practical tool for your next trip, we have prepared the most important rules in a compact guide for you to download.

CONFIDENT FROM THE START: THE BASICS OF CHINESE BUSINESS ETIQUETTE

With the goal to not only survive but act confidently in Chinese business life, your ability to understand the unwritten laws of the market is crucial. These fundamental cultural concepts – read here – shape every business relationship, every negotiation process, and ultimately your entire success on site.

First impressions are crucial – especially in relationship-oriented China, a strong base for the entire business relationship is built here. The confidence to master these crucial first moments is no coincidence. It is the result of effective preparation, as we ensure in our individual coaching sessions.

Greeting: A slight nod or a subtle bow is common, often accompanied by a gentle handshake. This is typically initiated by the highest-ranking person.

Introduction: Clearly state your full name, company, and position. The hierarchical order is important: Always greet the highest-ranking person first. Your Chinese counterparts often mention the company first, then the title, and lastly the name.

Titles: The correct use of formal titles (e.g., Director Wang, Manager Li) is essential until you are explicitly offered a more informal form of address. Note that in China, the surname is always mentioned first.

Chinese business meetings follow their own rules. Knowing these is not just a matter of courtesy but a strategic advantage. Understanding flexible schedules or consensus-oriented decisions are key factors that we specifically train in our intercultural consulting to ensure the effectiveness of your meetings and avoid frustration.

Punctuality: Absolute punctuality is an unambiguous sign of respect. Ideally, arrive a few minutes early and inform your contacts immediately if an unavoidable delay occurs.

Preparation Agenda: Thorough preparation is essential. Keeping all documents ready, ideally also in Chinese translation. Be prepared for flexibility, as first meetings often primarily serve to build relationships and may deviate from the agenda.

Seating Arrangement: The seating arrangement follows a clear hierarchy and is determined by the hosting side. The highest-ranking person usually takes the seat of honor, guests are seated according to their rank.

Meeting Structure Participation: Meetings often begin with small talk. The highest-ranking employee opens the discussion, to whom you should primarily direct your contributions. Team members often only speak when prompted by their leader. As decisions can be more time-consuming, patience is a strategic virtue.

A compact checklist with the most important meeting rules can also be found in our compact guide “Dos & Don’ts” for download.

In China, the business card is more than a piece of paper – it’s a symbol for the person handing it to you. Exchanging them is an important ritual in which respect is communicated nonverbally. Developing this sensitivity for seemingly small details is a core component of our practice-oriented coaching.

The Ritual: Always present and receive business cards with both hands. Make sure that when presenting, the Chinese side of the card faces the recipient. The exchange usually occurs according to hierarchy.

Upon receiving: Take a moment to carefully study the card you’ve received. This signals respect and appreciation.

Storage: Store received cards respectfully in a cardholder or place them visibly in front of you on the table during the meeting. Never carelessly put cards away (especially not in your back pocket).

Card content: Bilingual cards (English/Chinese) with a clearly and correctly translated title are highly recommended. Gold lettering can be perceived as prestigious.

The business meal in China is a strategic arena. It primarily serves to build Guanxi, relationship networks, not hard negotiations – yet success here can significantly influence business success. The ability to use this situation as a strategic tool is a crucial success factor and therefore belongs to good preparation for executives.

Hosts Seating Arrangement: The host arranges the seating (often at round tables) and selects the dishes. The seat of honor for the main guest is often opposite the door.

Dining etiquette: Wait until the host starts eating or invites you to begin. Try at least a little of all dishes offered. It is considered polite not to take the last piece from a serving plate. If some food remains at the end, it signals the host’s generosity.

Chopstick etiquette: Never point at people with chopsticks and never stick them vertically into rice (this is reminiscent of funeral ceremonies). When not in use, place chopsticks correctly on the provided rest.

Toasts Drinking: Toasts (“Gan bei” – 干杯) are an integral part. The host begins, the main guest reciprocates the toast later. When clinking glasses, always hold your glass slightly lower than those of higher-ranking persons.

Bill Tipping: The host covers the bill; do not try to contribute to the costs. Tipping is uncommon.

End of the meal: Pay attention to the signals of the highest-ranking person on the hosting side; when they stand up, the meal often ends for everyone.

You can also find a compact checklist for business meals in our compact guide “Dos&  Don’ts” available for download.

A well-chosen gift is more than just a nice gesture – it’s a strategic tool to signal goodwill and respect. The act of giving itself is often more important than the material value of the gift.

Gift selection: Choose gifts thoughtfully. Presents related to your own culture are often a good choice. Quality and appealing presentation are crucial. Avoid overly expensive gifts that could be misinterpreted as bribery attempts – this requires attention.

Inappropriate gifts: Certain gifts are considered as absolutely inappropriate: clocks (association with death), sharp objects (symbol for cutting a relationship), handkerchiefs (mourning), or items in sets of four (the number four sounds similar to “death”). Knowledge of these cultural nuances protects against unpleasant surprises.

Presentation: Always present and receive gifts with both hands. The gift should be attractively wrapped, preferably in the lucky colors red or gold. It is often not opened in the presence of the giver.

Acceptance: Expect your gift to be politely declined two or three times at first. As the gifting part, remain equally polite but firm in offering

Cloting is an essential part of your non-verbal communication. It signals professionalism and respect towards your Chinese business contacts. A coherent and appropriate appearance is an often underestimated success factor.

The Business Standard: Conservative and formal business attire is the right choice in most industries. Opt for elegance and muted colors.

For Men: Dark suits (e.g., navy blue, charcoal) with shirt and tie are the standard. Patterned ties are acceptable as long as they are subtle.

For Women: Business suits, conservative outfits, or pantsuits in neutral colors are appropriate. Absolutely avoid revealing clothing, bright colors, as well as excessive makeup or jewelry.

Important details: Well-maintained, closed shoes are essential for everyone. Avoid white as the main color of your clothing, as it is associated with mourning. Red, on the other hand, is considered a lucky color and can have a positive effect as an accent (e.g., on a tie). In general: A well-groomed appearance is a matter of course

Etiquette as a strategic investment

The consistent observance of these rules is an active tool in your daily leadership. Every correct gesture promotes trust, while a single mistake might significantly disrupt a relationship built over months. Mastering the “Business Etiquette China” is thus a fundamental prerequisite for achieving your strategic and commercial goals in the Middle Kingdom.

Your first step towards a confident appearance: download the compact Dos & Don’ts

This article provides important background knowledge to understand Chinese business culture. Above all, your next business trip requires practical tools you can rely on: practical, readily available certainty of action.

That’s why we have summed up the key insights from this guide into a concise, action-ready format – ideal for printing and carrying with you.