| Prior to privatisation in China, business only existed | | | | This involves practice beforehand. Using |
| in the form of State Owned Enterprise (SOE). | | | | chopsticks is the first step of eating etiquette and |
| These were (and still are) run by people with | | | | conveys the message to the Chinese that you |
| strong political backgrounds and relationships, | | | | are willing to learn and accept their way of living. |
| usually connected by family ties to someone in | | | | There are two kinds of chopsticks - disposable |
| the government. This sort of closed organisational | | | | (wooden) and those used at banquets (made of |
| structure gave no opportunity for its employees | | | | plastic, jade or polished wood). The latter are |
| to be involved in any decision-making processes. | | | | quite difficult to use to eat the peanuts and small |
| Often, principle-based leadership was substantial to | | | | bits, so common in Chinese cuisine, so make sure |
| motivate staff to be productive, although the | | | | you practise with these.When dishes are brought |
| extent of government financial support available | | | | to the table, wait for your counterpart to start |
| meant that SOEs frequently didn't need much in | | | | eating or at least invite you to help yourself. Fish |
| the way of business knowledge or understanding | | | | is always taken by the highest ranking person |
| of the market. Success was based rather on | | | | seated at the table. They usually get the fish |
| good relationship building - which effectively meant | | | | cheeks too - the best part of the fish.When |
| getting government financial support.With the | | | | drinking toasts, your cup should be held at a lower |
| boom of joint venture in the late 80s and early | | | | level than your counterpart's. That way you show |
| 90s, foreign investors started sending their own | | | | respect. If they attempt to say cheers with their |
| managers to interact with the SOE business | | | | glasses held lower than yours, don't fall for it, it is |
| culture. They were given great packages as | | | | just a test.Waitresses will keep refilling your glass |
| incentives to compensate for hard local living | | | | while you are talking. While conversation continues, |
| conditions. In the 13 years I have been living in | | | | tap your index and middle finger twice on the |
| China, I have heard stories, too numerous to | | | | table, which simply means 'Thank you'. This |
| mention, of foreign managers attending hundreds | | | | custom is explained by the legend of an emperor, |
| of banquets and getting drunk with government | | | | who decided to mingle with his people in disguise. |
| officials, while the translators took over the | | | | He swapped clothes with his servant and watched |
| communication channels. Most of the time they | | | | as officials focussed all their attention on his |
| would have no idea of what was going on, other | | | | servant, believing him to be the emperor. When |
| than that they were expected to drink vast | | | | the servant, dressed as emperor, was offered |
| quantities of alcohol, which somehow or other | | | | tea the true emperor in servant's clothes had to |
| bridged the gap between the two cultures. The | | | | serve him. To preserve the disguise, without |
| main criteria for foreigners to be successful in this | | | | compromising the respect due to his emperor, |
| business arena were knowledge of the following:1. | | | | the servant, dressed as emperor, tapped two |
| How to recognise who is a decision maker | | | | fingers on the table to denote bowing with |
| 2. How to impress Chinese counterparts by | | | | respect to the real emperor.How to 'fake' drinking |
| speaking a few Chinese phrases | | | | (and not get drunk) |
| 3. How to use chopsticks and understand meal | | | | The easiest way is secretly to pour water into |
| etiquette | | | | your cup, since you will be challenged to drink |
| 4. How to 'fake' drinkingHow to recognise who is | | | | baijiu (white spirit). This lethal spirit has a strong |
| a decision maker | | | | taste and is 50%-70% alcohol. While nobody is |
| All banquets are served on round tables and | | | | watching fill your cup with water and make sure it |
| there is no obvious distinguishing mark, to indicate | | | | is always full. Initiate constant refills of |
| where the main guest is seated. However there | | | | everybody's drinks and you will soon gain the title |
| are a few give-aways. Look out for these clues: | | | | of 'Lao Han' (honourable Chinese). An alternative is |
| - The guest of honour is most likely to be facing | | | | quickly to dispose of the contents of your cup |
| the door (so they can see when the new dishes | | | | over your shoulder as you bring it close to your |
| are brought in). | | | | mouth. Make sure there is nobody watching and |
| - Fish is the sign of prosperity and a banquet is | | | | that there is nobody standing behind you! Baiju is |
| likely to include a fish dish. The head of the fish | | | | always drunk down in one go unless it is |
| will be placed facing the person of highest status. | | | | mentioned otherwise. It is a good idea to fake |
| - The counterpart will be seated directly opposite. | | | | being slightly drunk too, in order to avoid arousing |
| - The people seated at the right and left hand of | | | | any suspicions.And remember, enjoy the meal, be |
| the person of highest status are the two next | | | | prepared to eat intestines, turtles, snakes and |
| most important decision makers.How to impress | | | | drink snake blood and bile without showing any |
| Chinese counterparts by speaking a few Chinese | | | | disgust - these delicacies are believed to improve |
| phrases | | | | your manhood. If you are a woman, you are |
| The Chinese language consists of phrases that | | | | more likely to be forgiven the odd lapse and at |
| are called 'chengyu', the nearest interpretation of | | | | least won't be under so much pressure to drink |
| which, would be - proverbs. They usually have | | | | heavily. In this case, you should make sure that |
| four characters and have a whole story behind | | | | you are accompanied by a Chinese person of |
| them to support the meaning that you want to | | | | higher position in your company, who is prepared |
| express. There are dictionaries with a selection of | | | | to take over the drinking part of the evening, |
| the most frequently used chengyu, an essential | | | | which is so crucial in establishing good business |
| part of your library. Make sure you use a chengyu | | | | relationships.Copyright 2006 Dalida TurkovicDalida |
| at the appropriate time and you will grab | | | | Turkovic - Master Coach and Master NLP |
| everybody's attention and gain substantial | | | | Practitioner has lived and worked in China since |
| respect.How to use chopsticks and understand | | | | 1990. |
| meal etiquette | | | | |