Business in China #2 - Relationship Building

Prior to privatisation in China, business only existedThis 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 withconveys 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 inThere 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 employeesplastic, 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 tobits, so common in Chinese cuisine, so make sure
motivate staff to be productive, although theyou practise with these.When dishes are brought
extent of government financial support availableto the table, wait for your counterpart to start
meant that SOEs frequently didn't need much ineating or at least invite you to help yourself. Fish
the way of business knowledge or understandingis always taken by the highest ranking person
of the market. Success was based rather onseated at the table. They usually get the fish
good relationship building - which effectively meantcheeks too - the best part of the fish.When
getting government financial support.With thedrinking toasts, your cup should be held at a lower
boom of joint venture in the late 80s and earlylevel than your counterpart's. That way you show
90s, foreign investors started sending their ownrespect. If they attempt to say cheers with their
managers to interact with the SOE businessglasses held lower than yours, don't fall for it, it is
culture. They were given great packages asjust a test.Waitresses will keep refilling your glass
incentives to compensate for hard local livingwhile you are talking. While conversation continues,
conditions. In the 13 years I have been living intap your index and middle finger twice on the
China, I have heard stories, too numerous totable, which simply means 'Thank you'. This
mention, of foreign managers attending hundredscustom is explained by the legend of an emperor,
of banquets and getting drunk with governmentwho decided to mingle with his people in disguise.
officials, while the translators took over theHe swapped clothes with his servant and watched
communication channels. Most of the time theyas officials focussed all their attention on his
would have no idea of what was going on, otherservant, believing him to be the emperor. When
than that they were expected to drink vastthe servant, dressed as emperor, was offered
quantities of alcohol, which somehow or othertea the true emperor in servant's clothes had to
bridged the gap between the two cultures. Theserve him. To preserve the disguise, without
main criteria for foreigners to be successful in thiscompromising 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 makerfingers on the table to denote bowing with
2. How to impress Chinese counterparts byrespect to the real emperor.How to 'fake' drinking
speaking a few Chinese phrases(and not get drunk)
3. How to use chopsticks and understand mealThe easiest way is secretly to pour water into
etiquetteyour cup, since you will be challenged to drink
4. How to 'fake' drinkingHow to recognise who isbaijiu (white spirit). This lethal spirit has a strong
a decision makertaste and is 50%-70% alcohol. While nobody is
All banquets are served on round tables andwatching fill your cup with water and make sure it
there is no obvious distinguishing mark, to indicateis always full. Initiate constant refills of
where the main guest is seated. However thereeverybody'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 facingquickly to dispose of the contents of your cup
the door (so they can see when the new dishesover 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 isthat there is nobody standing behind you! Baiju is
likely to include a fish dish. The head of the fishalways 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 ofany suspicions.And remember, enjoy the meal, be
the person of highest status are the two nextprepared to eat intestines, turtles, snakes and
most important decision makers.How to impressdrink snake blood and bile without showing any
Chinese counterparts by speaking a few Chinesedisgust - these delicacies are believed to improve
phrasesyour manhood. If you are a woman, you are
The Chinese language consists of phrases thatmore likely to be forgiven the odd lapse and at
are called 'chengyu', the nearest interpretation ofleast won't be under so much pressure to drink
which, would be - proverbs. They usually haveheavily. In this case, you should make sure that
four characters and have a whole story behindyou are accompanied by a Chinese person of
them to support the meaning that you want tohigher position in your company, who is prepared
express. There are dictionaries with a selection ofto take over the drinking part of the evening,
the most frequently used chengyu, an essentialwhich is so crucial in establishing good business
part of your library. Make sure you use a chengyurelationships.Copyright 2006 Dalida TurkovicDalida
at the appropriate time and you will grabTurkovic - Master Coach and Master NLP
everybody's attention and gain substantialPractitioner has lived and worked in China since
respect.How to use chopsticks and understand1990.
meal etiquette