China Negotiation Paper Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

Respecting a position and giving respect with it associated is important, and a Chinese CEO would not meet or hold a business meeting with anyone holding a position lower than them as the Shehui Dengji needs to be acknowledged. This factor is even more applicable and important when negotiations are taking place. Therefore, when introductions take place the most senior person should be addressed first and acknowledged first. By a general rule, the senior is always introduced by the junior and once all the senior representatives are introduced only then can the juniors be represented. During introductions, many Chinese may look at the ground to show humbleness contrary to the western notion of this act being associated to not being confident. With the increasing interaction with foreigners, shaking hands has become widely accepted in the business circles albeit being passive and long in comparison to the squeezing handshakes in western societies stemming from the cowboy ancestors. Introductions mostly include a very important aspect of Chinese business etiquette i.e. of giving or receiving business cards, unlike the Western or European bloc where business cards have relatively become obsolete in China as they hold a larger importance.

The business card should be received with both hands and read before putting it away and care should be taken that is put away in a valued manner rather than just shoved out of sight. It is to be noted that, the way you treat the business card is a reflection of the way you want the relations with the holder of a business card. Once the meeting has commenced keeping the social status in mind the senior personnel sits at the head of the table and speaks first. . They may ask the subordinate members to speak who will usually not speak until and unless asked to by the senior officials. Also, a Chinese delegation most likely opts for sitting on one side of the table to ensure unlike the “sit where you like Western approach.”

Gift giving is an essential part of Chinese culture although it has its specifications; ideally the gifts should not be too expensive which give the intention of bribing the opposite parties into accepting any business proposal. Gifts are usually exchanged during introductions and the colors red, blue or gold are all considered festive and appropriate, which can be used for gift wrapping as well. The gifts should be presented in the same way business cards are presented with both hands, and a gift may be refused thrice before it is accepted by the Chinese. A gift representing your native culture is appropriate, but care should be taken that some items have different associations within the Chinese culture. For example, clocks and flowers are associated with funerals and any gift of any sharp object such as scissors and knives are associated with the superstition of severing relationships.

Business Food Protocol

With a strong emphasis on hierarchy in gathering the honored guests or the most senior are seated to the right of the host and are shown their seat by the host themselves and in business meetings the honored guest is seated directly across the host to show them respect.

When it comes to entertainment and dining within the Chinese culture, it is important to keep the notion of Guangxi (mentioned above) in mind. Banquets are a safe way to entertain your Chinese guests or to be entertained by them which can be customized in to be more formal. Place cards are usually placed in formal settings with your name, designation and company the adherence to social status is followed even to the dining room! One very important, yet commonly misinterpreted is leaving your plate empty and clean. This in China is seen as the diner is still hungry, therefore, requires more food yet in other parts of the world it is seen as having finished your food and enjoyed it.

A clean plate would mean your Chinese host would serve you more or if you are a guest then you should serve them more food. The importance of the host in any dining situation is of utmost importance as the host is expected to serve the drinks and the guest should not pour their own drinks which would indicate that the host is not playing their part well. When Chinese cuisine is involved then one act that should not be done in any circumstance is sticking the chopsticks in the rice standing up as this practice is done at funerals and not at festivals or social gatherings. Conversation should revolve around safe topics and all sensitive topics such as Tibet, communism or human rights be avoided.........................

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