Preparation is Key When Planning Business Meetings in China

The short scene below emphasizes the differences in Chinese business culture vs. Western business culture, and how quickly the tide can turn if the Western businessman does not understand the culture and traditions of the Chinese.

The time is 7 pm, and the place is outside a restaurant in Beijing, China. American businessman Jim Simpson, 35, sales representative for Carstech Electronics, arrives at a Chinese restaurant to meet with two Chinese businessmen, Lee Eun-Cha, 60, co-owner of Lee-Chang Audio-Visual, Inc. and Chang Qinglin, 35, co-owner of Lee-Chang Audio-Visual, Inc.

Action!

Jim Simpson emerges from taxi in front of the restaurant, and gives a two-handed Texas wave to the two Chinese gentlemen. "Hey, Qinglin," he yells, "Good to see you again!" As he reaches the two men, he hands each of them a package wrapped in black with a white ribbon. "A little something for each of you," he comments. He pumps Mr. Chang's hand in a true two-handed Texas handshake, then turning to the older gentleman, he grabs the man's business card out of his hand, stuffs it into his pocket and repeats the handshake a second time. "And this must be your "silent partner", huh? The "brains" behind the outfit?" Winking at Mr. Chang, he pats Mr. Lee on the shoulder and says, "Nice to meet you, Lee. I'm looking forward to doing business with your company. Let's go inside and get a table and start hashing out the details, what do you say?"

A scene similar to this one is played out countless times a day in the United States. The representatives of two companies meet over a drink or a meal, discuss the details of a potential business deal, and come away at the end of the evening with a good understanding of what details should be addressed in the contract that they will now begin drafting.