Doing Business in China For Dummies®

Getting Things Done the Chinese Way

One thing’s for sure: Things really work differently in China. To be fair, the Chinese would say the same thing about doing business in the West, so everyone has to make a few adjustments. Recognizing the differences in how things work is important to your success in China. Get it right, and you may find the key to success in the Middle Kingdom.

Honoring face

Face, or mianzi (pronounced mee-en-zuh), is a key cultural concept to understand when doing business in China. Face is very similar to pride, but how others perceive you matters more. In other words, nice compliments from your boss in a one-on-one meeting are good, but you don’t get face until your boss singles you out in front of your coworkers as a model employee. Here are the three ways you deal with face in China:

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Give face: Giving someone face is easy: Treat him or her like a big shot, offer compliments in a group setting, or treat him or her to a big fancy meal at the trendiest new restaurant. Overall, make sure you’re courteous. Giving face is really all about showing respect.

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Save face: Many Chinese say saving face is the most important kind of face; it has a grand tradition in ancient Chinese history through legends and stories. Saving face is avoiding a loss of prestige — most often, you save someone else’s face rather than your own (hopefully somebody will do the same for you, too). For instance, perhaps you rescue a friend or contact who needs help in a business deal that’s ...