Four Tips for Doing Business in China

Time is of the essence when doing business in China. Make appointments well in advance and be extremely punctual, as this shows respect. Chinese people have a keen sense of hierarchy in the office: if you're visiting in a group, the senior member should lead proceedings.

Suits are still the norm in China, regardless of the outside temperature. Women should avoid plunging necklines, heavy makeup, overly short skirts, and high heels. Pants are completely acceptable. Women can expect to be treated as equals by local businessmen.

Face is ever-important. Never say anything that will make people look bad, especially in front of superiors. Avoid being pushy or overly buddylike when negotiating: address people as Mr. or Ms. until they invite you to do otherwise, respect silences in conversation, and don't hurry things or interrupt. When entertaining, local businesspeople may insist on paying: after a slight protest, accept, as this lets them gain face.

Business cards are a big deal: not having one is like not having a personality. If possible, have yours printed in English on one side and Chinese on the other (your hotel can usually arrange this in a matter of hours). Proffer your card with both hands and receive the other person's in the same way, then read it carefully and make an admiring comment.

Many gifts, like clocks and cutting implements, are considered unlucky in China. Food—especially presented in a showy basket—is always a good gift choice, as are imported spirits. Avoid giving four of anything, as the number is associated with death. Offer gifts with both hands, and don't expect people to open them in your presence.