Island business leaders are advised that the Chinese are not keen on physical contact so be sure not to slap, pat or put arms round shoulders.
And in meetings you should never show anger or frustration with your Chinese counterpart.
Punctuality is also said to be vital and at meetings it is important to go straight to the point rather than starting with side issues such as discussing the weather.
The advice has come from island advocates Simcocks, based in Ridgeway Street, Douglas.
A recent trade mission to China which included Simcocks, KPMG, Dandara, IM Gold, Duke Marketing, the International Centre for Technology and members of the government laid out how the Isle of Man can support the global vision of Chinese businesses.
It is hoped ties will be further strengthened when Chinese delegations visit the island in the coming months.
But competition, business etiquette, culture, protocol and language make it a particularly hard nut to crack.
Simcocks has a number of longstanding clients in China and the good relationship that exists between them has been developed over nearly a decade.
Head of Simcocks Corporate and Commercial department, Irini Newby told Business News: ‘Getting to really know someone is an essential part of doing business in China.
‘Only through face to face meetings can you build trust which is a vital element to developing work there.
‘The Chinese set great store on building personal relationships before entering into a business partnership.
‘You can expect your first few visits to China to simply be the first period of a long game (football and basketball are their favourites).
‘Introductions via a trusted intermediary can play a valuable role in opening doors but there are no short cuts to relationship building.’
Deeply ingrained in Chinese culture is guanxi (pronounced gwan shee) which are incredibly strong social and business connections based on mutual interest and benefit.
Guanxi is regarded as a two-way relationship that must be maintained through regular contact and it is custom for Chinese people to cultivate an intricate web of guanxi relationships, which may expand in a huge number of directions.
Reciprocal favours are the key factor to maintaining one’s guanxi web, failure to reciprocate is considered an offence.
Irini said face to face meetings in China need planning.
‘Appointments must be made in advance and some literature regarding your company should be forwarded to introduce your company. The Chinese approach meetings differently, so rather than beginning with minor or side issues and working your way up to the core issue, reverse this. Punctuality is vital – late arrivals are seen as insulting. Meetings should begin with some brief small talk and should be kept safe, positive and avoid politics.
‘Meetings start with the shaking of hands and a slight nod of the head. Overly vigorous hand shaking is interpreted as aggressive. The Chinese are not keen on physical contact - especially when doing business. Be sure not to slap, pat or put your arm around someone’s shoulders. Business cards are exchanged on an initial meeting. ‘
