By James Chan 由詹姆斯陳

Businesspeople interested in doing business in China will benefit from knowing the Chinese mindset and practicing the following practical cross-border skills. 有興趣的商人在中國做生意，將受益於知，中國的心態和實踐下列實際跨境技能。

Chinese Business Practices中國商業慣例

1. 1 。 Respect their business cards. 尊重他們的名片。
The Chinese consider exchanging business cards the same way we consider a handshake.中國考慮交換名片，以同樣的方式，我們認為握手。 They exchange business cards the moment they greet you.他們交換名片的一剎那，迎接你。 People often present their business cards to you with both hands.人們常常提出他們的名片給你，兩手都要硬。 Take them with both hands.他們兩手都要硬。 Don’t put the card away immediately.不要把卡離去。 Rather, place it on the table or hold it in your hand for some time.相反，將它放在桌上或持有它，在你的手了一段時間。 Make an effort to look at the person’s title.作出努力，看看該人的稱號。 Take plenty of business cards with you when you go to China.採取足夠的名片與你的時候，你到中國去的。 It’s advisable to adopt a Chinese name.它的宜採用中文名稱。 That will signal to people you’re culturally savvy.這將標誌著人們你的文化精明。 Ask a Chinese-speaking friend to help you.問一個講中文的朋友來幫助你。 Print only your name and title in Chinese.打印只有你的姓名和頭銜，在中文。 The rest should be in English.其餘應在英語。

2. 2 。 Make friends first, do business later. 廣交朋友第一，做生意。
The Chinese enjoy small talk and pleasantries.中國人的小型會談，並愉快地。 They want to learn more about you.他們想更多地了解你。 Therefore, initial meetings are rarely expected to produce results.因此，最初幾次會議，是很少可望產生結果。 Chinese salespeople routinely wine and dine prospects before they sit down to talk business.中國銷售人員照例酒和吃晚飯的前景之前，他們坐下來談生意。 Let people feel that they are "connected" with you before you close a deal with them.讓人覺得他們是"連接的"與你之前你關閉對付他們。 In America, where we feel that the legal system is largely enforceable, we can meet strangers and sign contracts with people quite speedily and start doing business.在美國，我們認為，法律制度，主要是可執行的，我們可以應付陌生人並簽訂合同，與人民相當迅速，並開始經商。 China is a people-based rather than a law-based culture.中國是一個以人為本，而不是一個法治為本的服務文化。 People in China build trust by “profiling” one another.在中國，人們建立信任，由"仿"一。 They observe one another’s behavior over time before they’ll do big business.他們觀察對方的行為，隨著時間的推移，才可以做的大生意。 This is why it takes longer to get things done there.這就是為什麼它需要更長的時間才能將事情辦妥。 This is also the reason why, if you bring your lawyers to China before you get to know your partner well, you may send the unintended and erroneous signal that you’re trying to outsmart him.這也是為什麼，如果你把你的律師來中國之前，你必須知道你的伴侶好，你可能會發出一種無意的，錯誤的信號，表明你試著弄巧成拙他。 That does not bode well in the beginning of a relationship.這並不是一個好兆頭，在開始一段關係的。 The Chinese are perfectly willing to sign contracts; but only after people have achieved a reasonable level of comfort and understanding.中國人是絕對願意簽署合約，但只有當人們已達到一個合理的舒適程度和理解。

3. 3 。 Let people save face, especially in public. 讓人們挽回面子，尤其是在公共的。
An American behavior that perhaps irks the Chinese most is someone probing into their affairs.一個美國人行為，這也許irks中國人，最重要的是有人探究其內政。 Naturally you want all the answers, since you’ve traveled so far to find out the truth.當然你想要的全部答案，因為你已經走過那麼遠，以找出真相。 But the Chinese aren’t accustomed to revealing much about themselves, especially in public seminars.但中國人不習慣於暴露了很多自己的，特別是在公開研討會。 If someone is vague about a particular issue, or unwilling or unable to give a straight answer, don’t force the issue.如果有人是含糊其詞，一個特別的問題，或不願或不能作直接回答，不要迫使問題。 Avoid forcing people to tell the truth in public against their will.避免迫使人們講真話在公共違背自己的意願。 Rather, practice the “one-on-one” skill mentioned in this paper.相反，實行"一對一"的技巧中提到的這個文件。

4. 4 。 Avoid certain colors. 避免某些色彩。
White is the color of mourning in the Chinese tradition.白色是顏色的莫寧在中國的傳統文化。 People in packaging should avoid too much white background.人們在包裝應避免太大的白色背景。 Red, suggesting power, prosperity and authority, is the preferred color.紅色，暗示力量，繁榮和權威，是首選的顏色。

5. 5 。 Avoid giving a green-colored hat to a Chinese man. 避免給予一個綠色色帽子，以一名中國籍男子。
"Wearing a green hat" in Chinese means that someone’s wife is being unfaithful, a shameful thing to admit in public. "身穿綠帽子"在中國是指某人的妻子是不忠，一件可恥的事，要承認公開亮相。

6. 6 。 Never give a Chinese person a clock. 永遠不會給一個中國人，一個時鐘。
The phrase "to give a clock" rhymes with another phrase that means “to attend someone’s funeral.” It is all right to give a wrist watch, but not a clock.短語"作時鐘" ，文字與另一片語的意思是"參加別人的葬禮， "這是所有有權發出腕錶，而不是時鐘。

7. 7 。 Respect Chinese superstitions. 尊重中國迷信。
Many Chinese people are superstitious about numbers.不少中國人迷信數字。 For example, the number 4 in Chinese rhymes with "death" or "failure."舉例來說，有多少4個中文文字與"死亡"或"失敗" 。 Many people try very hard not to have their house numbers or telephone numbers contain the numeral 4.很多人非常努力，不要有其屋號碼或電話號碼，包含數詞4 。 The number 14 is even worse.人數14則更差。 The Chinese for 14 rhymes with "sure to fail, sure to die."中國14韻"肯定要失敗的，肯定會死" 。 Numerals 3 and 8 are "good."數詞3條和第8條是"好" 。 The numeral 3 in Chinese rhymes with "growth," while the numeral 8 rhymes with "prosperity."數字3在中文文字與"增長" ，而數詞八韻，與"繁榮" 。 It’s no accident that the telephone numbers of Western hotels in various Chinese cities contain the numerals 8888.這並非偶然的電話號碼西方酒店在中國各城市，包含數詞8888 。 They want their Chinese customers to feel good.他們希望他們的中國客戶更精彩。

8. 8 。 Cultivate "guan xi". 培育"關戲" 。
To make things happen in China, you have to know people.使事情發生在中國，你要知道的人。 "Knowing" is what the Chinese mean by "guan xi" or "connections." "明知" ，這才是中國人所指的"關席"或"連接" 。 When you cultivate "guan xi" with people, you might get them to bend over backwards for you, let alone buy into your demands and style.當你培養的"關戲"的人，你可能會得到他們彎腰後退你的，更遑論購買到你的要求和風格。 But if instead you show up with a legal document before people get to know you and feel comfortable with you, you won’t go far or make long-lasting deals.但如果反之，你出一個法律文件之前，人們才能真正了解您和感覺舒適與你，你會不會去遠或作長期，持久的協議。

Cross-Cultural Communication Skills跨文化溝通技巧

9. 9 。 Smile. 微笑。
Smiling is the most common way to show friendliness among strangers.微笑是最常見的方式以示友善其中陌生人。 Wearing a serious-looking, poker face will cause your relationship to get off on the wrong foot.身穿嚴重的前瞻性，撲克臉會導致你的關係，要下車，就錯了腳。 The Chinese use smiles as a defense mechanism.中國人用笑容作為一個防禦機制。 They smile when they’re nervous or uncomfortable.他們的笑容時，他們正在緊張或不舒服。 They smile when they feel embarrassed.他們的笑容，當他們感到尷尬。 In some Western countries, giggling isn’t proper behavior.在一些西方國家，嬉笑，是不妥當的行為。 In China, it’s practiced by people at all social levels.在中國，它的實踐，人們在社會各方面的水平。 You’ll make more friends and influence more people with a smile.你會做出更多的朋友和影響力，更多的人以微笑。

10. 10 。 Speak slowly. 說話緩慢。
Some Americans like to speak fast.一些美國人喜歡說話快。 The result is that they lose their audience.結果是，他們失去的觀眾。 It doesn’t matter how superb your ideas are if you can’t convey them in ways the Chinese can understand.不要緊如何高超你自己的想法是，如果你不能把他們傳達的方式，中國人是可以理解的。 The Chinese consider it impolite to ask someone to repeat themselves.中國人認為這是不禮貌請問有人重複自己。 If they don’t understand you, they’ll just sit there looking like they do and letting your thoughts and ideas pass them by.如果他們不理解你，他們乾脆就坐在那裡像他們這樣做，並讓你的想法和意見通過他們的。 It’s critical that you speak slowly.它的關鍵在於，你說慢。 The same holds true with interpreters.同樣如此，與口譯員。 If you speak too fast, the interpreter will simply not translate those segments they don’t understand.如果你說話太快，傳譯員會根本無法轉化的環節，他們不明白。 Chinese translators may be too shy, or too afraid, to ask you to repeat something, for fear they’ll lose face.中文翻譯可能太害羞，或太害怕，要請你重複的東西，怕他們會丟面子。 Asking for clarification may suggest a lack of expertise or experience.要求澄清，可以建議缺乏專業知識或經驗。

11. 11 。 Avoid being too casual. 避免過於隨便。
In America, we often call people we don’t know very well by their first names.在美國，我們常找人我們不很熟悉，由他們的名字。 CEOs and employees may address each other as if they were on equal footing. CEO和僱員可以解決對方，如果他們對平等競爭。 This is not considered good manners in China.這是沒有考慮到良好的風度，在中國。 Always be formal in addressing people.始終成為正式在解決人民。 That’s the safe and the only right thing to do.這就是安全，而且是唯一正確的做法。 In China, only childhood friends and spouses call each other by their first names.在中國，只有童年的朋友和配偶打電話給對方，由他們的名字。

12. 12 。 Don’t expect much eye contact. 不要指望目光接觸。
We in America must make steady eye contact when we talk with people.我們在美國必須有穩定的目光接觸，當我們說，與人為善。 This is not the case among the Chinese.事實並非如此，其中中國人。 For the Chinese, a lack of steady eye contact doesn’t indicate a lack of attention or respect.為中國人，缺乏穩定的目光接觸，並不表明缺乏應有的關注和尊重。 On the contrary, because of Chinese society’s more authoritarian nature, steady eye contact is viewed as inappropriate, especially when subordinates talk with their superiors.與此相反，由於中國社會的更專制性質，穩步目光接觸，被認為是不恰當的，尤其是當下屬跟他們的上司。 Eye contact is sometimes viewed as a gesture of challenge or defiance.眼神接觸是有時被視為一種姿態的挑戰或違抗。 When people get angry, they tend to maintain steady eye contact.當人們氣憤，他們往往保持平穩眼神接觸。 Otherwise, they look elsewhere or appear nonchalant while talking.否則，他們看別處或似乎滿不在乎而談。

13. 13 。 Let them smoke. 讓他們吸煙。
There are 350 million people who smoke in China.有3.5億人吸煙，在中國。 They consume 1.8 trillion cigarettes each year, or one-third of cigarettes smoked worldwide.他們消費1800000000000香煙，每年還是有三分之一的香煙煙熏全世界。 Many Chinese consider smoking, usually among men, the right thing to do in a business environment.許多中國人認為吸煙，通常是在男子中，正確的做法是在商業環境。 They will offer you a cigarette.他們會為您提供香煙。 Simply decline and thank them.簡單地下降，並感謝他們。 Don’t lecture them on how smoking is bad for their health.不要講他們如何吸煙是壞，為他們的健康。 If you allow them to smoke, they’ll listen to you longer.如果你讓他們吸煙，他們就會聽你更長的時間。 The growing Chinese economy has produced so many successful businesspeople that they now have a craving for cigars.不斷增長的中國經濟產生了這麼多成功的企業家認為，他們現在有一個渴求雪茄。 "Cigar bars" are all the rage in large Chinese cities and in Western-style hotels. "雪茄吧" ，都是風靡一時，在中國大型城市和在西式飯店。

14. 14 。 Don’t take their saying "yes" literally to mean affirmative. 不考慮他們說"是"字面上的意思是肯定的。
Chinese people have a habit of saying "yes" to show that they’re paying attention or that they’re following what you say.中國人有一個習慣，說： "是的" ，以顯示他們正在關注或者說，他們正在以下你說的話。 In such a context, the word "yes" doesn’t mean that they agree with what you say or with your terms.在這樣一個背景下，這個詞"是"並不意味著他們同意你所說的，或與您的條件。

15. 15 。 Watch your language. 看你的語言。
Many Chinese who speak and read English learned the language in an academic setting.許多中國人發言，並宣讀了英語學習了語文，在一個學術環境。 As a result, they’re often unaware of colloquialisms or figures of speech that we take for granted.因此，他們往往不了解口語或人物的講話中指出，我們視為理所當然的。 I’ve seen "Love Canal" translated as "sex virology."是我見過的"愛運河"翻譯為"性病毒學" 。 An article on negotiation skills contains the phrase "football field" when in fact the English original talks about "a level playing field."有一篇關於談判技巧包含短語"足球場"的時候，其實英文原文談"一個公平的競爭環境" 。 Other American phrases such as “in terms of,” “the skinny,” “ballpark,” “sidebar” and other sports jargon will confuse the Chinese mind.其他美國短語，如"中的條款" ， "瘦" ， "球場" ， "側欄"和其他體育術語中，將混淆中文介意。 Keep in mind that most Chinese people (translators or even executives) will not ask you to explain your terms because they don’t want to lose “face” themselves or put you on the spot.請記住，大多數中國人（翻譯人員，甚至總裁） ，將不會要求您解釋一下您的條件，因為他們不想失去"面子"本身或把你對現貨。 To avoid these pitfalls, it’s important that you have someone with experience living and working in Western countries to review your translations.為了避免這些陷阱，它的重要的是你有別人的經驗與對生活和工作在西方國家，檢討你的翻譯。

16. 16 。 Talk metric. 談公制。
Supply technical and pricing information in both English and metric units.提供技術及價格資料，在這兩個英語和公制單位。 Your customers and suppliers will appreciate and understand you better this way.你的客戶和供應商的理解和認識，你更好。

Recruiting, Training and Managing People招聘，培訓和管理的人

17. 17 。 Introduce your people to the Chinese personally . 引進貴國人民向中國個人 。
The Chinese people are conditioned by centuries of dynastic histories to obey their political leaders the way they obey their parents.中國人民是受幾百年的朝代歷史，以絕對服從他們的政治領袖的方式，他們聽從他們的父母。 If you’re the only person who travels to China but you need your colleagues to help out with operations, introduce them formally to your Chinese contact, especially in person.如果你的人，只有出國的機會，中國，但你需要你的同事協助清理行動中，正式介紹他們給你的中文聯繫，特別是在人。 One American CEO shared his personal experience regarding this critical management skill.一名美國首席執行官贊同他的個人經驗，就這一關鍵的管理技巧。 He wrote: "Introduce as many of your people to the Chinese as possible. The Chinese do place very high value on face-to-face contact and I found that I was the only person with whom our Chinese distributor would communicate, because I was the only one who had ever traveled to China and met him. As a CEO this can be very time consuming. While the Chinese place great stock in meeting the top person in a company (the status thing again), they tend to only want to communicate with the people in a company whom they have met face-to-face.” To resolve this common problem, introduce your colleagues and departmental managers to your Chinese partner in person. By delegating responsibilities, you authorize your colleagues to be your deputies and signal to your Chinese contact that they represent you and therefore they can be trusted. Asian cultures that are influenced by the Confucian ethos—Chinese, Japanese, Korean—place great emphasis on personal introductions as the basis of trust.他寫道： "引進來作為你的許多人民對中國盡可能中國人的地方，非常高的價值，就面對面接觸，我發現我是唯一的人，其中香港中文經銷商會溝通，因為我是只有1人曾經前往中國，並會見了他，作為企業的CEO ，這可以是很耗費時間，而中國人的股票也很了不起，在會議前的人在一間公司（現況的事了） ，他們往往只是想溝通與人在一個公司的人以及他們遇見面對面" ，要解決這個共同的問題，介紹你的同事和部門主管，以你的中文合夥人，通過下放責任，你就授權給你的同事們成為你們人大代表和信號，你的中文聯繫，他們代表著你，所以他們可以信任。亞洲文化都受儒家校風-中文，日文，韓文-高度重視對個人引進的基礎上的相互信任。

18. 18 。 Arrange one-on-one meetings. 安排的一對一會議。
The Chinese political system is a one-party system.中國的政治體制是一黨制。 People have learned not to challenge their political leaders.人們已經學到不要挑戰自己的政治領袖。 They find ways to work out their problems by involving other people who can help them.他們設法找出他們的問題所涉及的其他人能幫助他們。 This is why Chinese people tend not to express what they have in mind in public.這也是為什麼中國人往往不會表達什麼，他們心目中公開亮相。 But when they’re with you on a “one-on-one” situation without other people around, they’re direct and straightforward.但是，當他們與你的"一對一"的局面，沒有其他人靠近，他們就會直接和簡單。 Over the past 26 years, I’ve learned to do my sales pitch and make my presentations in front of large Chinese audiences without expecting to field many questions.在過去的26年裡，我學會了做我的銷售攤位，並讓我的介紹，在前面大，中國的觀眾沒有預料到外地了很多問題。 However, I try to stay awhile afterwards instead of rushing away to another appointment.不過，我盡量逗留一段時間後，不是急於離開，以另一個任命。 Invariably, a few people will come up to me, wanting to schedule a private meeting.往往是，有幾個人又來了，對我來說，要如期進行私人會面。 I’ve found these meetings to be the most informative and fruitful of all.我發現，這些會議成為最翔實和富有成果的全部。 My friends and customers tell me things in private that allow me to get things done.我的朋友和顧客告訴我的東西，在私下表示，請允許我把事情辦好。 If you want to know the truth—and how you can compete in the China market—learn to pull people aside and talk with them privately.如果你想知道真相如何，你就可以在中國市場學會拉人民一邊，跟他們私下。