Travelling to China for business is different from a leisure trip. For starters, you’ll need to familiarise yourself with local business customs and etiquette, which play a big role in establishing trust and respect. From exchanging business cards to overcoming language barriers, it pays to be prepared and, above all, culturally aware.

Doing business in China is as much about understanding the culture as it is about business itself. Respect is a big part of that, with hierarchy playing a huge role in meetings. You’ll often find that the most senior person is greeted first and spoken to more formally. Similarly, how you dress reflects this respect for status. Business attire leans towards the conservative; even in a more relaxed setting, it’s better to dress up than down.

Unless you’re invited to do so, don’t address business partners or colleagues by their first names. Instead, use their titles and surnames – for example, ‘Mr Wang’ or ‘Director Li’.

Punctuality is another sign of respect. Running late, even by a few minutes, can create the wrong impression, so it’s best to arrive at business meetings early. It shows you value the other person’s time and helps set the tone for the meeting.

Then, there’s the business card exchange. When someone hands you their card, you should take it with both hands and give it a moment of attention before putting it away. Consider getting your own cards printed in both English and Simplified Chinese – it’s a nice touch, if not absolutely necessary.

In Chinese business culture, it’s common to hear responses like ‘maybe’ or ‘let me think about it’ instead of a direct ‘no.’ This practice is linked to the concept of ‘face’ (or miànzi), which emphasises maintaining respect, dignity and social harmony in interactions. Giving a blunt ‘no’ can cause embarrassment or discomfort. By using more indirect responses, Chinese professionals can decline without offending or creating tension. Understanding this nuance is crucial, as what may seem like a tentative answer could, in reality, be a polite way of saying no.

You’ll find that business conversations often happen over meals, but don’t expect to jump into business matters right away – meals are more about developing personal connections. And when it comes to ordering, let the host take the lead by following their order or letting them decide for you.

Lastly, building relationships – or guanxi – is vital in China. Trust isn’t built on contracts and negotiations; it’s developed through personal connections and time, which is why you may feel that deals move at a slower pace than you’re used to. Chinese business culture values relationships that extend beyond the boardroom. Don’t be surprised if your counterpart wants to get to know you on a personal level before diving into business.