Apple: China

Think differently.

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Table of Contents

1) Introduction (Pg. 3)
2) Country Profile
Facts and statistics (Pg. 4)
3)The Language and Other Forms of Communication (Pgs. 4-5)
Non Verbal Communication (Pg. 5)
4) Building Strong relationships (Pgs. 5-7)
Meeting and greeting (Pg. 5)
Gift Giving (Pg. 6)
Dining (Pgs. 6-7)
5) Business etiquette (Pgs. 7-8)
Holding a meeting (Pg. 7-8)
Negotiating (Pg. 8)
6) Conclusion (Pg. 8-9)

7) Works Cited (Pg. 10)

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Introduction
This policy guide is created for the company Apple. You will are being sent to China for
either a short business trip, or being transferred across seas in a full time position. The culture of
China is vastly different from that of the United States; this guide will help you understand the
cultural difference not only in the business spectrum as well as the day to day living in China. To
better your understanding of this culture is crucial in the implementation of business toward your
company, you will be aware of the levels of respect and how to conduct business in an
appropriate manner. We will start with a country profile that will give you a brief understanding
of the area, people, religion etc. We will then discuss the levels of business etiquette, making an
appointment, and building strong relationships within the Chinese culture. After reviewing this
guide, you will be ready for the conduction of business across seas in the country of China.

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Country Profile: China

Location: Eastern Asia bordering Afghanistan 76 km, Bhutan 470 km, Burma 2,185 km,
India 3,380 km, Kazakhstan 1,533 km, North Korea 1,416 km, Kyrgyzstan 858 km, Laos 423
km, Mongolia 4,677 km, Nepal 1,236 km, Pakistan 523 km, Russia (northeast) 3,605 km, Russia
(northwest) 40 km, Tajikistan 414 km, Vietnam 1,281 km. (http://www.kwintessential.co.uk/)
Capital: Beijing (http://www.kwintessential.co.uk/)
Climate: extremely diverse; tropical in south to subarctic in north
(http://www.kwintessential.co.uk/)
Population: 1,298,847,624 (July 2004 est.) (http://www.kwintessential.co.uk/)
Ethnic Make-up: Han Chinese 91.9%, Zhuang, Uygur, Hui, Yi, Tibetan, Miao, Manchu,
Mongol, Buyi, Korean, and other nationalities 8.1%( http://www.kwintessential.co.uk/)
Religions: Daoist (Taoist), Buddhist, Muslim 1%-2%, Christian 3%-4%
(http://www.kwintessential.co.uk/)
Government: Communist state (http://www.kwintessential.co.uk/)

The Language and other forms of communication

Throughout the country, the language will vary among different regions. Each region has
a different dialect, but most are related to the family languages of Sino-Tibetan. English will be

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the primary language spoken in a formal business manner. Learning a few Mandarin and
Cantonese phrases will help smooth out some confusion, if any, in a formal meeting.
Non-verbal communication is one of the biggest areas of communication in the Chinese
culture. There are many signs of disrespect in formal meetings that need to be aware of before
attending meetings. These non-verbal communication styles will eliminate any disrespectful
forms of communication. The Chinese strive for a sense of harmony, they will be aware of some
body language as signs of agreement or disagreement. Sitting or standing with good posture will
be a sign of confidence in the company. Slouching in a chair while sitting or having arms rested
on the table will show a sign of incoherence or lack of attention. Facial expressions are also key.
The act of frowning will represent a sense of discouragement of disagreement throughout a
meeting.

Building Strong relationships

Meeting and Greeting: The Chinese prefer a face to face meeting in many forms before
conducting any type of business deal. Upon arrival to the first meeting be aware of the customs
of introduction in the Chinese culture. The use of age or seniority is something to be aware of
when greeting. The oldest person in the room is always greeted first. Handshakes are the most

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common form of introduction but be aware of the

culture differences between North American and Asia. In Asia, direct eye contact is a sign of
disrespect; do not be alarmed, the Chinese will stare toward the ground while shaking hands for
introduction. Address everyone you meet by their honorific title and surname. When the
relationship becomes stronger, a first name basis will be used, assumptions cannot be made at the
start.
Gift Giving is very strong in the Chinese greeting culture; it shows a great deal of
respect. Food makes a great gift to all, this will build the relationship in your meeting. Do not
give gifts that will show the sign of death or funerals. These gifts include flowers, clocks, and
handkerchiefs, these gifts will show a sign of a dying relationship and should be avoided. As
well, be aware of the luck aspects in the Chinese culture. In the United States, the number seven
is used as a sign of luck, when giving gifts in China, surround the gift around the number eight,
such as eight baskets of food. While giving the gifts, approach with the gift with both hands and
have a slight bow when handing over, this is the most common sign of respect while giving and
accepting gifts. The gifts should be opened after the meeting is finished.
Dining: Once the meeting and greeting portion of the introduction is completed, the
relationship will build by entertaining the business associates to dinner or any form of eating. At
these dining meetings, no business will be discussed. It is important to strengthen the relationship
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by breaking bread in the Chinese culture. These meetings are performed in public places and not
that of their homes. Arrive on time to all of these meetings and greet everyone as stated above in
the meeting and greeting portion of the guide. The removal of shoes is a key form of eating
manner and should be done by all members. Table manners are the most crucial sign of respect

in the Chinese culture. The host, or highest member of

seniority will offer the first toast; this will show that he or she is in control of the dinner
arrangement. The food will then be served out, in the custom of the Chinese, food is a blessing,
learning to use chopsticks and trying everything that is presented is a sign of respect in table
manners. Do not be alarmed of slurping noises and belching, this is a sign of enjoyment of food.
The conversations at dinner should be a little more personal. The Chinese culture likes to build
relationships based off of family and friends and should not be taken lightly. Once the diner has
been finished, an offering of either another meal at a specified time, or business meeting will be
presented. If presented with a business meeting, the sign of a strong relationship has been formed
and you can proceed to conduct business.
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Business etiquette
Holding a Meeting: Once you have created a strong relationship, the act of business has
begun. Upon arriving to the meeting, make sure you are on time or early. Being late is a sign of
disrespect and could potentially lose the business client at first glance. Wear professional attire,

suit and tie, as this is a business meeting. Everyone

should have their own interpreter if needed and both writing in English and Chinese. As stated in
the Language portion of this guide, many phrases should be learned and kept aware of to avoid
confusion. Visual aids and a strong presentation will be the selling point of this business meeting.
Negotiating will begin after the business presentations are finished. Make sure that the
negotiator is the most senior ranked member of the project team. It would be a sign of disrespect
if the person negotiating is no the lead. This negotiation process will be long and slow, make sure
there is breathing room for the negotiation of starting prices. Do not lose respect for the business
by becoming angry or losing composer while negotiating. This process is long and will most
likely take more than one meeting of negotiating. When the negotiations have come to an end
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and business with the clients are confirmed, address all members as if you were greeting them
for the first time and leave in the manner in which you arrived. The deal has been made.

Conclusion
After reviewing this guide, the trip to China will be a lot smoother for business before
otherwise knowing these policies. As stated above, respect is the number one aspect of
conducting business cross- culturally. Following these guidelines will not only create a bond with
your Chinese partner, but a friendship, a key form of business creation. Learning the language
and communication skills, building strong relationships, and having perfect business etiquette
will land you the opportunity to conduct business for a long-term life span for the company. Go
make the deal!

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Work Cited
Kwintessential. China - Language, Culture, Customs and Etiquette.
www.kwintessential.co.uk. 2004. Website
Apple Inc. (AAPL). www.valuewalk.com. Apple-China.jpg. 2014. Image
Apple Inc. (AAPL).Apple begins hiring for another 3 new retail stores in China.
9to5mac.com. 2013. Image
Pepegins.com. Chinese Business Etiquette and Protocol. 2012. Image
Lyudmila Bloch. The Four-Step Solution to Surviving a Business Lunch Overseas.
Etiquetteoutreach.com.2013. Image
Peoples Republic of China. The Chinese Mission to the UN Hosts Business Meeting.
www.china-un.org/eng. 2011. Image.

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