East-West business is booming as never before, as thousands of Americans flock to China to seize explosive opportunities. But knowing the right etiquette and right protocol--and being aware of cultural dif- ferences-is a must. Now an expert with a quarter-century's experience in dealing with the Chinese gives you the complete, up-to-date, and commonsense savvy you need. Here's how to interpret behavior, avoid the unintentional gaffe, and make your best impression--while closing million-dollar deals and forming priceless friendships.

  Preface

  Foreword by Robert A. Kapp   

  Introduction: The Scrutable Chinese

I.  Protocol and the Larger Picture

2,500 Years of Interpersonal Relationships

The Advantages of Learning Chinese Ways

Taiwan, Hong Kong, and the Mainland

II. Getting in Touch

Counterpart Organizations

Delegations

Recap: Six Points on Getting in Touch

III. Meeting and Greeting People

Breaking the Ice

Forms of Address: Negotiating Chinese Names

Official Welcomes and Send-Offs

On the Telephone

Recap: Eight Reminders

  on Meeting and Greeting

IV. Some Basic Cultural Differences

Individualism versus Group-Centeredness

The Danwei--The Work Unit

Confucianism

Mianzi-- Face

Guanxi--Connections

Reciprocity

Privacy

Recap: Eleven Points on Cultural Differences

V.  Liiie: The Fine Art of Politeness

Surface Harmony

Using Intermediaries

The Chinese Circle

Class Distinctions

Nonverbal Communication

Saying No

Recap: A Dozen Points on Etiquette

VI. The Business Meeting

Arranging the Meeting

The Setup

The Course of the Meeting

Using Interpreters

Concluding a Meeting

Recap: A Dozen

 Notes on Business Meetings

VII. Relationships with Foreigners

The Chinese View of Outsiders

Business Relationships

Foreign Women and Business

Personal Relationships

Being Entertained in a Chinese Home

Dress

Recap: Nine Tips for

 Foreigners in China

VIII. The Chinese Banquet

Entertaining Out

The Formal Banquet

Reception of Guests

Seating

The Place Setting

The Meal

Conversation

Table Manners

Drinking and Toasting

Concluding the Banquet

Karaoke

Hosting a Banquet

Recap: The Ten Commandments

 of Banqueting

IX. Gift-Giving

Business Gifts

Tipping

What to Give

What Not to Give

Presenting Gifts

The Price of Receiving

Recap: Ten Caveats on Giving Gifts

X.  Guanxi: Grease for the Wheels of China

A Very Personal Thing

What Guanxi Can Do

 Foreigners and Guanxi

Guanxi for Sale

Recap: Eight Tips on Guanxi

XI. Mianzi: About Face

Face Losers

Truth and Face

Organizational Face

Foreigners and Face

Face Givers

Recap: Nine Points on Face

XII. Getting Things Done in China

The Bureaucracy:

 Many Checks, Few Balances

Bureaucratic Decision-Making

On the Front Lines

Tactics for "Getting to Yes"

Graft

Recap: Seven Tips on Getting Things Done

XIII. Hosting the Chinese

Should You Host a Delegation?

The Delegates

Duties of the Host

Accommodations

Formalities

Planning the Schedule

Conducting Meetings

Cocktails and Dining

Planning Menus

Amenities and Bugaboos

Media

Recap: Thirteen Ways to Be a Good Host

Afterword

Appendix

A Guide to Chinese

 Romanization and Phonics

Pinyin Romanization

Pronouncing Chinese

  Tones

Glossary of Chinese Terms Used in this Book

Index

About the Author