Doing Business in China Requires Special Knowledge
Julian Hooper, an English businessman, recently shared many interesting stories of his years as a successful businessman and some of his secrets for success.
 When he told me that his citrus export business had maintained a long and prosperous relationship with the Chinese, my ears perked up. I told him that nay advice that he shared with me would be of interest to the business people of West Virginia because of the good work that U.S. Sen. Jay Rockefeller has been doing to open China for West Virginia business. So here are a few pointers from and English gentleman exporting to China.
For centuries westerners have misunderstood the Chinese and considered them lazy, which is not the case. On the contrary, they are very enterprising, hard working and industrious. Even though the Chinese are communists, they are not communists in the Russian sense of the term because they are also capitalists. For thousands of years, the Chinese have farmed and sold their produce in the local market.
Secondly, they are kind, hospitable people, yet they practice formal social behavior. According to Julian, "The Chinese think that westerners are afraid of themselves because they cover themselves with lawyers."
To the Chinese, this creates so many unpleasantries. They regard westerners as backward, conducting themselves in a crude and barbaric way, concerned more about the dollar than life and living.
Third, things that are not very important to us are very important to them. For instance, the initial business greeting and exchange of business cards is a ritual. Introductions are of utmost importance. They pay particular attention to your name and study your features and mannerisms for signs to your character.
Fourth, when you visit China for a business appointment, don't get in a big hurry because they may have you wait for three days before seeing you. They are not in a hurry to do business with you. They are more concerned about developing a long-term relationship. Continue to genuinely learn about their family and build on your relationship.
Share a cup of tea and never ask for the business. Let them bring it up. You must be enormously patient. Life is not a race to win but a walk with understanding.
When you have made a proper impression and are almost ready to do business, Julian explained, the Chinese then will hold a banquet for between 12 and 24 people in your honor. They will invite anyone (many look suspiciously like strangers) just to make sure that you have a large number of people for you honor. Julian also advised to never put chopsticks in your mouth because often you share food with your guest from your chopsticks. If you get to the point with your host where you are engaging in this food-sharing ritual, you are now considered a friend who can be trusted.
Fifth, Julian also offered this advice: Make sure you choose the right interpreter. Proper selection of an interpreter can make the difference between friendship and uncomfortable misunderstandings.
Finally, Julian advised that westerners should make it a priority to establish long-term relationships with the Chinese. He predicted that they will lead the world economy in 20 years.
I enjoyed my brief encounter with the citrus exporter from Great Britain, Mr. Julian Hooper. I enjoyed the engaging conversation and the pints we shared.
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