The culture of Chinese sourcing

Whether you are looking for sourcing parts options in the Pacific Rim or interested in manufacturing in Chinese sourcing, it helps to understand the culture and the best ways to communicate. The differences in culture begin right from the first handshake, which should not be the firm handshake that Westerners are used to. A gentle handshake is preferred- touching, embracing or patting on the back are not.

As Chinese sourcing specialists, knowing your way around customs helps with communication and establishing long-term associations. Business cards are very important to the Chinese, so you should gratefully acknowledge them when given. Hold them with both hands and make sure to keep them in front of you during the meeting. Have some compliment ready about the business card and when you give them yours, make sure they are translated on one side into Chinese.

A China sourcing agent also knows that when using names, they should use the last name first.

Don't be offended if during a meeting about sourcing components, or when first meeting your Chinese host, that they don't look directly into your eyes. Traditionally, looking at a stranger or a member of the opposite sex directly is considered rude and aggressive. The Chinese also believe there is virtue in hiding emotions; so don't be surprised if they have a blank expression at the first meeting. Some people might consider this unfriendly, but that is not the case. Nor is it that the business associate does not want anything to do with your company!

As your meeting continues, before you begin talking about sourcing components or sourcing parts, you'll want to have a general talk before going about the business of the day. Here's where conversations differ, in that a China sourcing agent shouldn't feel they are impolite by asking things like what a person's salary is. Even asking about marital status and age are considered polite and if you don't answer, you'll make the questioner suspicious. The emphasis won't be on the specific answers but on whether or not you are willing to respond.