• In a Chinese business setting, men are expected to wear suits and ties of a neutral color. Women also are expected to wear suits with a blouse that comes up high on the neckline (Chen & Pan, 1993).

• A low heel will compliment the conservative dress. High heels are only acceptable at a formal party or reception.

• At an initial greeting, the Chinese will either bow slightly, nod, or shake hands. It is common to wait for your Chinese counterpart to initiate the greeting (www.chineseculture.about.com).

• It is common to form personal relationships for business dealing purposes. This involves participating in the drinking culture that is very prominent in China. Chinese businessmen and women tend to be weary of those that do not participate. This is a common activity practiced at almost all business dinners.

• Home entertaining is very popular in China for business purposes. If invited to someone’s home it is customary to remove your shoes before entering the household (www.cbw.com).

NEGOTIATION STRATEGIES            ETHICS