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News & Media New Book Review in the BOOK REVIEW ____________________________SHANGHAI STAR Business Journal April 21,2008 Secrets of Chinese business etiquette By Erick Peterson
Many of the customs described in the book are familiar to anyone who has spent time in China, but the book also offers some lesser known insights into those practices. For example, China veterans may know that it is polite to tap on the table with three fingers when someone pours tea for you. But many people don't know the history behind this custom. In an interview with the Shanghai Star Business Journal, Verstappen explained that this practice can be traced to the Qing Dynasty. The story goes that an emperor wanted to survey his kingdom incognito He and his ministers disguised themselves and went out among ordinary people. And since the emperor didn't want his ministers bowing to him while he poured their tea, he had them tap the table instead. In this gesture, the center finger represents the head, and the two fingers on either side represent the knees. Besides explaining such gestures, Verstappen's book explores how Chinese philosophy enters into the modem day business world. For example, he said, Confucian teachings are largely responsible for today's authoritative bosses and for employees who would never think of questioning their manager. He also covers a wide range of other topics, including business cards, negotiating and gift giving. Foreigners might not know, for example, that clocks are a symbol of mortality and therefore an inappropriate choice for a gift. Verstappen believes such information is useful and that the Chinese appreciate it when foreigners show some cultural knowledge and know how in social situations. In fact, Verstappen believes etiquette is more important in China than in most other countries. "Things are changing a lot," Verstappen said. "It used to be that deals in China were strictly made between individuals, and contracts didn't matter to the degree that they mattered in the rest of the world. People had to gain trust by making a good impression. “Well, the Chinese are now focusing more on contracts and law, but the old rules haven't gone away" Understanding Chinese culture and fitting in with their way of doing things will help a great deal, Verstappen said. The author said he was often surprised by these practices when he first started dealing with the Chinese. On meeting a Chinese businessman for the first time, Verstappen entered the mans office, shook his hand and sat down. As he couldn't speak much Chinese at the time, he had little to say. The two of them sat mostly in silence for several minutes before Verstappen shook the man's hand again and left. Leaving, Verstappen thought the meeting had been a failure but was later surprised to hear that the man was actually impressed with him. And he came to learn that the Chinese don't mind extended moments of silence. He contrasts this to Americans, who he said feel a greater need for constant talk. The book also describes stereotypes that Chinese have of Americans and advises Americans to help overcome those images by "Showing some cultural awareness, being soft spoken and toning (one's demeanor) down a bit." From 1986 to l991, Verstappen worked in Hong Kong and Taipei as a corporate trainer and public relations manager. Companies that he worked with include Re/ Max International, Acer Computers and China Internet Group. He has written for People's Daily and Business Taiwan Weekly. His other books are "The Thirty‑Six Strategies of Ancient China" and "Blind Zen." His Website www.chinastrategies.com gives more information about his experience and his books.
Click on Image for larger view Stefan interviewed in Executive Travel Magazine  Perfectly Suited |
"Chinese
Business Etiquette," by Stefan H. Verstappen, is short enough to read on an
international flight to Shanghai, and would certainly be a more valuable use of
time than watching an in-fight movie. After reading the 100‑page guide, a
businessperson would arrive at Pudong International Airport armed with tips on
how to make a good impression and avoid cultural mistakes. But even those who
opt to watch "Enchanted" on their journey to China should later find time to
read Verstappen's advice before venturing out for their first business meeting.
