Still Point

This article is aimed at the person who wants to learn how to negotiate in China. The bargaining tips here work, but require a little perseverance. It takes some energy, and some people are not comfortable negotiating with vendors, and would rather spend their energy taking in the sights — if this is you, move on to another article.

Having said that, below are some Chinese bargaining and negotiating techniques that will most likely save you at least 50% on all your purchases in China. This is all from first-hand experience, and again, if you don’t want to dicker, then don’t! There is nothing wrong with paying full price.

There are four types of shoppers in the eyes of a store owner:

1. A local, who speaks the local dialect (gets the best deal).
2. A Chinese person from a different city who speaks a different dialect. For example, someone from Beijing visiting Tibet.
3. A foreigner who lives in China and who can speak fluent Chinese.
4. A tourist with little or no Chinese skill (gets the worst deal).

As in most countries, tourists pay a premium on goods. The difference in China is that that price fluctuates from person to person based on their appearance, handle of the Chinese language, their accent, sex, skin color, willingness to not be in a hurry, etc.

Most tourists do not feel comfortable bargaining for a variety of reasons:

• They feel uncomfortable lowering the price when it is already cheap.

This article focuses on specifics of doing business in China. Throughout the rest of the Complete China Guide you’ll find business tips as well.

Business cards

• If someone hands you a business card, always take it with two hands.
• If you hand a business card to someone, make sure the writing faces the person to whom you are giving the card.
• Do not immediately put the business card away in your coat or wallet, keep it visible and in your hand.
• If you are seated at a table, keep the business card face up on the table.

Planning / Making Schedules

For the most part, Chinese people are extemporaneous. Things happen on the fly, sometimes without any notice. With the language barrier, a non-native speaker is sure to be confused. “Where are we going?” “What’s happening?” Sometimes friends will call you to go out to dinner with an hour’s notice. Once I actually got a wedding invitation with 30 minutes to spare. Chinese people absolutely love it when other people randomly show up at their door, unannounced. Try to embrace this. It is not meant to be rude and is not considered imposing.

Cell Phones / Phone calls

• Cell phone etiquette in China is much different than other countries — cell phones get answered (at dinner, at a wedding, while you’re in the middle of a conversation with someone.) If you’re talking to someone and their phone rings, be patient and wait.

If you are traveling to China, living in China, have friends or family who just moved to China, or are going to the Beijing Olympics in 2008, you will need to brush up on your Chinese Etiquette. Here you can find the most comprehensive guide by an expatriate who has lived in China for over two years. Here you can learn what nightlife entails in China: bars in China, Chinese karaoke and more.

Bar Scene / Nightlife

• The bar scene in China is lively and loud. If you are doing business, expect that only men will go out to drink.
• Younger generations play drinking games like “liar’s dice” or guessing games that expedite the drinking process. It is all about having a good time.
• Chinese bars have shows, comedians, short plays, lots of live singing, and the essential loud distorted Chinese PA system. The point is, if you are used to going to Bob’s Tavern where it’s all low-key, get ready for something different.
• When you want to call a waiter over, use the terms “fu wu yuan” (pron. “foo-wu-yen”) or for a female “xiao gunia” (pron. “shaw goo-nya”). Never use the term “xiao jie” (”xiao” starts with “sh” and rhythms with “wow”, then “jee-yah”, so “xiao jee-yah”), as it is condescending and dated. You would be surprised at how many books still teach that “xiao jie” is appropriate.

This artlcle focuses on the general aspects of eating in China. Read a detailed article on important table etiquette here.

Background on Dining

Meals are almost always communal. Chinese people see it as an opportunity to get together, socialize, trade stories, and “slowly eat”. Having a good time is always the goal – I don’t think I have ever been at a dinner table where there were bad vibes. Meals are also a popular way to network. I imagine a lot of business deals and contracts have been settled at the dinner table. Overall, it is a personal, lively, and loud experience.

In Mainland China, dishes of food and soups are ordered, placed around the table, and everyone eats from every dish. Sometimes there are serving spoons, but most of the time there will not be. This means that everyone will take food from Dish A, place it in their bowl, eat it, then repeat. If this disgusts you, re-think your trip. All I can say is, “when in Rome…”

Meals are scheduled on a more consistent basis in China. There are three meals a day, 8-9am, 12pm and 6pm (and sometimes the late-night BBQ run). Farmers eat twice a day, 10am and 4pm, so they can tend to the fields and animals. I rarely see Chinese people eat between meals (read, snacking) unless it means eating a pear, apple, etc. Learn to appreciate these meal times. You will undoubtedly feel like you’re eating too much food at first, but you’ll probably lose weight by the end of your trip.