These tips will help put you on the right path when developing business relationships in China.

1. Research people’s professional, academic and even personal backgrounds

Familiarise yourself with your prospective client's professional, academic and even personal background before you contact or start negotiations with them.

For example, you may be able to apply some Western business practices when dealing with a Chinese person who speaks English well. They may have studied or lived overseas, worked with foreigners on behalf of the Chinese government or enterprises or have worked in the Chinese office or branch of a multinational company. You may feel more comfortable and relaxed when cooperating with these people.

On the other hand, when dealing with Chinese with limited Western experience, you may need to spend more time and effort exploring the true expectations of your partner or client. You will also need to show respect for Chinese business etiquette to help break down the cultural wall between you.

2. Take a long-term approach to building relationships

Approach any possible business partnership with a view to it being a serious, long-term arrangement based on a genuine relationship and backed by legal and emotional ties.

In China, there is no substitute for slowly developing relationships. Whether it be a business contact or a potential partner or client, patience is key to establishing trust and mutual respect and building successful business relationships. As the relationship develops over time, so will further understanding and empathy.

3. Try to identify the key decision-makers

When establishing business relationships in China, try to find the person at a company or within a team who is in the best position to make a decision about what you’re offering. Establishing a rapport with this person will help ensure discussions are more direct and lead to a successful outcome. Having conversations with people who aren’t authorised to make decisions can draw out negotiations indefinitely.