Chinese business etiquette for UK buyers
Chinese suppliers expect courtesy, patience and a relationship, but they do business on written terms: exchange business cards with both hands, address people by surname and title, never criticise in front of others, treat "we will look into it" as a probable no, and put every agreement in writing afterwards.
Meeting people
Business cards (名片) are still normal. Offer and receive them with both hands, read the card for a moment before putting it away, and do not write on it. If you can, have the reverse printed in simplified Chinese with your company name and role.
Address people by surname and job title, such as Manager Li or Director Wang, until they invite you to do otherwise. The most senior person on their side may say little. The person who speaks most is often not the one who decides, so be courteous to everyone in the room.
Face and indirect answers
Face (面子) means standing and dignity in front of others. Raise a problem privately, describe it as something to solve together, and offer the other side a way out. A public correction can end a relationship even when you are right.
Answers are often indirect. "We will study it", "that may be difficult" or "not so convenient" can mean no. Do not push for a yes in the room. Ask a closed question afterwards, such as "can you ship by this date, yes or no?", and ask for the answer in writing.
Relationships and written terms
Repeat business and goodwill matter, which is why a first order is treated as a beginning rather than a transaction. That does not replace paperwork: agree the specification, price, payment terms and delivery in a written proforma or contract, and follow up every call or chat with a short written summary. For Chinese tax invoices, see what a fapiao is.
For the specific situations, see visiting a Chinese factory, WeChat etiquette with suppliers, negotiating price and gifts, banquets and holidays. If you do not read Chinese, our copy-paste Chinese messages cover the first conversation.
When someone on the ground helps
Cambridge China Bridge has its own staff in China who attend factory meetings, hold the specification and follow orders through production, so you do not have to manage every conversation across a time difference. See how we visit and check factories, or contact us.
Frequently asked questions
Do I have to follow Chinese etiquette to buy from a Chinese factory?
No, and suppliers dealing with foreign buyers do not expect perfection. Courtesy, punctuality, patience and clear written terms matter far more than any single custom.
What does 'we will study it' mean from a Chinese supplier?
It often means the answer is no or not yet. Do not wait for a better answer: ask a yes-or-no question about the specific point afterwards and ask for the reply in writing.
Should I accept an invitation to dinner from a supplier?
Usually yes if it is offered, because shared meals build trust, but you can decline alcohol politely and keep business decisions for the office or the written terms.