5. Make friends first, do business later.

Americans pride themselves on getting straight to the point. We want to cut to the chase. We haven’t got all day. This is not the Chinese way at all.

The Chinese like small talk and pleasantries. They want to learn more about you. Initial meetings are rarely expected to produce results. One salesman took seven trips before he got a retailer to carry his merchandise. A Chinese chief engineer told my client that he should make friends first before worrying about doing business.

Chinese sales people routinely wine and dine prospects before they sit down to talk business. It is not in your self-interest to cut to the chase too fast. Let people feel “connected” with you before you proceed.