There is a strong emphasis on hierarchy in Chinese business culture. In accordance with this, people are expected to enter the meeting room in a hierarchical order. For example, the Chinese will assume that the first foreigner to enter the room is head of the delegation. Ensure that you bring a senior member of your organization to lead the negotiations on your behalf. The Chinese will do the same. Only the senior members of your group are expected to lead the discussion. The Chinese considers interruptions of any kind from subordinates shocking. At the end of a meeting, you are expected to leave before your Chinese counterparts. Business dress is conservative.

Bring numerous business cards, preferably printed in English on one side and Chinese on the other. Include your professional title on your business card, especially if you have the seniority to make decisions. Present your card with two hands, with the Chinese side facing the recipient. When receiving a business card, examine it carefully for a few moments before placing it into your card case or on the table. Not reading a business card that has been presented to you is very impolite.

“Small talk” is considered especially important at the beginning of a meeting. Punctuality is very important in China for both business and social engagements, though it is customary to arrive slightly early for social engagements. Appointments should be made in advance.

Negative replies are considered impolite. The Chinese will seldom say “no” to you directly. Instead, ambivalent answers such as “perhaps”, “I'm not sure”, “I'll think about it”, or “We'll see” usually mean “no.” When your Chinese counterparts smilingly and politely or even enthusiastically say "No big problem" or "The problem is not serious", they usually mean "There are still problems".

The Chinese tend to extend negotiations well beyond the official deadline to gain advantage. On the final day of your visit, they even may try to renegotiate everything. Be patient, show little emotion, and accept that delays will occur. You may have to make several trips to China to achieve your objectives. Chinese business people prefer to establish a strong relationship before closing a deal.

You may be treated to a banquet during your stay in China; if possible, you should always return the favour. Conversation during a meal should focus heavily on giving compliments to the chef; discussing illness, death or tragic events is not appropriate. Business is generally not discussed over a meal.

Gift giving is important, but do avoid gifts of great value, as they may embarrass the receiver. People often decline a gift several times before accepting it, so be persistent. It is customary to bring a gift when invited to someone's home such as fruit, candy or a souvenir from your home country.

Face is an important issue in China. Avoid embarrassing Chinese in the presence of others by only discussing any criticisms in private. In some cases, it may be helpful to use an intermediary to convey criticism, particularly with someone of high social status.

When referring to China on formal documents or speeches, it is appropriate to use the full title: The People's Republic of China.

If you make an effort to learn and use at least a few words in Chinese; your initiative will be noticed and appreciated.