Chinese companies are often highly focused on profitability, receptive to innovative ideas, and value clear, efficient communication (… ) being direct and well-prepared is equally respected. Always emphasize a win-win approach (… )
Lei Z.
International Supply Chain Expert
How many of us don’t know how to behave around people from a different culture?
Imagine how difficult and complex can be doing business with people who might misunderstand your intentions and words, not mentioning how brave it is to decide to live abroad surrounded by people from different cultures.
Intrigued ?
Monthly Interview.October Edition-Mrs Lei Z.
Let me introduce you to someone absolutely extraordinary, Mrs Lei Z. She will show us the world according to her perspective and give some practical advise on how to be successful with doing business in China.
Hello everyone, I’m Lei from China, and I’m truly pleased to contribute to Beata’s blog today. I’m currently based in Germany, where I work as a materials engineer responsible for sourcing in a Japanese semiconductor company. Outside of my professional life, I’m a devoted cat parent to three British Shorthairs—Mokka, Minie, and Mickey, who certainly keep my days full of fun and fur;)
If being a part of the same culture causes communication troubles then I can’t imagine to move somewhere where everything I know is different.
Living abroad has placed me at the intersection of Asian and Western cultures, which influences both my work and daily life. Whether interacting with colleagues, suppliers, neighbours, or local authorities, I’ve learned to navigate different communication styles and social norms—which can differ significantly from what I grew up with in China. One noticeable difference is the approach to rules: in China, relationships often allow for flexibility within frameworks, whereas in Germany, rules are generally followed very strictly.
Chinese business partners as generally pragmatic, adaptable, and results driven.
As an expert, what would you say to someone who starts doing business in China?
From my experience in procurement and cross-cultural collaboration, I’d describe Chinese business partners as generally pragmatic, adaptable, and results driven. The key is to tailor your approach to the specific type of engagement. For instance, if you’re partnering with a Chinese supplier for commodity goods for the first time, I recommend:
- Conducting thorough background research into their production capabilities, business health, client portfolio, and annual turnover.
- Arranging an on-site audit to verify operations firsthand.
- Ensuring all contract terms are explicitly clarified to prevent misunderstandings.
- Maintaining regular and timely follow-ups on production milestones.
These steps help build transparency, foster trust, and reduce risks—laying a solid foundation for a reliable partnership.
How to negotiate with Chinese companies and be successful?
Negotiating in China benefits greatly from understanding a few core principles: Chinese companies are often highly focused on profitability, receptive to innovative ideas, and value clear, efficient communication. While building rapport is important, being direct and well-prepared is equally respected. Always emphasize a win-win approach—this aligns with the Chinese emphasis on long-term collaboration over one-sided gains. Patience, respect, and showing flexibility where possible will also contribute to more productive and successful outcomes.
What will be well seen by Chinese to create a good first impression?
A little genuine interest in Chinese culture—whether it’s food, history, or language—can go a long way. If you’ve visited China before or have some connection to the country, sharing that experience helps break the ice and build common ground. It’s also appreciated when international partners acknowledge China’s recent developments in tech, infrastructure, or other sectors—not as flattery, but as a respectful recognition of progress. This attitude supports a more balanced and open dialogue, which naturally leads to stronger business relationships.
Come with curiosity, and don’t hesitate to venture beyond the tourist trails—you’ll be rewarded with unforgettable experiences.
What would you say to someone who has never been to China and visits your country for the first time?
Beyond the classic sights like the Great Wall in Beijing or Shanghai’s Bund, I’d encourage visitors to explore cities like Chengdu—famous not only for its spicy street food and pandas but also for its relaxed, hospitable local culture. For nature enthusiasts, destinations like Jiuzhaigou Valley or Mount Hua offer some of China’s most breathtaking landscapes. Come with curiosity, and don’t hesitate to venture beyond the tourist trails—you’ll be rewarded with unforgettable experiences.
Next Month new interview!
