Doing Business in Hong Kong

Saving face

The Asian concept of 'saving face' applies in Hong Kong, so expats should avoid embarrassing, confronting or contradicting business associates at all costs. Bad news should never be presented in the company of others. Containing emotions is also essential, as anyone who openly displays anger or irritation is likely to make a bad impression, causing the person losing their temper (and those around them) to lose face as well.

Greetings

Although a bow is appropriate if no handshake is offered, Westerners aren't necessarily expected to bow when greeting local associates. It should be noted that handshakes in Hong Kong may not be as firm as expats might be used to. Associates may avert their eyes when greeting as a sign of respect, and while this won't necessarily be expected from an expat, it is a good idea not to hold another person's gaze too strongly. Similarly, a moderate amount of eye contact is suggested during conversations.

Communication

Expats should pay close attention to their choice of words and how they are conveyed. Using confrontational or vulgar language, especially expletives, is a sure way to lose face. Poor choice of words, or even tone, can be enough to sever a relationship with a business. It may not be evident then, but the message will become clear as future efforts to meet or do business are continuously deflected.

On another note, while physical contact, especially between people of the same gender, may be fairly common in a social setting with friends, it should not extend beyond a handshake in business settings – most locals dislike being touched by strangers. At the same time, people in Hong Kong might hold conversations at a much closer distance than some expats are used to.

Meetings

Expats in Hong Kong should expect small talk at the start of meetings before the conversation turns to business. Similarly, business negotiations will move slowly, which should be respected.

That said, expats can expect to be invited to social occasions by their business associates. These should always be accepted as personal relationships are valued and these events, usually lunch or dinner, are a good way to build business connections.