3 Essential Lessons I Learned About Chinese Business Culture as a Korean-Canadian

When I first started doing business in China, I quickly realized that many essential cultural nuances weren’t covered in any of my business school classes. These were not just minor details but deeply ingrained traditions that significantly impacted business interactions. No one had told me about them beforehand—not even as an Asian, specifically a Korean-Canadian. It was only through firsthand experience in mainland China that I came to understand their importance.

Each of these lessons is unique to Chinese business culture and equally critical in its own context. If you’re from the West—or even from another Asian background—these insights might surprise you.

Lesson 1: Business Meetings in China Have Two Distinct Parts

In North America, business meetings tend to be straightforward—people meet, discuss the agenda, and get to the point. However, in China, meetings follow a two-step process that is deeply rooted in tradition.

The first part of the meeting usually takes place in a casual setting, most often over tea. This is where the core business discussion happens—whether you're pitching an idea for the first time or following up on a deal in your third or fourth meeting. Interestingly, I never once had a business discussion before lunch. Perhaps this aligns with the cultural significance of afternoon tea, which always precedes dinner.

The second part of the meeting is dinner. I remember my first experience vividly—after our initial discussion over tea, we moved to a restaurant for dinner. Naturally, I wanted to continue talking about my pitch, but I quickly learned this was a cultural misstep. In Chinese business culture, dinner is not for discussing deals—it serves a completely different purpose.

At dinner, the focus shifts to building personal relationships. Business takes a backseat as both parties get to know each other in a more relaxed, social setting. I realized that, in China, trust and character matter just as much—if not more—than the business idea itself. A deal will not move forward unless the other party feels comfortable with you on a personal level.

This experience taught me that business in China isn’t just about numbers and contracts—it’s about relationships, trust, and understanding cultural expectations.

Lesson 2: The Subtle Art of Drinking Etiquette in Chinese Business Culture

While drinking culture exists in many countries, China’s business drinking etiquette has unique nuances that carry deep cultural significance. I only truly understood this after doing business there, despite later realizing some similarities in Korean culture. However, the specifics of this practice are something only those familiar with Chinese customs truly grasp.

In China, when raising your glass for a toast, it’s considered a strong sign of respect to position your glass slightly lower than the other person’s. This isn’t just a polite gesture—it’s a deliberate act to show deference and honor. I’ve even witnessed people lowering their glasses near their knees, which, while somewhat dramatic (and perhaps done with a bit of humor), clearly conveyed the intent: to show the utmost respect.

In Korean culture, there’s a somewhat similar tradition. When drinking with someone of higher status or age, it’s customary to turn slightly away and cover your glass while drinking as a sign of respect. Despite the resemblance, the Chinese gesture of lowering the glass felt more direct and symbolic in business contexts.

What stood out to me was how something as seemingly small as the position of your glass could communicate so much about hierarchy, respect, and relationship dynamics. It reminded me that in China, business isn’t just about negotiations and contracts—it’s about reading between the lines, even during something as simple as a toast.

Lesson 3: The Art of Patience—Why Business Deals in China Take Time

One of the biggest cultural shifts I experienced when doing business in China was adjusting to the pace of deal-making. Coming from a background influenced by Western business practices—where meetings often have clear objectives, deadlines, and an unspoken urgency to close deals—I was caught off guard by how different things were in China.

In mainland China, many of the individuals I encountered in business were economically well-off, often from wealth that had been passed down through generations. This generational wealth fundamentally shaped their approach to business. When your financial security is inherited, there’s no urgency to rush into deals.

Think of it like this:

If your belly is full, you’re in no rush to find more food.

Similarly, for many wealthy businesspeople in China, there’s no pressing need to finalize a deal quickly. They can afford to take their time—sometimes months, even years—before making a decision. They’ll meet with you repeatedly, engage in casual conversations, and evaluate not just your business proposal but also who you are as a person.

This patience goes beyond just cultural norms; it’s deeply tied to their economic reality. In contrast to the Western mindset, where efficiency and quick turnarounds are often prioritized, Chinese business culture emphasizes long-term relationships over immediate results.

Understanding this helped me shift my mindset. Instead of pushing for quick wins, I learned to focus on building trust, demonstrating consistency, and respecting the pace at which relationships—and deals—naturally evolve in China.

Thanks for reading!