Though now part of the People's Republic of China, Hong Kong has long been a bastion of free enterprise, and its business culture is quite different from that of the rest of China. It remains distinct from North America and Europe, however, in a few idiosyncratic ways.
Appointments—Planning far in advance will be to your advantage, so schedule meetings weeks or months before your visit. Punctuality is expected. If you're late, you'll put yourself at a great disadvantage, and your Chinese acquaintances may even perceive it as an insult. Apologize profusely if you are detained.
Personal Introductions—Western handshaking is widely practiced and is the common form of introduction in Hong Kong. Official titles are important. When the person has no official title, use standard English titles unless you are fluent in Cantonese: "Mr.," "Ms." (unmarried woman) and "Madam" (married woman—the title should accompany her maiden name). The Chinese typically have two or three names: The first is the family name, and that's the one that should be paired with the title (for example, Chief Executive Tung Chee-hwa is referred to as Mr. Tung). Have your business cards translated into Chinese at your hotel and present them Chinese-side up. When presenting and receiving business cards, or any other important papers, it is courteous to use both hands—it is offensive to receive or handle it with one hand. Although business-card etiquette is not as formal in China as it is in Japan, you should nevertheless spend time appreciating any card that is presented to you and then place it on the table in front of you or in a card case, not in your wallet.
Negotiating—Negotiations in Hong Kong are measured and slowly paced. Your talks will most likely be pleasant but formal. Avoid demonstrating any anxiety, particularly with regard to deadlines. Try to avoid asking questions that will likely result in a definitive "No."
Business Entertaining—Social relationships are very important, and much of the socializing is done in restaurants. It's rare to be invited to a private home, but if you are, be sure to ask if you should remove your shoes before entering your host's home. Try not to refuse an invitation to dine, no matter where the meal takes place. If you absolutely must refuse, apologize profusely and suggest an alternate time. You will very likely be told where to sit at a dinner or lunch, because your place at the table will indicate your rank. Your effort to use chopsticks will be appreciated as a sign of respect, but the uninitiated can always ask for regular cutlery.
You should pour tea for others and let others pour for you, knocking lightly on the table to indicate thank you. It's polite to leave some of your final course (usually fried rice or noodles) on your plate to show that you have had enough to eat. Once the last dish has been finished, the meal will end abruptly—it's not customary to linger afterward.
Body Language—There is no physical contact when conversing, but the two participants do usually stand close to one another. Refrain from touching your Chinese acquaintances and keep gestures to a minimum. Winking or pointing at others is considered especially bad form.
Gift Giving—Gift giving is a common, ritualistic part of business and personal life in Hong Kong. If you receive a gift, you should be sure to give one in return. Gifts are typically given and received with both hands, a thank you and a slight bow. Gifts should be wrapped (but not in blue or white paper). Hong Kong anticorruption laws stipulate that gifts should not exceed US$64 in value, and it is wise to follow those guidelines. Your associate will not always open the gift in front of you. If you are given a gift, it might be difficult to tell whether you should open the gift on the spot. If uncertain, simply ask, "Should I open it now?" Do not give clocks, as they have connotations of death. In the event you are invited to someone's house, it is considered polite to take a small gift of fruits or chocolates.
Conversation—You may politely and superficially inquire about your companion's health but avoid becoming too personal. Polite questions about family are permitted. Travel and Hong Kong culture and cuisine are good topics. There is a large reluctance to criticize the rest of China or Communist rule of Hong Kong, and you should likewise avoid this topic.
Other Information—In Hong Kong as in the rest of China, there is a great respect for age. Your company will be treated with more respect if your lead negotiator is mature, preferably older than age 50.
