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DEVELOPING YOUR INTERNATIONAL TRADE POTENTIAL

China

Business

Guide

THIRD EDITION

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TRADE AND INVESTMENT SECTION DETAILS

AT THE BRITISH DIPLOMATIC POSTS IN CHINA

British Embassy Beijing

11 Guang Hua Lu

Jian Guo Men Wai

Beijing 100600

Tel: +86 (0)10 5192 4000

Fax: +86 (0)10 5192 4218/4441

British Consulate-General Shanghai

Suite 301, Shanghai Centre

1376 Nanjing Xi Lu

Shanghai 200040

Tel: +86 (0)21 3279 2000

Fax: +86 (0)21 6279 7388

British Consulate-General Guangzhou

7/F Guangdong International Hotel

339 Huanshi Dong Lu

Guangzhou 510098

Tel: +86 (0)20 8314 3000

Fax: +86 (0)20 8333 6485

British Consulate-General Chongqing

28/F Metropolitan Tower, Zourong Road

Yu Zhong District

Chongqing 400010

Tel: +86 (0)23 6369 1500

Fax: +86 (0)23 6369 1525

2

Details of the provinces covered by each Trade and Investment section

are provided on the fold-out map at the back of this guide.

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China

Business

Guide

THIRD EDITION

3

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This guide was produced by the UK Trade & Investment China Markets Unit in collaboration

with the British Posts in China, International Trade Teams and the China-Britain Business Council.

Disclaimer

Whereas every effort has been made to ensure that the information given in this document is accurate,

UK Trade & Investment accepts no liability for any errors, omissions or misleading statements. It is

written in general terms and should be used as a guide only – not as a substitute for professional advice.

4

Front cover image: Chongqing

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CONTENTS

INTRODUCTION

Why China?

6

About the China Business Guide

9

RESEARCHING THE MARKET

Where to begin

13

How we can help you

18

MARKET ENTRY

Choosing the right location

21

Wider opportunities in greater China

24

Establishing a presence

27

GETTING STARTED

Finding a customer or partner

39

Due diligence

40

Employing staff

43

Language

48

Marketing

50

Branding

52

Day-to-day communications

54

Interpreters

56

BUSINESS ISSUES AND

Introduction

61

CONSIDERATIONS

Intellectual property rights (IPR)

62

Certiication and standards

66

Getting paid and inancial issues

69

Insurance

72

Management, control and quality assurance 73

Bribery and corruption

74

Scams: how to avoid them

75

BUSINESS CULTURE

Relationship building

79

Getting started

80

Guanxi

81

The role of the state

82

Making conversation

83

Entertainment

84

Gifts

87

Meetings

88

Presentations

90

Deal making

91

Negotiating techniques

93

5

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