International Business / Executive Travel : SPOTLIGHT ON HONG KONG : When Doing Business There . . .

Though the world continues to shrink and more people from different nations encounter each other every day, national cultures remain highly distinctive and local sensitivities important. Some tips that business executives traveling to Hong Kong might want to keep in mind:

DO

* Be alert for family relationships that are common in Hong Kong businesses. Senior family members hold the greatest authority, although all Hong Kong Chinese are conscious of social and economic status and expect to be addressed with formal titles. Ms. is not commonly used.

* Be prepared for a frenetic pace in Hong Kong, accompanied by fast action in dealings with local businesses. Respond to communications promptly and make a point to be punctual.

* Heed Hong Kong Chinese’ suggestions that a product or idea be introduced or a contract signed on a specific day or in a certain way, as they tend to be superstitious and believe in lucky and unlucky days, places, colors and events.

* Bring a small present for your host, such as chocolates, liquor or a crystal object, if asked out to dinner or to dine at someone’s home. If you plan to reciprocate by taking your host out to dinner, a gift is not required. Be sure to reciprocate promptly.

* Exchange business cards at the beginning of a meeting with a slight nod and using both hands. Be sure to study the card before putting it away to indicate respect. To foster a good impression, have your business cards printed in Chinese on the reverse side.

DON’T

* Don’t disclose the date you plan to leave the city. It is a common negotiating strategy among Hong Kong Chinese to find out when their foreign counterparts intend to leave in order to delay decisions in hopes of forcing concessions.

* Don’t touch anyone or mention political topics at business meetings. Never offer to split the bill in a restaurant--as it causes the host to lose face. You may offer to pay, however.

* Don’t assume Western-dressed and educated Chinese are Western in attitude. Refrain from putting Hong Kong Chinese in a publicly awkward position and never directly criticize them.

* Don’t wink or blink excessively, as it is considered rude and may imply boredom.

* Don’t write in red ink, because it is considered a sign of unfriendliness.

Sources: “Doing Business in Asia: The Complete Guide,” Sanjyot P. Dunung; “The Executive Guide to Asia-Pacific Communications,” David L. James