When you’re trying to do business in China, forget the Western approach of “Here’s my PowerPoint presentation, here’s the contract, sign here.” You need to start with a personal touch. Make it clear to the Chinese that you come without guile and that you’re not there to pillage but rather to establish a relationship that goes beyond business. For starters, find out if the person you’re meeting with has a son or a daughter, ask to see pictures, and bring a gift from the U.S. for the child. That is more important than any advice you’ll read in any business journal.
China Southern Airlines