The quote above is a popular Chinese saying that has become a slogan for Baijiu America. Baijiu means ‘‘white liquor’’ it is the local spirit that fuels business and social encounters in China. Made from grains it has about 35-60% alcohol by volume. Business relationships in China are forged over drinks, this is considered a form of bonding and your ability to handle yourself in such occasions has a huge impact on business down the line.
Hence, knowing a few rules of Chinese drinking etiquette is crucial for the survival of your business relationships.
The Default Toast.
Every booze encounter begins with a toast and a recurring word (ganbei / gānbēi)干杯which means ‘’dry cup’’, a call for you to empty your glass. The first toast is offered by the most senior host, you have to stand, raise your glass along with everyone else and clink glasses at the bottom with those around you. The lowest level of the glass indicates humility, an esteemed virtue in these parts; so clink your glass as low as possible.
After the toast, empty your glass bottoms up and show everyone it is empty. Do not drink alone, wait for a toast to be given and then drink with everyone. It is polite to refill your glass after you have refilled the glasses around you and make sure you hold, give and receive items with both hands, as a sign of respect.
Baijiu, Beer or Wine.
The smartest way to cut back on the alcohol you will be gulping is to choose what suits you best. The alcohol culture in China goes as far back as 9,000 years, then a liquor made from fermented rice was considered spiritual and was drank only by the elite in a ritual fashion.
In the Shang dynasty, it was used to bond, conduct state affairs and solidify relationships between leaders. Later in 1945, Baijiu Maotai (茅台 Máotái) from Guizhou (贵州 Guìzhōu) province became popular when it was accidentally dropped in the world expo and its fragrance caught everyone’s attention.
Baijiu is made from one or several grains; sorghum, rice, wheat and corn; steamed and mixed with jiuqu (酒曲 jiǔqū) a fermentation agent. There are many categories but the most common 4 categories of baijiu classified by scent:
● Strong Fragrance (浓香 nóng xiāng): the most popular type with a faint sweetness and it originates from Sichuan province where it is fermented in underground pits.
● Light Fragrance (清香 qīng xiāng): This type is common in northern China, it is fermented in ceramic jars and is made from sorghum and rice.
● Sauce Fragrance (酱香 jiàng xiāng): Mainly from southeastern China, this category is named after soy sauce a taste it is often associated with.
● Rice Fragrance (米香 mǐxiāng): Made from long grain rice, it is usually incorporated in Chinese traditional medicine. It is produced in Guangdong and other provinces of south China.
As for beer, China’s first brewery was founded in Harbin in the 1900s but today there are about 1500 domestic beer brands in the country. The most popular is Tsingtao, but if you prefer foreign brands, you can find everything from Carlsberg to Heineken and Corona in between.
Statistics show that in 2016, Chinese consumed 567.5 million liters of imported wine, from France, Australia, Chile, Spain and Italy. Domestic brands like Changyu and Great Wall are also available for you to choose from.
The concept of ‘‘Saving Face’’
Your ability to empty your glass when required speaks volumes on your capability to “Save face’’; an important concept in Chinese culture. It shows integrity, humility and good humor. Drinking games, competitions with other drinkers as well as Karaoke often provide entertainment during drinking sessions.
Although drinking is an integral part of doing business in China, non-drinkers can sneak out of it by coming up with excuses such as health conditions, medication, religious belief, pregnancy and any other valid reason. Women are often easily excused. Business is not discussed in depth in such sessions but it sets the tone for negotiation down the road and trust is built at the dining table. So you might want to prepare yourself for a fiery baijiu as you embark on your conquest of the Chinese business scene.
If you’re looking to do business in China, you should consider using a consulting firm. If you’d like to get more information, you can join our email list at Sterling_q@outlook.com
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