Toasting in China
Ask the Culture Coach
Ask the Culture Coach
Dear Culture Coach,
I will be doing business travel in China and have heard horror stories about the amount of toasting and drinking that happens at dinners and banquets. What can you tell me about that and do you have any advice?
Sincerely,
U.S. Sales
It is true that there is a considerable amount of toasting in China, as it’s one of their great hospitality traditions used for relationship building. You can expect to be invited to at least one, if not several, dinner banquets, in which toasting plays a major role. Ordinarily there are 3 types of glasses at a place setting – one large glass for beer or mineral water, a glass for wine, and finally a small shot glass. The shot glass usually contains “maotai,” which is a form of hard liquor measuring in at around 120 proof.
Unfortunately, this is what is customarily used for toasting! Now if someone gives a toast, it would be rude not to drink. Oftentimes, toasts are simply the word “ganbei,” which basically means “bottoms up.” Just because many Chinese will empty their glasses, doesn’t mean you have to do the same. Sipping in response to a toast is acceptable behavior.
I have heard from other business people that they will occasionally sip a soft drink in response, and they did not feel too awkward. The important thing is to participate in the toasting ritual, since it is a fundamentally group oriented activity that builds the connections necessary for a positive business relationship.
The other important dynamic to be aware of at a business banquet is not to drink by yourself. If you are going to have something to drink, use that opportunity to make a toast. It is considered very rude to drink on your own without toasting beforehand. If you are being hosted, propose a toast to your host’s health and well-being. Or, you can toast to friendship between your company and the Chinese company. Remember the cultural basis for toasting in China is rooted in “guanxi,” or, extending the network of your relationships.
Good luck and enjoy your trips to China!
