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Hong Kong has a predominantly Chinese population, and its fast-paced, western-style business environment is actually heavily influenced by traditional Chinese culture and protocol.

As in China, business in Hong Kong is based on relationships of trust, and on a system of mutual obligations and favours. It is a very hierarchical society, and you should always show extreme respect towards older or more senior people, addressing them first when in a group.

Depending on the size of company you are visiting, it may be necessary to fix an appointment up to two months in advance. Avoid the week of Chinese New Year, when many businesses are closed. Usual business hours are 9 a.m. to 5 p.m. Mondays to Fridays, and 9 a.m. to 1 p.m. on Saturdays. Both Cantonese and English are widely used when conducting business in Hong Kong, but printed materials and business cards should be translated into Chinese.

Be sure to arrive in time for your meeting, as punctuality is very important in Chinese culture. In advance of your trip, send a list of everyone in your team, with titles and ranks, so that appropriate seating arrangements can be made in line with protocol. Take a good supply of business cards as they are exchanged frequently in China. Dress conservatively for meetings, in dark business suits and ties, and suits or smart dresses for women.

The usual Chinese greeting is a slight bow, but many Chinese will shake hands with westerners. You should address people by their professional or personal title followed by their family name, which appears first in their written name. Many Hong Kong Chinese adopt a western name for ease of use by foreign visitors. Business cards are exchanged on meeting; you should receive cards using both hands, and inspect them respectfully before placing them on the table or into a card case.

You will be instructed where to sit in the meeting, following established protocol based on rank, with the most senior person at the head of the table. The Chinese team will usually appoint one person to act as their spokesperson, and you should do the same.

Small talk is common at the start of meetings, and you should not start to discuss business until the senior Chinese representative does. You should always accept a cup of tea, as Chinese people traditionally conduct business over tea, and will often use the cups as visual aids.

Presentations should be well researched, based on fact, and given modestly - you should avoid aggressive sales techniques. The Chinese are skilled negotiators, and you should anticipate the need to make compromises, to allow them to save face. "Losing face" is very shameful in Chinese society, and you should never cause this by embarrassing or criticizing anyone. Outright negative responses should be also avoided: follow the Chinese example of giving more general answers.

Negotiations are often long and protracted as the Chinese like to examine everything in great detail, and will probably want to adjourn to discuss the matter in private, to ensure they reach a consensus. Never become impatient or aggressive, as this is unacceptable in Chinese culture.

Gift giving is very important in Hong Kong, and gifts are usually exchanged between business contacts at Christmas and Chinese New Year. Suitable business gifts include hospitality in the form of a banquet, or a craft from your home country. Avoid giving clocks or blankets as gifts as these are considered unlucky. Gifts should always be wrapped, but avoid white, black or blue paper, as these are funeral colours. Red, gold and silver are good choices. Gifts should be accepted with both hands, and opened later in private. The Chinese will often initially refuse a gift, before accepting gracefully.

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