All posts by Sean Upton-McLaughlin

Sean is a business and communications professional based in Shenzhen, focused on China, culture, and cross-border work. His writing explores how language, incentives, and organizational structures shape real outcomes when Chinese and overseas teams work together.
LIFE IN CHINA

Baijiu: the Misunderstood Drink of China

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Chinese Baijiu (bái jiǔ, 白酒), pronounced BUY JEE-OH, is the national drink of China, though it remains rather misunderstood by Westerners.

Sometimes called “rice wine” in English, Baijiu has developed a bad reputation among Western expatriates and businesspeople due to its high potency and strong, unfamiliar taste.

However, despite its perceived unpleasantness, drinking Chinese Baijiu, and alcohol in general, is an extremely important part of doing business in China.

Therefore, in this short article, I will explain a few Baijiu basics and attempt to help Westerners understand this elusive liquor, as well as make a case for why Westerners should take up drinking, or at least be open to sampling, Chinese Baijiu.

A Short History of Alcohol in China

Before the birth of the Baijiu we know today, alcohol had already been present in China for thousands of years. Alcohol is said to have appeared in China as early as 5,800 – 7,000 B.C.,  and later took on a revered role in Chinese society.

Considered to be a luxury in ancient China, it was used by the political and religious elite to commune with the spirit world, as a part of various rites, during important state banquets, and as a prestigious gift. Baijiu (or something close to it) first appeared sometime during the Song dynasty (960–1270) or Yuan dynasty (1271–1368), when foreign distillation techniques were first introduced into China.

This new and much cheaper form of alcohol (compared to that favored by the Chinese elite) quickly spread throughout China, and was manufactured primarily with sorghum (meaning that “Rice Wine” is not a particularly accurate description), though rice and certain types of wheat were used as well.

Baijiu in Modern China

In China today, Baijiu is drunk almost exclusively at meals, as alcohol is a very important part of Chinese dining culture. Baijiu is served in shot-sized glasses and used during toasts to show respect and build relationships.

When toasting, the Baijiu glass is gripped with both hands, with either one hand on either side, or with one hand/finger on the bottom of the glass. After a toast, the Baijiu is usually consumed in one gulp, though exceptions are sometimes made, usually out of respect, for those not accustomed to Baijiu’s potency.

Following a toast, the glass can be turned upside down or tilted forward to display that one has consumed the entire glass, and thus give face to your friend, partner, or host (for more rules on toasting, click HERE).

Unfortunately, the very nature of drinking Bajiu is partly to blame for why many first-time Western drinkers quickly grow to hate it. As it is common for multiple shots to be drunk in quick succession, Westerners usually have no time to adapt to the flavor. (While Westerners may sip Whiskey and other liquors, the Chinese, as a rule, do not sip Baijiu.)

In addition, while Face is and will always be important in China, its interaction with toasting and Baijiu can make for a very unpleasant experience for the uninitiated. In many places in China, especially northern China, the drunker a person becomes via being toasted with Baijiu (or other liquors and alcohols), the more Face has been conferred upon them.

Therefore, it can be common for visitors to China to be entertained by well-meaning Chinese hosts who are intent on showing them as much respect as possible, by getting them as drunk as possible, on a completely unfamiliar and relatively strong liquor. Needless to say, this does not provide an ideal foundation for Westerners to learn to like and appreciate Baijiu.

There’s Actually More than One Type of Baijiu

Another element that may contribute to Westerners’ misunderstandings regarding Chinese Baijiu is in the name itself. Baijiu, which literally means “clear alcohol,” is not so much one type of alcohol, but rather a common term used to refer to many different types of Chinese liquor. Different types of Baijiu vary in taste, ingredients, quality, and price.

The cheapest type of Baijiu is small 2-5 RMB bottles of low-quality (and potentially hazardous) alcohol, which can be found almost anywhere. In contrast, more expensive brands can often go for over 1,000 RMB per bottle. Below is a short introduction to the key types, or aromas, of Baijiu:

  1. Strong Aroma (nóng xiāng, 浓香): this is the most popular variety of Chinese Baijiu. It is fermented in earthen pits and made with either a single or multiple types of grain. It has a strong, fiery flavor with a hint of sweetness. This type of Baijiu has strong ties with the Sichuan province and some areas in eastern China.
  2. Light Aroma (qīng xiāng, 清香): this type of Baijiu is distilled using sorghum and rice husks and fermented in ceramic jars. Barley and peas are used in the process to give it a mild sweetness. It is most common in northern China.
  3. Sauce Aroma (jiàng xiāng, 酱香): this type of Baijiu requires a good deal of resources and labor, and it is fermented in underground pits. Its taste is said to resemble that of soy sauce, and it is closely associated with the southeastern Sichuan and northwestern Guizhou provinces.
  4. Rice Aroma (mǐ xiāng, 米香): this type of Baijiu is distilled from long grain or glutinous rice, and is sometimes fermented in combination with Chinese medicinal herbs. This type of Baijiu is often infused with fruits, tea leaves, and herbs. It is common throughout all of southern China, particularly in the Guangxi and Guangdong provinces.

There are many other lesser-known aromas of Baijiu as well. For more in-depth information on all the different types, I highly recommend taking a look at “Baijiu: The Essential Guide to Chinese Spirits,” by Derek Sandhaus.

 Why I Drink Baijiu, and Why You Should Too

When I first came to China, like many others, I quickly acquired a negative impression of Baijiu, which in my case was brought on by drinking multiple shots of cheap (and possibly counterfeit) local variety.

This initial impression worsened when, while studying abroad in Chengdu, I later had the disturbing experience of sampling a type of Chinese alcohol called Snake Wine (shé jiǔ, 蛇酒), which was basically a big jar of Baijiu with a dead snake fermenting inside.

However, despite this rocky beginning, I was able to slowly become accustomed to drinking Chinese Baijiu and experience it in several different settings. I’ve drunk Baijiu with local government officials in the Zhejiang province, with friends in Tianjin, with local businessmen in Beijing, and with coworkers in Shanghai and Shenzhen.

And while I cannot yet say I drink Baijiu just like one of the locals (i.e., profusely), I have found there to be a great value to drinking Baijiu that is completely separate from one’s subjective impressions of its taste. As mentioned previously, drinking in China, including Baijiu, is a very important part of Chinese dining culture, a time when important relationships are built and maintained.

And while in my experience the Chinese will usually never coerce or expect a Westerner to drink Baijiu, the Chinese are universally pleased and surprised when a Westerner is willing to proactively bridge the (dining) culture gap and drink Baijiu with them.

Therefore, for any Westerner who is currently doing business in China or plans to in the future, I would strongly recommend exploring Chinese Baijiu in advance. It can be somewhat shocking to the uninitiated, but given a little time, one’s palate can adjust to it, making attending Chinese banquets and developing Chinese friendships a much more enjoyable experience.

Sources and Additional Reading

 

If you’re interested in thoughtful perspectives on China, cross-border work, and how culture, incentives, and organizations shape real outcomes, you’re welcome to subscribe to China Culture Corner and receive future posts by email.

I also share related ideas and longer-form video commentary on LinkedIn and YouTube, and post updates across the channels linked above.

If you or your organization is navigating China execution or cross-border alignment challenges, I work with teams on an embedded and remote basis. Reach out directly: Sean@SageSightConsulting.com

CHINESE WISDOM

27 Idioms For More Effective Communication with the Chinese

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Working in Mainland China can be tough for Westerners, not simply because of the incredibly different culture and society, but also because almost everyone else speaks a different language.

And while learning Chinese can increase one’s ability to engage with Chinese colleagues and add value within a Chinese organization, most Westerners and those born outside Chinese-speaking countries will always be at a disadvantage compared to native Chinese speakers.

This can lead Westerners in Chinese organizations to feel left out of the loop or looked down on for not being able to communicate effectively. Mainland China has long been an enclosed and isolated country.

When combined with China’s long and illustrious culture, it can be hard for Mainland China natives to accept that non-Chinese are truly capable of understanding them, their culture, or their language.

This can amplify communication difficulties initially caused by language barriers, and make it much harder for Westerners to reach an understanding with their Chinese coworkers and partners.

争先恐后 (zhēng xiān kǒng hòu) is an expression that describes modern Chinese society after Deng Xiaoping’s economic reforms – everyone is “struggling to get ahead” because they are “afraid they will be left behind”.

However, there is an easy solution based on my own experience working with the Chinese, specifically to learn and use Chinese idioms. Chinese idioms are linked to the very cultural history that the Chinese value so highly, and can help Westerners build bridges and communicate more effectively with the Chinese.

In this article, I will introduce the concept of Chinese idioms and set phrases, including their background and significance to the Chinese, and how they can be used when communicating with the Chinese. For those interested in jumping straight in, a list of easy-to-use idioms I often use in business settings is provided at the end of this article.

打草惊蛇 (dǎ cǎo jīng shé) can be literally translated as “beating the grass and startling the snake.” It actually has nothing to do with snakes and instead refers to alerting your enemies to your plans through carelessness.

The History of Literary Knowledge in Mainland China

Chinese idioms (often 4 characters) and set phrases (often 4-10 characters) are short sayings that contain a specific message or moral. They are often based on events or stories of historical significance and are viewed as an important part of the Chinese language and culture.

They possess the added bonus of delivering complex ideas in a quick and concise format. The one downside is that these phrases can not be ad-libbed.

There is only one way to say a particular combination of characters (hence the term “set phrase”), and thus they must be memorized exactly. Knowledge of literary phrases and texts has been highly regarded in Mainland China for hundreds, if not thousands, of years.

A prime example is the ancient imperial examination system, which began coming to prominence in the Tang dynasty (618–906 AD). During the Tang dynasty, the Confucian classics were introduced as a core part of the higher-level examinations, and candidates were expected to memorize sections and even entire texts word for word (or character for character) if they expected to have any chance of success.

As a result, for hundreds of years, Imperial China’s government bureaucracy was dominated by so-called scholar elites, who possessed an outstanding knowledge of Chinese literature and Confucian philosophies (e.g., not science or economics).

And while modern China has now developed beyond this narrow definition of elite status, those in China with academic distinction, including those related to language and culture, continue to be admired for their knowledge and accomplishments.

闭门造车 （bì mén zào chē） is used to refer to someone who “closes their door and builds a cart,” which means to attempt a task that one has no prior knowledge of while disregarding the advice of experts.

Idioms in Modern China

Idioms and set phrases are very common in modern China, and while they are more often found in books, articles, and reports, they are common in spoken language as well.

I have observed them being used regularly by business leaders, academics, and others who desire to demonstrate their knowledge or refinement. Idioms and set phrases are also a very common sight in the Chinese entertainment industry.

In Chinese TV sitcoms, which often feature tales from ancient China, communist heroes, or modern business professionals, it is common for main characters to make use of idioms, which makes them appear smarter, more refine,d or in control of the situation.

Idioms even have specific game shows devoted to them, in which participants have to guess the correct phrase based on a clue. Needless to say, whoever has spent the most time studying and memorizing the idioms will come out ahead.

井底之蛙（jǐng dǐ zhī wā） refers to the story of a “frog at the bottom of a well,” who believed that the well was the whole world,  and that the speck of light above him was the sun. This idiom refers to people who are narrow minded or who discount things outside of their own experiences.

My Experiences Using Chinese Idioms

While I initially learned some idioms and set phrases over the course of my Chinese studies in college, I only really started using them after moving to China for work.

While working in China, I started to notice that idioms were employed in professional environments, mainly by managers, executives, and experts. I also observed that correctly employing idioms and set phrases in conversations with native Chinese speakers almost always led to a very surprised reaction, even more so than when using a colloquial Chinese phrase or greeting.

The correct use of idioms and set phrases in a conversation has almost always resulted in the Chinese speaker expressing their admiration and respect for a Westerner putting in the time to extensively study the Chinese culture and language.

Since then, I have continued to study idioms and set phrases, and have found them to be a very useful tool in my communications with Chinese managers and executives. For me, and I hope for you as well, these phrases have helped to bridge the cultural and language barriers between China and the West, and have allowed greater degrees of trust and cooperation to flourish between Chinese colleagues.

三人成虎（sān rén chéng hǔ）, or “three people can turn into a tiger,” warns that a repeated rumor can become fact, or at least believed by the public at large.

Here Are Some Idioms to Get You Started!

I have provided a shortlist of idioms and set phrases below (in addition to the five links above), which I have personally found to be very useful and relatively easy to apply in conversations with the Chinese.

The trick to effective idiom study and usage for non-native Chinese speakers is to choose and focus on a set number that you can see yourself using on a regular basis.

After that, it’s a simple matter of practice and repetition. To start with, try combining idioms you like with simple phrases such as “this/that is,” “don’t,” “remember…,” and “we should…, ” etc.

For those of you new to the Chinese language, I would suggest first checking out this guide to Hanyu Pinyin and basic pronunciation. Good Luck!

Simple Idioms and Set Phrases

 一举两得 (yī jǔ liǎng dé): to achieve two gains in one effort. This means the same thing as the English expression, “to kill two birds with one stone.”

入乡随俗 (rù xiāng suí sú): when entering a village, obey all the local customs and traditions. This is the Chinese version of “when in Rome, do as the Romans do.”

前所未有 (qián suǒ wèi yǒu): unprecedented (e.g. of a situation).

不可思议 (bù kě sī yì): unimaginable or unfathomable.

骑虎难下 (qí hǔ nán xià): when one is riding a tiger it is hard to dismount. The idea behind this idiom is that when one is stuck in a difficult situation, all one can do is continue onwards and do one’s

Chinese idioms are an important part of Chinese language and culture
best.

讨价还价 (tǎo jià huán jià): to haggle over a price.

精益求精 (jīng yì qiú jīng): to improve something that is already outstanding.

对牛弹琴 (duì niú tán qín): playing a lute to a cow. This saying describes talking to the wrong audience or to an unappreciative one.

功亏一篑 (gōng kuī yī kuì): failing for lack of a final bucketful. This saying refers to failing due to the lack of a final effort.

实事求是 (shí shì qiú shì): to seek the truth from facts. This saying means to be practical and realistic.

班门弄斧 (bān mén nòng fǔ): to play with one’s axe in front of the house of Lu Ban, the master carpenter. This saying refers to showing off one’s slight skill in front of an expert.

好事多磨 (hǎo shì duō mó): good things do not come without toil, or the road to happiness is paved with hardships.

听天由命 (tīng tiān yóu mìng): to consign oneself to the will of heaven. This saying means to resign oneself to fate or trust to luck.

情不自禁 (qíng bù zì jīn): unable to restrain one’s emotions; cannot help oneself.

半途而废 (bàn tú ér fèi): to give up halfway or leave something unfinished.

 Longer Set Phrases:

万事俱备，只欠东风 （wàn shì jù bèi, zhǐ qiàn dōng fēng）: everything has been prepared, and all that is needed is an easterly wind. This saying means to lack only one crucial (and final) item.

  • 读万卷书，行万里路 (dú wàn juǎn shū, xíng wàn lǐ lù): to read 10,000 books and walk 10,000 miles. This saying extolls the virtues of both knowledge and experience.
  • 天外有天，人上有人 (tiān wài yǒu tiān, rén shàng yǒu rén): there is a heaven outside  of heaven and a person above a person. This saying reminds us that there will always be someone better or more skilled.
  • 不经一事，不长一智 (bù jīng yī shì, bù zhǎng yī zhì): wisdom only comes through experience.
  • 兵马未动，粮草先行 (bīng mǎ wèi dòng, liáng cǎo xiān xíng): before the troops get underway all the supplies must be prepared. This saying extolls the importance of being prepared ahead of time.
  • 千军易得，一将难求 (qiān jūn yì dé, yī jiàng nán qiú): while it is easy to raise an army of 1,000, a competent general is hard to come by. This saying means that it is hard to find a good leader.
  • 单丝不成线，独木不成林 (dān sī bù chéng xiàn, dú mù bù chéng lín): a single thread cannot become a cord, and a single tree does not make a forest. This saying extolls the necessity of cooperation or being part of a greater whole.

    • If you’re interested in thoughtful perspectives on China, cross-border work, and how culture, incentives, and organizations shape real outcomes, you’re welcome to subscribe to China Culture Corner and receive future posts by email.

    I also share related ideas and longer-form video commentary on LinkedIn and YouTube, and post updates across the channels linked above.

    If you or your organization is navigating China execution or cross-border alignment challenges, I work with teams on an embedded and remote basis. Reach out directly: Sean@SageSightConsulting.com

    LIFE IN CHINA, WORK IN CHINA

    Understanding Differences Between Overseas Chinese & Mainland Chinese in the Workplace

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    Over the years, I’ve often heard people refer to “Chinese” as if it were a single, uniform identity in business and work contexts. In reality, there can be meaningful differences between overseas Chinese and mainland Chinese professionals – differences that become especially visible when working across borders, organisations, and cultures.

    These distinctions are not about one group being better or worse. They are shaped by education systems, professional environments, and lived experience, and they matter because they influence how people communicate, make decisions, and operate inside organisations.

    Background and Exposure Matter

    When we talk about “overseas Chinese,” we’re usually referring to people who were born outside Mainland China, or who spent significant formative years studying or working overseas. This group is diverse. Some grew up in Western countries, some in Southeast Asia, and others moved abroad later for education or career opportunities.

    Mainland Chinese professionals, by contrast, have typically been educated and trained primarily within China’s domestic systems. This often means deep familiarity with local institutions, norms, and informal rules, as well as strong execution experience inside Chinese organisations.

    Neither background is inherently superior. But they do tend to produce different instincts in professional settings.

    Education is Not About Quality, But Orientation

    China’s education system has improved dramatically over the past decade, producing large numbers of highly capable engineers, managers, and specialists. The difference is not one of quality, but of orientation.

    Historically, education in China has placed strong emphasis on exam performance, technical mastery, and speed of execution. Overseas education, particularly in Western contexts, often exposes students earlier to debate-driven classrooms, ambiguity, and cross-disciplinary thinking.

    These differences can later influence how people approach problem-solving, challenge assumptions, or communicate uncertainty — especially in international business environments.

    Capability is Abundant; Alignment is Harder

    Today, China has no shortage of highly capable local talent. The challenge many overseas companies face is not finding skilled professionals, but finding people who are comfortable operating between two different organisational worlds.

    Overseas Chinese professionals may find it easier to interpret and translate expectations between China-based teams and overseas headquarters, having experienced both contexts firsthand. Mainland Chinese professionals often bring deeper local knowledge, stronger networks, and a more intuitive understanding of how things actually get done inside China.

    Problems tend to arise not from lack of talent, but from mismatched assumptions, particularly when shared ethnicity is mistaken for shared ways of thinking.

    Communication and Expectations

    In workplace settings, overseas Chinese professionals may be more accustomed to direct communication styles, explicit feedback, and open debate — norms common in many overseas organisations.

    Mainland Chinese professionals, shaped by different organisational cultures, may place greater emphasis on hierarchy, harmony, and contextual communication. These approaches are often highly effective within China, but can be misinterpreted by overseas teams unfamiliar with local norms.

    Neither style is right nor wrong. Issues arise when these differences are not recognised or discussed.

    Professional Behaviour is Shaped By Systems

    Professional instincts are shaped by the systems people grow up and work within. For mainland Chinese professionals, this often means a strong awareness of incentives, risk, and informal rules inside Chinese organisations. These are real strengths, particularly in fast-moving, competitive environments.

    For overseas Chinese professionals, experience working in international organisations may make certain overseas assumptions — around reporting, compliance, or decision-making — feel more intuitive.

    Understanding these differences helps leaders avoid misalignment and unnecessary frustration.

    Why This Distinction Matters

    These distinctions become especially important in cross-border teams, joint ventures, and overseas HQ–China relationships. Misunderstanding the differences between overseas Chinese and mainland Chinese professionals can lead to communication breakdowns, trust issues, or unrealistic expectations on both sides.

    The most effective teams are rarely made up of one profile alone. Success in China increasingly comes from combining deep local understanding with global perspective — and recognising that shared ethnicity does not imply shared assumptions.

    Key Takeaways

    • Overseas Chinese and mainland Chinese professionals often bring different exposures and instincts shaped by their environments.
    • China has abundant local talent; alignment across organisational contexts is the real challenge.
    • Differences are about context and experience, not ability.
    • Teams perform best when these distinctions are understood and respected.

    Editor’s Note: This article was originally written in 2014 and has since been lightly updated for clarity and relevance. While China’s talent landscape has evolved significantly, many of the structural differences discussed here remain relevant. The distinctions today are less about capability and more about exposure, expectations, and operating context.

    If you’re interested in thoughtful perspectives on China, cross-border work, and how culture, incentives, and organizations shape real outcomes, you’re welcome to subscribe to China Culture Corner and receive future posts by email.

    I also share related ideas and longer-form video commentary on LinkedIn and YouTube, and post updates across the channels linked above.

    If you or your organization is navigating China execution or cross-border alignment challenges, I work with teams on an embedded and remote basis. Reach out directly: Sean@SageSightConsulting.com