Doing business successfully in China / / Mona Chung

• Record Nr.: UNINA9910779029003321
• Autore: Chung Mona
• Pubbl/distr/stampa: Oxford : , : Chandos Publishing, , 2011
• ISBN: 1-78063-276-2
• Edizione: [1st edition]
• Descrizione fisica: 1 online resource (247 p.)
• Collana: Chandos Asian studies series : contemporary issues and trends
• Disciplina: 338.70951
• Soggetti: Investments, Foreign - China; Business etiquette - China; International business enterprises - China; China Economic policy 2000-
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references and index.
• Nota di contenuto: Cover; Doing Business Successfully in China; Copyright; Contents; List of figures; About the author; 1 Introduction; The importance of doing business with China; The lure of 1.3 billion consumers; A little knowledge can be dangerous; Current and constant change; 2 Communicating with Chinese by understanding them better; Communication models; Context of culture and cross-cultural communication; Building relationships at all levels; Questions and answers not always straightforward; Limitations in practical situations; Miscommunication across cultures; The Glass Wall Effect; The Glass Wall Effect in practice - a deadly sinInterpreters in cross-cultural communication; References; 3 The Chung Model: a practical business example; Changing goals; An Australian company's Critical Point in Shanghai; The loss implications; 4 Characteristics of the Chinese in commercial negotiations; Definitions of negotiation; Rio and BHP's long-term win; Order of arguments in negotiations; Understanding the Chinese; Team spirit; The value of power; Gender in negotiations; Approaches in cross-cultural negotiations; Cultural Capability Theory; References; 5 A culturally sound entry strategy brings successA much more complex option; Historical overview of foreign direct investment; The modern challenge of China; Three waves of investment; Assessing ; methods of entry; The degree of control; How joint ventures lessen the risk; The blame game hides the truth; The Foster's entry and growth strategy; Importance of local knowledge; Chinese role is omnipresent; References; 6 The mindset of culture and its impact; Financial loss focuses the mind; Market research must be best possible; Preparation is a long-term process; Culturally suited strategy a winner for Australian companyFast-tracked at the local level; References; 7 Mistakes to avoid in managing multicultural teams; The important distinction between Chinese; The effect on performance; Stability of management personnel; Consistency important in cross-cultural management; Chinese systems, Chinese styles; Expatriates' psychological barriers; When duties include love songs; 'Approval' is part of a continuing process; References; 8 Cultural obstacles to negotiations: new research in China; Understanding different approaches; Culture and its impact on negotiationIt's not just what is said, but how; The importance of Maoism; Confucianism's five formal relationships; When 'normal' behaviour is 'aggressive'; Negotiation with Chinese in practice; Be prepared - the future of Chinese negotiators; China's education revolution; Is English a true global language?; Hierarchy and harmony - two key cultural features; Chinese negotiators - the key to success; 'Yes' does not always mean 'yes'; Negotiation with Chinese is a complex task; References; 9 Eat, drink and may your business prosper; Rites of eating must be understood; The environment and health connection
• Sommario/riassunto: Despite the overwhelming importance of the Chinese economy to the success of Western economies, there has yet to be an examination of why Western companies have had difficulties in doing business with the Chinese. A significant barrier that companies have difficulty to overcome is the effective communication with their Chinese counter parts. This major impediment is caused by no understanding of the cultural differences between the Chinese and Western business cultures. This book offers the solution to this problem: the bi-cultural personnel.The first book presented by a true b