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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 |