LEADER 05285nam 2200625 450 001 9910808273203321 005 20230120011039.0 010 $a1-78063-276-2 035 $a(CKB)2550000000099440 035 $a(EBL)1583650 035 $a(OCoLC)866858531 035 $a(Au-PeEL)EBL1583650 035 $a(CaPaEBR)ebr10816524 035 $a(CaONFJC)MIL549499 035 $a(CaSebORM)9781843345497 035 $a(MiAaPQ)EBC1583650 035 $a(EXLCZ)992550000000099440 100 $a20131226d2011 uy| 0 101 0 $aeng 135 $aur|n|---||||| 181 $2rdacontent 182 $2rdamedia 183 $2rdacarrier 200 10$aDoing business successfully in China /$fMona Chung 205 $a1st edition 210 1$aOxford :$cChandos Publishing,$d2011. 215 $a1 online resource (247 p.) 225 1 $aChandos Asian studies series : contemporary issues and trends 300 $aDescription based upon print version of record. 311 $a1-84334-549-8 320 $aIncludes bibliographical references and index. 327 $aCover; 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 327 $aThe 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 327 $a5 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 327 $aCulturally 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 327 $aCulture 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 327 $aThe environment and health connection 330 $aDespite the overwhelming importance of the Chinese economy to the success of Western economies, there has yet to be an examination of why Western companies have had difficulties in doing business with the Chinese. A significant barrier that companies have difficulty to overcome is the effective communication with their Chinese counter parts. This major impediment is caused by no understanding of the cultural differences between the Chinese and Western business cultures. This book offers the solution to this problem: the bi-cultural personnel.The first book presented by a true b 410 0$aChandos Asian studies series. 606 $aInvestments, Foreign$zChina 606 $aBusiness etiquette$zChina 606 $aInternational business enterprises$zChina 607 $aChina$xEconomic policy$y2000- 615 0$aInvestments, Foreign 615 0$aBusiness etiquette 615 0$aInternational business enterprises 676 $a338.70951 700 $aChung$b Mona$0876712 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910808273203321 996 $aDoing business successfully in China$94014635 997 $aUNINA LEADER 01122nam0 22003011i 450 001 UON00393388 005 20231205104623.25 010 $a978-72-01-06218-1 100 $a20110606d2010 |0itac50 ba 101 $achi 102 $aCN 105 $a|||| ||||| 200 1 $aLu Xun pipan$fLi Changzhi 210 $aTianjin$cTianjin renmin chuban she$d2010 215 $aXIV, 234 p.$d23 cm 606 $aLU XUN (1881-1936)$xOPERE$xINTERPRETAZIONE E CRITICA$3UONC071497$2FI 620 $aCN$dTianjin$3UONL000394 686 $aCIN VI C$cCina - Letteratura - Critica (Classica e moderna)$2A 700 0$aLI Changzhi$3UONV202381$0705622 702 0$aLu Xun$3UONV002451 712 $aTianjin Renmin Chubanshe$3UONV247659$4650 790 0$aLU Hsun$yLu Xun$3UONV009284 801 $aIT$bSOL$c20250711$gRICA 899 $aSIBA - SISTEMA BIBLIOTECARIO DI ATENEO$2UONSI 912 $aUON00393388 950 $aSIBA - SISTEMA BIBLIOTECARIO DI ATENEO$dSI CIN VI C 266 N $eSI SA 129523 7 266 N 996 $aLu Xun pipan$91350711 997 $aUNIOR