China Now: Doing Business in the World's Most Dynamic Market Doing Business in the World's Most Dynamic Market

by Lam, N. Mark; Graham, John

• ISBN13: 9780071472548
• ISBN10: 0071472541
• Edition: 1st
• Format: Hardcover
• Copyright: 2006-11-29
• Publisher: McGraw-Hill Education

Summary

Turn East-West Relations Into Win-Win Situations China has more than one billion people. That's one billion potential customers.China Nowis your must-have guide to this exciting world of opportunity, written by a top corporate advisor and a renowned business professor who specialize in East-West business strategy. Together, Mark Lam and John Graham have worked with dozens of Fortune 500 companies and thousands of American and Chinese executives, and now share with you their most successful strategies, tactics, and insights. A comprehensive all-in-one tour of the world's fastest growing market,China Nowis filled with everything you need to know about China's people, negotiation styles, culture, history, economics, and business dealings. You'll learn how to plan, where to go, and who to visit for the best results. And, unlike other books on the market, you'll discover the key differences between various regions and businesses that could make or break the deal. China Nowincludes: The best regions to do business Nonverbal cues and culture-based signals Important travel, meeting, and personnel tips Laws and regulations on customs, foreign trade, and investment Protecting your intellectual property rights Even if you've read Sun Tsu'sThe Art of War, this book will help you master the art of peaceful negotiations-and establish long-term partnerships that profit everyone involved. The advice you'll find here is not only invaluable; it's absolutely essential to the future of your business.

Author Biography

Mark Lam is an attorney and business advisor specializing in East-West negotiations and is the CEO of the world's largest Internet radio network (Live365.com).

John L. Graham, a professor of international business at the Paul Merage School of Business, University of California, is a recognized scholar in the area of international business negotiations.

Table of Contents

Acknowledgments	xi
Shanghaied in Shanghai?	1	(12)
PART I THE NECESSARY BACKGROUND FOR NEGOTIATIONS WITH CHINESE BUSINESSPEOPLE	13	(98)
History and Culture of the Chinese People	15	(26)
Economic Development and the Trajectory of the Greater China	41	(17)
U.S. Impediments to Trade with China: The Good, the Bad, and the Ugly	58	(27)
The Chinese Legal and Business Environment	85	(26)
PART II WHAT HAPPENS WHEN AMERICANS MEET CHINESE ACROSS THE NEGOTIATION TABLE?	111	(92)
Free Enterprise Cowboys: Adam Smith, John Wayne, and the American Negotiation Style	113	(18)
The Chinese Negotiation Style: A Common Thread of Thinking Among 1.4 Billion People?	131	(20)
Preparations for Negotiations	151	(23)
At the Negotiating Table	174	(18)
After Negotiations	192	(11)
PART III REGIONAL DIFFERENCES IN CHINESE BUSINESS SYSTEMS AND BEHAVIORS	203	(108)
The Mainland and Its Diversity	205	(32)
Hong Kong---The Pearl of the Orient and Its Luster	237	(21)
Taiwan---Silicon Valley East and the Engine That Drives China	258	(22)
Singapore---Its Role in China's Future	280	(12)
The Great Diaspora	292	(19)
PART IV NEGOTIATING AND ENFORCING INTELLECTUAL PROPERTY RIGHTS (IPRs)	311	(50)
Fears About Intellectual Property Rights: Pirates into Policemen?	313	(29)
Negotiating and Enforcing Intellectual Property Rights	342	(19)
PART V CONCLUSIONS	361	(10)
Speculation About the Future of Chinese and American Commercial Relations	363	(8)
Index	371