Overview

How would you secure a meeting with the mayor of Shanghai?

Why are Hong Kong Chinese always in a hurry?

How would you persuade a supplier from Taiwan for a price discount?

How can you keep up with today's managers from Singapore?

These are examples of the many questions most businesspeople dealing with the Chinese often ask. More than new technology and capital will be needed to attain success in establishing business alliances and operating joint ventures with the Chinese. The cultural competency of negotiators and operational managers will play a significant role in your company's Chinese market growth.

Although this chapter will focus on the mainland Chinese, some differences in dealing with the Chinese from other countries in the Asian region such as Hong Kong, Taiwan, and Singapore will also be explored. The cultural influence of the British and the Americans on the behavior of the Chinese negotiators will be pointed out.

The chapter will start by testing your current knowledge in dealing with Chinese businesspeople. It will then focus on the Chinese cultural values and differences among the Chinese from these countries. Mastering the process of personal introduction, writing to the Chinese, conducting business meetings and presentations will also be discussed in detail. A section on enhancing your relationship with the Chinese, and what you need to do to persuade and successfully contract with them will be presented, as well. You will also learn how to manage Chinese workers, as well as socialize with the Chinese. All...