How to Win in China:
Business and Negotiation Strategies Revealed
One of the most anticipated books of the decade!

Culture is Strategy

How to Win in China is a "How-To" manual about successfully conducting business in China. The goal of the book is to design and develop a systematic approach illustrating how to gain a strategic advantage during international business negotiations and how to keep your Chinese operations running smoothly through the use of a "Cultural Translator".  A cultural translator's role is to assist management in building internationally focused teams that negotiate contracts and manage international operations. These teams’ international mindset will help to eliminate the root causes of cultural conflict—the leading cause of international joint venture failures.  Additional research further indicates that international business negotiators who understand their counterparts’ mindset (i.e., how they are culturally programmed to act and react to situations, including in-depth knowledge of their cultural complexes and negotiation strategies and tactics) are successful in their negotiation process. 

 The research concludes that companies wishing to successfully conduct business in China or around the world should consult a "cultural translator" prior to the start of the negotiation process to assist the negotiating team throughout the entire negotiating process and the operations team throughout the life of the operation. This research focuses mainly on international joint ventures, but the application of these findings holds true for any type of international operation from sales office to manufacturing plant to joint venture to wholly-owned venture in a foreign country.

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Table of Contents

Chapter 1: The Problem.. PAGEREF _Toc295994939 \h 1 08D0C9EA79F9BACE118C8200AA004BA90B02000000080000000E0000005F0054006F0063003200390035003900390034003900330039000000

• Causes of Conflict
• The Definition of Culture
• Culture and International Business

Chapter 2: Chinese Culture. PAGEREF _Toc295994952 \h 34 08D0C9EA79F9BACE118C8200AA004BA90B02000000080000000E0000005F0054006F0063003200390035003900390034003900350032000000

• Achieving Balance
• How the Cultural Complexes Work

Chapter 3: The Chinese Political Arena

• Political Events
• The Legal System

Chapter 4: The Strategic Reorganization. PAGEREF _Toc295994978 \h 113 08D0C9EA79F9BACE118C8200AA004BA90B02000000080000000E0000005F0054006F0063003200390035003900390034003900370038000000

• Implementing the Strategic Reorganization
• The New Economic Structure

Chapter 5: Business Strategies and Tactics. PAGEREF _Toc295994997 \h 155 08D0C9EA79F9BACE118C8200AA004BA90B02000000080000000E0000005F0054006F0063003200390035003900390034003900390037000000

• The PRC’s Strategies and Tactics
• Foreign Company’s Strategies and Tactics
• Manipulating the Cultural Complexes

Chapter 6: The Negotiation Process. PAGEREF _Toc295995011 \h 215 08D0C9EA79F9BACE118C8200AA004BA90B02000000080000000E0000005F0054006F0063003200390035003900390035003000310031000000

• Pre-negotiation
• Formal Negotiations
• Post Negotiation Negotiations

Chapter 7: Making the Point PAGEREF _Toc295995024 \h 240 08D0C9EA79F9BACE118C8200AA004BA90B02000000080000000E0000005F0054006F0063003200390035003900390035003000320034000000

Publish Date: 2012