Selling to China
Subtitle: a guide to doing business in China for small- and medium-sized companies
By: Stanley Chao
Publisher: iUniverse
Published: 2012
Place of publication: Bloomington, IN
Language: eng
Number of pages: 234
ISBN-13: 9781475911787
Subjects: Handbooks, manuals; Commerce; Foreign Business enterprises; Negotiation in business; Business etiquette; Small business marketing; Businesspeople; Psychology
Notes: "Learn effective ways to deal with Chinese businesspeople and private and state-owned companies; analyze whether certain products or services are viable for the Chinese market; understand the psyche of the 'Mao generation' Chinese who are now China's business owners, executives, and government leaders; and develop low-cost, market-entry strategies"--Page 4 of cover.

Includes bibliographical references.
Table of contents: title: Debunking conventional wisdom : Guanxi: it's not that important ; Don't lose face over mianzi ; Drinking and socializing ; Building trust ; They say business takes time in China ; The Chinese lack creativity? ; Does group harmony trump individualism ; Intellectual property theft: it's not the culture; title: Finding your Chinese partner : The underground economy ; Taking the trust factor out ; Don't trust your gut instincts ; If you must trust, then whom? ; Selecting Chinese companies; title: The translator: your only link : Three important roles ; Bad translators ; Selecting a translator ; Working with your translator; title: Throw away the contract : Disadvantage to SMBs ; Vague and changing laws ; In theory, but not practice ; Cultural differences ; Legacy of corruption; title: So, how do we protect ourselves? : Still need something in writing ; Chinese-language contracts ; Governing law and arbitration ; Highlight life-or-death issues ; Contract period ; Use Chinese law firms ; Enforcing a court's judgment ; Think differently; title: Negotiations: a never-ending process : Haggling at Beijing's silk market ; It's the culture ; Countering the haggle ; Negotiating with state-owned enterprises (SOEs) ; They want your technology ; Protecting your technology ; Negotiating with Chinese SMBs; title: Selling to China: answer four questions : Are your products or services right for China? ; payback period ; Pirating and competition ; Your China business in five to seven years ; Advance technologies; title: Selling to China: market study : Trip logistics ; Finding contacts ; Study completed: go or no go?; title: Selling to China: distributors : Selecting partners ; No exclusivity ; Channel conflict ; Contracts ; Short-term thinking; title: Selling to China: WOFEs and JVs : Reason for a WOFE ; WORD registration ; Location, location ; Reduce WOFE expenses ; Hiring employees ; Integrating the WOFE ; Joint ventures: never do it!; title: Thirteen rules for doing business in China : 1. Don't rely on gut instincts ; 2. You don't know what you don't know ; 3. Sweat the details ; 4. Take the trust factor out ; 5. Never do JVs ; 6. Adapt and move quickly ; 7. Never compete with locals ; 8. Use multiple partners ; 9. Think long-term, but react short-term ; 10. Don't create competitors ; 11. Listen to experts ; 12. Don't rely on contracts ; 13. When in doubt, ask questions.