Gift Guide

China Business Culture: Strategies for Success

Paperback (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $3.34
Usually ships in 1-2 business days
(Save 90%)
Other sellers (Paperback)
  • All (3) from $3.34   
  • Used (3) from $3.34   
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any coupons and promotions
Seller since 2006

Feedback rating:



New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

Very Good
Former Library book. Great condition for a used book! Minimal wear. 100% Money Back Guarantee. Shipped to over one million happy customers. Your purchase benefits world literacy!

Ships from: Mishawaka, IN

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
Seller since 2014

Feedback rating:


Condition: Good
Possible retired library copy, some have markings or writing. May or may not include accessories such as CD or access codes.

Ships from: Chatham, NJ

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
Seller since 2014

Feedback rating:


Condition: Very Good
Very good.

Ships from: Chatham, NJ

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
Page 1 of 1
Showing All
Sort by


China's current growth rate is staggering: entry into the WTO, Google’s tribulations with China’s internet policies and the 2008 Beijing Olympics all point to unprecedented levels of interest in the world's largest market. But commercial success for Westerners is dependent on understanding a very different and complex set of cultural and business values, as well as the techniques of structuring a joint venture, negotiation and effective marketing in China.

The realities of constant change mean that businesses must re-examine stereotypical or traditional views about what constitutes a distinctive business culture. The authors present a vivid picture of modern-day commerce in the People’s Republic of China, written in a practical, comprehensive style, that will appeal to a wide spectrum of readers—from professional business people and MBA postgraduates to university and business college students.

China’s Business Culture discusses many important topics; among them: Chinese managerial style; the significance of business networks; the best way to co-operate with various departments of the Chinese government; skills of negotiation; the cultural “essence” of Chinese commerce; Chinese consumer psychology; and the most effective way of promoting goods and services in the world’s largest market.

This book is a must-have for anyone doing business—or planning on doing business—in the world’s fastest growing, and most complex, market.

Read More Show Less

Product Details

  • ISBN-13: 9789810487041
  • Publisher: Thorogood
  • Publication date: 3/28/2008
  • Edition description: New Edition
  • Pages: 280
  • Product dimensions: 5.40 (w) x 8.40 (h) x 0.80 (d)

Meet the Author

Rob Goodfellow is an Australian-based author, journalist, researcher and cultural consultant who has extensive experience in the field of Chinese and Indonesian business and political cultures.

Xin Sheng Zhang is an independent cross-cultural consultant and trainer. For many years, Associated Professor Zhang was a Senior Educator in the Faculty of Adult Education, the People's University of China, Beijing.

Read More Show Less

Table of Contents

Preface     xi
Introduction     xiii
China's International Trade History     1
The Silk Road and Ocean Adventures
Gun Boat Diplomacy
The 'Cold War'
The Miracle of Economic Development
The Open Door
Foreign Investment
Economic Miracle
China in the Twenty-First Century
A Real Market
The World Trade Organization Effect
Traditional Chinese Business Values     19
Confucian Predominance
The Many Faces Of 'Face'
Pragmatism: Human Nature the Supernatural
High Uncertainty Avoidance
Ancient Business Values
Valuing Agriculture and Belittling Commerce
Business: Crafty and Unscrupulous
Limiting the Pursuit of Personal Wealth
The Revolution in Chinese Business     39
'Business Fever'
'Being rich is Glorious'
The Importance of Friendship
The 'Seamless-ness' of Business and Officialdom
Good Fortune in Business
Strategems in Business
Chinese Negotiating Style     59
The Rules of Negotiation
The Initial Stage: Roles and Relationships
The Middle Stage: Patience and Compromise
The Final Stage: Win-win Ending and Termination with Openness
The Role Of Banquets
Banquets during Negotiations
The Time, Place and Means of Banqueting
Chinese Negotiating Tactics
Joint Ventures     91
Finding a Good Partner
State-Owned Chinese Corporations
Privately-Owned Corporations
Collective - Owned Enterprises
International Joint Ventures
Initiating Joint VentureCo-operation
Choosing the Right Chinese Employees
Ongoing Management
Using Networks     141
A Dynamic Interpersonal Network
Amicable Relationships with Officials
The Role of the Chinese Government
Anti-Corruption Skills
The Chinese Market and Consumer Psychology     175
Consumer Behaviour
Demographic Segmentation
Socio-economic Segmentation
Organisational Segmentation
Geographic Segmentation
The Psychology of Chinese Consumers
Saving Prior to Consuming
Vying for Purchasing
Relationship Driven Purchasing
Flaunting Consuming
Effective Marketing     201
Market Research
Knowing the Market
Organizing Market Research
Sales Promotion
Public Relations
Current Obstacles
Marketing Channels
How to Thrive in Business     239
Patience - Psychological Preparation
Power - Financial Strength
Predisposition - Developing Relationships
Personnel - Recruiting the Right people
Protection - Legal Security
Perspective - Cultural Sensitivity
References     261
About the Authors     267
Index     269
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)