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Dr. Ming-Jer ...
Dr. Ming-Jer Chen, an expert on business strategy and competition and Director of the Global Chinese Business Initiative at The Wharton School, takes readers Inside Chinese Business to reveal the social and cultural values that underpin Chinese business practices and influence day-to-day corporate decisions.
Drawing from Chinese history, the teachings of the country's greatest philosophers, and from his intimate knowledge of Chinese culture, Chen distills a set of critical insights Western managers can use to compete aggressively while creating and sustaining successful professional relations in Chinese business communities around the globe.
For any company seeking to work with the Chinese, understanding the unique social and cultural values that underpin their commercial practices can make or break business dealings before they even get off the ground.
|Note to the Reader|
|Preface: From the Great Wall to Wall Street|
|Ch. 1||Introduction: Who (and Where) Are the Chinese?||1|
|Ch. 2||Family Businesses, Business Families||19|
|Ch. 3||Networking and Guanxi||45|
|Ch. 4||Roles and Rules of the Social Fabric||67|
|Ch. 5||The Middle Way: A Holistic Perspective on Time and Performance||85|
|Ch. 6||Putting Values into Practice: Competing Indirectly||103|
|Ch. 7||Never Say "No": Communicating with the Chinese||121|
|Ch. 8||Negotiating from Start to Finish ... and Beyond||139|
|Ch. 9||Tradition in Transition: Doing Business in the PRC||157|
|Epilogue: Toward the Globe as a Whole||181|
|App. 1||Definition of Geographic Terms||185|
|App. 2||Migration Patterns of Ethnic Chinese Billionaires||187|
|App. 3||Main Events in the History of Mainland China, Taiwan, and Hong Kong||189|
|App. 4||Three Chinese Thinkers||193|
|App. 5||Major Events in the People's Republic of China, 1979-1999||197|
|App. 6||Suggested Readings||199|
|App. 7||Relevant Web Sites for Global Chinese Business Issues||205|
|App. 8||Glossary of Chinese Terms and Their Pronunciation||209|
|About the Author||233|
Posted June 12, 2001
Professor Chen draws on a cultural perspective to help Western business people understand how to work with Chinese customers, suppliers, and partners. Those who have known Chinese business people will find they know most of what is here. Those who have read much Chinese history and philosophy will find little new here also. People who know almost nothing about the unique qualities of Chinese business will find the book a good starting point in learning more. As far as the book goes, it is very well done. The book would have been even more valuable in educating Westerners by also looking at case histories of the most successful relationships in depth that Western companies have achieved and included interviews with key Chinese and Western executives. The book focuses on explaining the differences among the overseas Chinese, those Chinese who have always lived in the PRC, and those who have returned to the PRC from abroad. As a context for these explanations, you get a smattering of history (China was once the most advanced nation, still considers itself a cultural leader, and is concerned about being exploited by foreigners), belief systems (how Confucius overlays family and social relationships), and strategic thinking (the indirection of Sun Tzu). The book has outstanding sections on developing business relationships, communicating with Chinese business people, and a discussion of the differing purposes of Chinese (support the family) and Western businesses (support the shareholders). Professor Chen also points out the many ways that traditional Chinese and current Western practices are being combined by the best overseas Chinese companies. I found the many tables that made the comparisons explict to be good summaries of the book's key points. Personally, I got the most benefit from the many case history sidebars about Westerners who made faux paux which were harmful. Those examples drive the points home in ways that simply stating the principles would never do. After you read the book, I suggest that you have several meals with different Westerners who have been doing business in China for at least 10 years to get the benefit of their experiences and observations. Look at circumstances from the Chinese perspective first, if you wish to have good relations and success! Donald Mitchell, co-author of The Irresistible Growth Enterprise and The 2,000 Percent Solution (available in Mandarin within the PRC)Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted April 12, 2001
As a Chinese American, I feel that this book provides an insight to how Chinese culture affects the way Chinese people do business. Chen's references to Chinese philosophy in his discussion of 'guanxi,' business families, and negotiations truly help to explain the difference between business practices in the East and West.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted April 15, 2001
This is good book for a soft, quick overview of Chinese business and culture, but it offers little new or novel insights. A lot of stuff on culture and business practices, as well as negotiation, has been taken from other influential business writers and books. Several 'insights' from issues of the Far Eastern Economic Review and Asia Week have also been incorporated. I would advise this book as a quick intro to people having had little interaction with the Chinese (PRC or SE Asia) but not to seasoned hands. However, as the recent spy plane incident revealed, a little understanding of the Chinese is a dangerous thing! Unfortunately, that is what this book offers.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted April 3, 2001
I expected more from this book -- including interviews perhaps (or some evidence) that the author had actually spoken to decision-makers in Chinese organizations. Most of the stuff in this book, such as negotiating with the Chinese, or their cultural influences, has been covered in other popular books on the Chinese and their businesses (see recent book by Tan Chin Tiong et al. listed below).Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted March 28, 2001
I am a student who follows global business trends because I am interested in being an international business person. For anyone interested in China or business with Chinese, this book is absolutely neccessary! Business and culture merge so well for the Chinese; this book reminds business people around the world about the importance of the relationship based aspect of business.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted March 23, 2001
This book is different from others on a similar topic because it makes a strong case that Chinese Business is global in nature with a huge Overseas Chinese network. The Chinese, wherever they are (the States, Vancouver, Hong Kong, Singapore, Taiwan), share similar values, attitudes, expectations, and practices. With the vastness of this network, it seems that a new global business style is evolving, integrating East and West. The comments from Western corporate heads, Overseas Chinese businessmen, and managers from the PRC told a compelling story.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.