Doing the China Tango
How to Dance around Common Pitfalls in Chinese Business Relationships
by
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What we provide in this book is an understanding of what it takes to be successful and win in China. We cover the basic principles of understanding the Chinese businessperson, how he or she negotiates, the role of the government in a Chinese company, and other facets of the Chinese business world that will allow you to have the knowledge necessary to be successful in China.
Don’t expect quick results in China—it doesn’t work that way. Winning in China is first about establishing relationships, and then about conducting business. The Chinese will spend more time with you socially than on the actual transaction. To them, it’s all about whom they’re dealing with: your character, commitment, knowledge, honesty, and a host of other intangibles that comprise their perception of you. Establish that relationship, and you’ll have a partner, rather than a transaction, in China.
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About the Book
Winning in China requires time, commitment, and knowledge. Conducting business as usual is not how to accomplish objectives.
Authors Alan Refkin and Scott D. Cray enjoy success conducting business in China because they know that the rules there are different. Now, they open up their playbooks so you can succeed where others fail.
This guidebook can help you under-stand Chinese businesspeople, gain acceptance among Chinese with influence, cultivate and maintain meaningful relationships, and navigate the connections between business and government. Most Chinese businesspeople want to know the type of person they are dealing with. Learn how to convey your business knowledge, character, and outlook on key topics in order to forge valuable connections—often over a dinner table or at karaoke rather than in a boardroom.
China is unlike any other business environment that you’ll encounter, but it is filled with opportunities. Arm yourself with the tools you need to negotiate and succeed, and start Doing the China Tango.
About the Author
Alan Refkin is the CEO of Thornhill Capital, a global consulting firm. He has spoken about financial topics at the National People’s Congress in Beijing and at Chinese government functions. He currently serves as an advisor to a number of US and Chinese corporations and financial institutions.
Scott D. Cray has served as the CEO of a number of US companies. Since 2004 he has provided managerial and operational advisory services to Chinese companies. He has served as the director of operations for a public Chinese company and serves on the board of directors of a number of Chinese companies. He is a member of Thornhill Capital.