1. Going China Unparalleled economic growth Development without parallels in the global economy Bright future Development of the hinterland Market segmentation The Internet : controlling customers, markets, and minds Brands make the race Market success : not only a question of money and time Effort and success are related China business in the twenty-first century WTO membership, a two-sided decision China's IT boom : motor for dramatic change Broad choice of investment opportunities Future growth markets : IT, biotech, and services China, the export giant China business and intercultural communication Confucianism, more than a philosophy The teachings of Confucius Confucianism and economic growth Communication plus understanding Different, but not "a book with seven seals" Situation and perspective, the intercultural aspect To do's and taboos in China Names and forms of salutation Professional titles and positions Leisure titles : Xiao and Lao Mr., Mrs., Ms., Miss Greeting Topics of conversation Language, ignore negatives Body language Gifts Ways of negotiation Bureaucracy Hierarchy Kaihui (endless meetings) and negotiations Discussion styles Prior to the negotiations The contract Recommendations for contract drafts Negotiations Protocol Translator The Christmas strategy
2. The Chinese company, getting started Strategies to access the market Special strategies for a particular market Costs and benefits ; risk and profit What China needs Preventing the investment site from becoming a trap Finding a partner Selecting a site and a partner The example of smart investors Founding a company The socioeconomic and legal background The way to approval : a marathon with hurdles Don't overlook the differences Tips for contracts with local authorities Qualified employees : foundation for success Finding employees, the Chinese labor market Chinese labor costs Chinese industrial law and foreign companies The calendar and holidays Management : everything Chinese? Integration of expatriates Overseas Chinese : the best of both worlds? The new generation The "old guard" The face : an essential concept The Chinese picture of humankind Keeping, giving, and losing face Personal and social face Motivating employees : keeping and giving face Western-Chinese face problems Morals, taboos, and social values Money and foreign currency Restructuring the banking system Financial and monetary policies
3. The Chinese company, keeping it running Management problems, preprogrammed? Efficient company operation, mission impossible? Pushing productivity, without losing face Implementing vision and mission Employee education : essential for success IT, setting up the company backbone Quality management and the new Chinese standard Legal regulations Trade laws : changing jurisdiction Intellectual property laws (TRIPS) Taxes and customs Law and Guanxi Financial control mechanisms The market and marketing Market research in China Value-added marketing : think "Chinese," act "Western" Company names in Chinese Advertising in China Chinese branding and marketing Polite but merciless, competition in China Problem areas : distribution and logistics A better understanding of the Chinese Increased individualism, and a higher standard of living Harmony, the moral code of the Chinese Guanxi, the universal lubricant Money above everything Managing in China, learn from experience
4. Cross-cultural management
China's history : cultural knowledge as a management tool
First contact with the West (nineteenth century)
Opium wars, fighting for the Chinese market
Years of chaos (1911-1949)
Victory of the communists (1949-1966)
Great proletarian cultural revolution (1966-1976)
Reforms and opening to the West (since 1976)
Massacre in the "Square of Heavenly Peace"
Banquets, seating arrangements, toasts, delegations
Appendix 1. Recommended Web sites
Appendix 2. Abbreviations.
