Doing business in China for dummies:
A guide to doing business in China, offering advice to business owners on how to determine whether to expand their companies to China, explaining how business works in China, discussing the conduct of daily business, and considering the importance of building professional relationships.
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| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Hoboken, NJ
Wiley
2007
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Summary: | A guide to doing business in China, offering advice to business owners on how to determine whether to expand their companies to China, explaining how business works in China, discussing the conduct of daily business, and considering the importance of building professional relationships. |
| Physical Description: | XIX, 364 p. Ill. |
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MARC
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| 245 | 1 | 0 | |a Doing business in China for dummies |c by Robert Collins, and Carson Block |
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| 520 | 3 | |a A guide to doing business in China, offering advice to business owners on how to determine whether to expand their companies to China, explaining how business works in China, discussing the conduct of daily business, and considering the importance of building professional relationships. | |
| 650 | 4 | |a International business enterprises / China | |
| 650 | 4 | |a Business etiquette / China | |
| 650 | 4 | |a Multinationales Unternehmen | |
| 650 | 4 | |a Business etiquette |z China | |
| 650 | 4 | |a International business enterprises |z China | |
| 651 | 4 | |a United States / Commerce / China | |
| 651 | 4 | |a China / Commerce / United States | |
| 651 | 4 | |a USA | |
| 651 | 4 | |a China |x Commerce |z United States | |
| 651 | 4 | |a United States |x Commerce |z China | |
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Record in the Search Index
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| adam_text | Contents at a Glance
Introduction................................................................./
Part 1: Building lour Foundation...................................7
Chapter 1: So You Want to Do Business in China...........................................................9
Chapter 2: Brushing Up on China Business Basics......................................................23
Chapter 3: Getting Acquainted with the Powers That Be:
China s History and Leadership...................................................................................41
Chapter 4: Planning for Success in China......................................................................55
Part 11: Starting Up in China.......................................71
Chapter 5: Traveling to and around China....................................................................73
Chapter 6: Getting Business Going through Successful Negotiation.........................97
Chapter 7: Setting Up Shop...........................................................................................113
Chapter 8: Understanding Government Relations with Your Business...................139
Chapter 9: Building a Local Team in China.................................................................155
Chapter 10: Getting Your Mind on Money...................................................................175
Part 111: Conducting baity Business...........................197
Chapter 11: Understanding How China Works (and Doesn t Work)........................199
Chapter 12: Sourcing from China.................................................................................219
Chapter 13: Manufacturing in China............................................................................233
Chapter 14: Selling in China..........................................................................................251
Part IV: Building Successful Business Relationships....275
Chapter 15: Fostering Fruitful Friendships: The Art of Guan Xi...............................277
Chapter 16: Saying and Doing the Right Things: Chinese Business Etiquette........289
Chapter 17: Managing Risks in China...........................................................................311
Pan V: The Part of Tens............................................335
Chapter 18: Ten Clauses You Want in Your Contracts...............................................337
Chapter 19: Ten Fun Ways to Spend Your Downtime in China.................................343
Chapter 20: Ten Ways to Stay on the Path to Profitability........................................349
Index.......................................................................355
Table of Contents
Introduction................................................................../
About This Book...............................................................................................1
Conventions Used in This Book.....................................................................2
What You re Not to Read.................................................................................3
Foolish Assumptions.......................................................................................3
How This Book Is Organized...........................................................................4
Part I: Building Your Foundation..........................................................4
Part II: Starting Up in China...................................................................4
Part III: Conducting Daily Business......................................................4
Part IV: Building Successful Business Relationships.........................5
Part V: The Part of Tens.........................................................................5
Icons Used in This Book..................................................................................5
Where to Go from Here....................................................................................6
Parti: Buitdina lour Foundation....................................7
Chapter 1: So You Want to Do Business in China ..................9
Understanding China s Appeal.....................................................................10
Cutting costs to meet global demands..............................................10
Accessing a fast growing local market...............................................11
Considering Ways to Get In on the Action..................................................12
Selling into China..................................................................................12
Manufacturing and sourcing...............................................................13
Deciding Whether China Is a Good Fit for Your Business.........................14
Considering your employees..............................................................14
Having international experience........................................................15
Getting company leaders on board....................................................15
Having patient capital..........................................................................15
Dealing with the government and laws.............................................16
Appreciating cultural differences.......................................................16
Tracing the Path to Success.........................................................................17
Getting the right knowledge of China under your belt....................17
Starting your engine.............................................................................18
Getting down to business the Chinese way......................................18
Organizing your team for China.........................................................19
Remaining flexible while staying the course....................................19
Respecting the country for what it is................................................19
Staying on the lighter side...................................................................20
Taking the First Steps: What You Can Do Today........................................20
Doing Business in China For Dummies
Chapter 2: Brushing Up on China Business Basics................23
Considering Why and How You Want to Do Business in China................23
Manufacturing in the World s Workshop...........................................23
Harnessing people power to export services...................................24
Reaching untapped domestic markets..............................................25
The Experts Choices: Some Long Term Growth Industries
in China........................................................................................................26
Services.................................................................................................27
Healthcare.............................................................................................27
Environment and energy.....................................................................28
Agribusiness..........................................................................................28
Understanding China s Business Environment..........................................29
The economy: Getting the goods.......................................................29
Politics: Grasping the state of affairs.................................................32
Culture: Taking in the social scene....................................................34
Laws: Surveying the government say so...........................................35
Buckle Your Seatbelt: Preparing for Common Challenges........................37
Gaining trust.........................................................................................37
Wading through the bureaucracy.......................................................37
Responding to rapid changes.............................................................38
Surviving cutthroat competition........................................................38
Bridging the language gap...................................................................39
Chapter 3: Getting Acquainted with the Powers That Be:
China s History and Leadership ................................41
Understanding the Big, Historical Picture..................................................42
Introducing the Middle Kingdom: The rule of dynasties.................42
Ushering in modern China and the rise
of the Communist Party...................................................................43
Industrializing with Mao: The first five year plans...........................44
Opening the door to foreign investment...........................................45
Party On: Understanding Who Controls the Country...............................46
The Chinese Communist Party (CCP)................................................46
The state................................................................................................47
The People s Liberation Army (PLA).................................................48
Figuring Out the Chinese Business Scene...................................................49
Getting state owned businesses in shape.........................................49
Supporting private businesses...........................................................50
Encouraging foreign investors............................................................51
Benefiting from the five year plan......................................................52
China and the World Trade Organization...................................................53
Agreeing to play by the WTO rules....................................................53
Changing how China does business...................................................54
Chapter 4: Planning for Success in China........................55
Setting the Stage.............................................................................................55
Being in the right state of mind..........................................................55
Budgeting enough money....................................................................56
Table of Contents
Garnering strong support from headquarters..................................56
Designating the China manager — the earlier, the better...............57
Staying flexible......................................................................................57
Deciding What You Want (and Need)..........................................................58
Whereto locate.....................................................................................58
Staffing and worker requirements......................................................59
Building up: Whether to walk or run.................................................59
How to sell in China.............................................................................60
How to maintain competitive advantages.........................................60
How to finance the venture.................................................................60
Doing Your Homework...................................................................................61
Continuing research as you develop your plan................................61
Networking............................................................................................62
Reading up.............................................................................................63
Reaching out to organizations............................................................63
Hiring Consultants, Lawyers, and Accountants.........................................64
China (and Western) experience........................................................65
Teamwork..............................................................................................65
Information flows.................................................................................65
Specific experience..............................................................................66
Being Aware of Common Planning Mistakes...............................................67
Overestimating revenue......................................................................67
Underestimating costs.........................................................................67
Rushing the process.............................................................................68
Not accounting for the X factor..........................................................68
Mistaking Chinese language for China...............................................68
Losing sight of what you know...........................................................69
Putting Some Eggs in Another Basket.........................................................70
Part 11: Starting Up in China........................................71
Chapter 5: Traveling to and around China........................73
Getting the Necessary Documents and Vaccines.......................................73
Passport.................................................................................................73
Business invitation to China...............................................................74
Visa.........................................................................................................74
Vaccines and health requirements.....................................................76
Making Flight and Hotel Arrangements.......................................................77
Flying directly into mainland China...................................................77
Flying into Hong Kong first..................................................................79
Finding a good hotel............................................................................79
Navigating the Airport after You Land........................................................80
Health and quarantine.........................................................................80
Immigration...........................................................................................81
Baggage claim.......................................................................................81
Customs.................................................................................................81
Getting from the airport to your hotel...............................................82
Doing Business in China For Dummies
Around and About: Traveling within China................................................82
Taking flight in the Middle Kingdom..................................................83
Taxiing....................................................................................................83
Taking the subways..............................................................................84
Busing around.......................................................................................85
Riding the rails to and fro....................................................................85
Considering a travel card....................................................................86
Getting through the Basics of Daily Life......................................................87
Finding money......................................................................................87
Staying healthy.....................................................................................88
Weathering China.................................................................................92
Preparing for crowding and noise......................................................92
Dealing with pollution..........................................................................92
Staying Out of Trouble...................................................................................93
Contacting your embassy or consulate.............................................93
Protecting yourself against crime......................................................93
Foiling scam attempts..........................................................................94
Staying clear of counterfeits...............................................................95
Keeping out of restricted areas..........................................................95
Avoiding legal problems......................................................................96
Chapter 6: Getting Business Going through
Successful Negotiation .......................................97
Preparing for the Process.............................................................................98
Organizing your team...........................................................................98
Developing trust and then doing your bargaining...........................99
Considering how best to divide the pie.............................................99
Practicing the Chinese Art of Negotiating.................................................100
Thinking like the Chinese..................................................................101
Navigating Chinese negotiation tactics...........................................102
Taking the time to get it right...........................................................104
Exchanging information.....................................................................105
Keeping track of all the details.........................................................106
Saying no the Chinese way................................................................107
Treating anger appropriately............................................................107
Using intermediaries effectively.......................................................108
Making concessions...........................................................................108
Banqueting as part of the deal making............................................109
Earning Approvals in China: Understanding the Bureaucracy...............110
Negotiating after the Deal...........................................................................110
At Long Last: Telling the Public and Celebrating the Deal......................Ill
Announcing the news........................................................................Ill
Showing off for the cameras at the signing ceremony..................112
Celebrating the venture.....................................................................112
Table of Contents
Chapter 7: Setting Up Shop ...................................113
Choosing the Right Business Structure.....................................................113
Representative offices.......................................................................114
Foreign invested enterprises............................................................115
Considering Location Variations................................................................121
Finding good infrastructure..............................................................122
Locating your labor force..................................................................122
Seeking government incentives........................................................123
Looking for experience with foreign investors...............................124
Touring the Mainland Regions....................................................................124
Northeastern China............................................................................124
The Yangtze River Delta.....................................................................126
The Pearl River Delta.........................................................................126
The wild, wild west............................................................................127
Weighing Hong Kong s Offerings................................................................127
Hong Kong s special status: The SAR (it s not
something you catch)....................................................................127
Perks of investing in Hong Kong.......................................................128
Hong Kong hang ups..........................................................................130
Classifying Your Company and Reckoning with Restrictions.................130
Checking out the catalog...................................................................131
Identifying highly regulated industries............................................132
Establishing Your Business.........................................................................132
China, may I? Getting business approvals......................................133
Landing your land..............................................................................136
Visas: Getting yourself and your expatriate employees
to China............................................................................................137
Chapter 8: Understanding Government Relations
with Your Business..........................................139
Knowing Why You Want to Connect with
the Chinese Government.........................................................................140
Getting official assistance.................................................................140
Gaining guidance and support..........................................................141
Mapping the Bureaucracy to Plan Your Network.....................................141
Identifying key government organizations......................................142
Identifying the key influencers.........................................................142
Tracking key relationships................................................................143
Contact: Working Your Network.................................................................145
Getting your Chinese employees to make connections................145
Calling in company big shots to access senior officials................145
Depending on your Chinese partner................................................146
Turning to consultants......................................................................147
Aligning Your Government Relationships.................................................147
Taking the bottom up approach for smaller firms.........................147
Meeting in the middle: Managing multiple levels
of government.................................................................................148
Doing Business in China For Dummies
Getting Government Approvals..................................................................149
Earning your approvals.....................................................................150
Unblocking the blockers....................................................................151
Gaining trust by keeping your word................................................152
Educating officials (without telling them).......................................152
Post approval: Practicing public relations in China......................153
Chapter 9: Building a Local Team in China......................155
Looking at Employees and the Law...........................................................155
Employment contracts......................................................................156
Terminating employees.....................................................................160
Legal disputes.....................................................................................161
Unions..................................................................................................161
Avoiding a Shocking Corporate Culture....................................................162
Passing up the Chinese imperial palace..........................................162
Guarding against imperial palace syndrome..................................163
Finding (and Keeping) Good People..........................................................166
Employer beware: Avoiding common problems
among job seekers..........................................................................167
Finding applicants..............................................................................167
Screening applicants..........................................................................168
Making an offer...................................................................................171
Retaining talent...................................................................................171
Managing Your Employees..........................................................................172
Setting your expectations for basic training...................................172
Helping employees manage their work...........................................172
Earning respect...................................................................................173
Managing office politics.....................................................................174
Chapter 10: Getting Your Mind on Money.......................175
Introducing China s Currency: The Tricky RMB.......................................175
What you need to know about the RMB..........................................176
What RMB exchange controls mean for your business.................177
Choosing a Bank for Your Business...........................................................177
Opening All the Necessary Accounts........................................................178
Working with the people s currency: Your RMB account..............178
Switching things up: Accounts for foreign exchange.....................179
Getting Your Money Out of China..............................................................180
Sending profits back home................................................................181
Repaying foreign debt........................................................................182
Using other money exit strategies...................................................182
Financing Your Business.............................................................................183
Borrowing from offshore...................................................................184
Borrowing from onshore...................................................................185
Checking out special types of debt financing.................................186
Getting private equity financing.......................................................188
Table of Contents
Paying the Government without Taxing Your Patience...........................190
Corporate taxes..................................................................................190
Individual taxes..................................................................................193
Part HI: Conducting Baity Business............................197
Chapter 11: Understanding How China Works
(and Doesn t Work)..........................................199
Getting Things Done the Chinese Way......................................................199
Honoring face......................................................................................199
Focusing on consensus......................................................................200
Working together for mutual benefit...............................................201
Developing patience...........................................................................203
Sending consistent messages...........................................................204
Sharing information...........................................................................204
Keeping the dialogue going despite bumps in the road................205
Talking to the right authorities.........................................................205
Making Face to Face Business Meetings Work for You............................206
Getting your basic presentation ready............................................206
Preparing to speak the local business language............................208
Making an appointment.....................................................................208
Making a respectful entrance............................................................210
Takin care of business......................................................................212
Wrapping up the meeting..................................................................215
Communicating Effectively Outside the Meeting Room.........................215
Using the telephone...........................................................................216
SMS and text messaging....................................................................217
Faxing...................................................................................................217
E mailing and the Internet.................................................................218
Chapter 12: Sourcing from China ..............................219
Understanding Why You May Want It Made in China..............................219
Working with Suppliers...............................................................................220
Finding suppliers................................................................................221
The middleman: Surveying trade offs of trading companies........221
Straight from the source: Dealing directly with factories.............223
Following Tips for Supply Agreements......................................................225
Product description...........................................................................226
Delivery date.......................................................................................226
Payment terms....................................................................................226
Insurance.............................................................................................226
No toxic substances...........................................................................227
Indemnification...................................................................................227
Binding arbitration.............................................................................227
Avoiding Pitfalls When Working with Suppliers.......................................227
Not getting what you bargained for.................................................228
Being outsourced: The factory s factory.........................................228
Doing Business in China For Dummies
Losing your brand or technology.....................................................229
Including substances that are toxic to your business...................229
Placing Orders..............................................................................................230
Putting down a deposit......................................................................230
Purchasing goods via free on board arrangements.......................231
Shipping Your Products by Using Freight Forwarders............................231
Chapter 13: Manufacturing in China ...........................233
Being Realistic about Savings.....................................................................233
Considering Industry Development...........................................................234
Looking at Manufacturing Challenges for the Chinese Market..............235
Struggles to cut costs enough to compete
in domestic markets.......................................................................236
Highly distributed distribution.........................................................236
Why foreign manufacturers can succeed........................................236
Selecting Your Site.......................................................................................237
Seeing the big picture when planning your business....................238
Remembering what smart companies look for..............................239
Knowing how government can help................................................240
Avoiding site pitfalls...........................................................................241
Building Your Building.................................................................................241
Identifying the players.......................................................................241
Finding a general contractor.............................................................242
Contracting your GC..........................................................................242
Protecting yourself by hiring a project manager...........................244
Approvals: Getting through the Red Tape................................................244
Before construction...........................................................................244
Beginning operations.........................................................................245
Hiring, Training, and Keeping Your Workers............................................246
Encouraging teamwork......................................................................246
Expecting skills gaps..........................................................................246
Training................................................................................................247
Treating your workers well...............................................................248
Hiring Quality Control.................................................................................249
Chapter 14: Selling in China ..................................251
Appealing to the Chinese Consumer.........................................................251
Knowing your customer....................................................................252
Helping customers show their face ..............................................253
Looking at name recognition: The Chinese and branding............253
Getting Ready to Deliver: It s All about Distribution!..............................256
Where your products get sold..........................................................256
Three distribution choices................................................................258
Trench warfare in distribution.........................................................261
Advertising....................................................................................................263
Keeping the message simple and obvious......................................263
Getting the message out....................................................................264
Table of Contents
Deciding How You Want to Enter the Market...........................................265
Guns blazing........................................................................................266
Starting with a beachhead................................................................266
Letting others blaze the trails for you.............................................267
Selling to Consumers...................................................................................268
Retail stores........................................................................................268
Franchising..........................................................................................269
Direct to consumer.............................................................................272
Selling services...................................................................................272
Selling Business to Business.......................................................................273
Part IV: Building Successful Business Relationships ....275
Chapter 15: Fostering Fruitful Friendships: The Art of GuanXi.....277
You Scratch My Back, I ll Scratch Yours: Introducing Guan Xi...............277
Trusting performance........................................................................278
Repaying favors..................................................................................279
Developing guan xi in government and business...........................280
Developing Your Own Guan Xi...................................................................282
Starting from square one: Reaching out..........................................282
Building bridges to your target contacts........................................284
Following through on your promises...............................................286
Putting your best foot forward.........................................................287
Looking at the Limitations of Guan Xi.......................................................287
Chapter 16: Saying and Doing the Right Things:
Chinese Business Etiquette...................................289
Minding Your Business Manners................................................................289
Dressing for success..........................................................................290
Greeting and meeting the Chinese...................................................291
Presenting your business card.........................................................291
Behaving yourself in Chinese company..........................................293
Enjoying a Chinese Banquet.......................................................................294
Knowing what to expect....................................................................295
Navigating the many courses............................................................299
Eating the Chinese way: Using chopsticks......................................301
Drinking at the banquet.....................................................................302
Understanding Chinese banquet behavior.....................................304
Returning the favor: Hosting a banquet..........................................306
Tokens of Appreciation: Giving Gifts Correctly........................................307
Deciding how much to spend...........................................................308
Choosing an appropriate gift............................................................308
Paying attention to presentation......................................................309
Exchanging gifts..................................................................................309
Doing Business in China For Dummies
Chapter 17: Managing Risks in China ..........................311
Doing Due Diligence.....................................................................................311
The basics: Reviewing the business license...................................312
Practicing DD for joint ventures.......................................................312
Doing DD for hiring individuals........................................................313
Controlling Financial Risks.........................................................................313
Counting beans differently................................................................314
Balancing an out of balance sheet...................................................314
Exposing shadow businesses...........................................................315
Practicing common sense controls..................................................315
Supporting controls through company culture..............................316
Limiting Your Legal Risks............................................................................316
Thinking locally..................................................................................317
Implementing corporate governance..............................................318
Combating Corruption.................................................................................320
Understanding bribery laws.............................................................320
Keeping government relationships straight...................................321
Training for compliance....................................................................321
Managing donations responsibly.....................................................322
Resolving Disputes through Arbitration...................................................322
Understanding arbitration clauses..................................................322
Surveying arbitration bodies............................................................323
The rulebook: Determining governing law......................................324
Enforcing the rulings..........................................................................324
Protecting Intellectual Property.................................................................325
Getting IP registered early.................................................................325
Taking proactive legal measures......................................................326
Practicing realistic precautions........................................................327
Managing Environmental Risks..................................................................328
Surveying environmental crime and punishment..........................329
Practicing more than good intentions.............................................329
Getting help.........................................................................................330
Insuring Your Business Risks......................................................................331
Controlling the insurance program..................................................332
Getting insurance advice...................................................................332
Knowing your choices of companies...............................................332
Looking at basic types of insurance................................................333
Table of Contents
Part V: The Part of Tens.............................................335
Chapter 18: Ten Clauses You Want in Your Contracts.............337
Chapter 19: Ten Fun Ways to Spend Your Downtime in China .....343
Chapter 20: Ten Ways to Stay on the Path to Profitability.........349
Index........................................................................355
|
| adam_txt |
Contents at a Glance
Introduction./
Part 1: Building \lour Foundation.7
Chapter 1: So You Want to Do Business in China.9
Chapter 2: Brushing Up on China Business Basics.23
Chapter 3: Getting Acquainted with the Powers That Be:
China's History and Leadership.41
Chapter 4: Planning for Success in China.55
Part 11: Starting Up in China.71
Chapter 5: Traveling to and around China.73
Chapter 6: Getting Business Going through Successful Negotiation.97
Chapter 7: Setting Up Shop.113
Chapter 8: Understanding Government Relations with Your Business.139
Chapter 9: Building a Local Team in China.155
Chapter 10: Getting Your Mind on Money.175
Part 111: Conducting baity Business.197
Chapter 11: Understanding How China Works (and Doesn't Work).199
Chapter 12: Sourcing from China.219
Chapter 13: Manufacturing in China.233
Chapter 14: Selling in China.251
Part IV: Building Successful Business Relationships.275
Chapter 15: Fostering Fruitful Friendships: The Art of Guan Xi.277
Chapter 16: Saying and Doing the Right Things: Chinese Business Etiquette.289
Chapter 17: Managing Risks in China.311
Pan V: The Part of Tens.335
Chapter 18: Ten Clauses You Want in Your Contracts.337
Chapter 19: Ten Fun Ways to Spend Your Downtime in China.343
Chapter 20: Ten Ways to Stay on the Path to Profitability.349
Index.355
Table of Contents
Introduction./
About This Book.1
Conventions Used in This Book.2
What You're Not to Read.3
Foolish Assumptions.3
How This Book Is Organized.4
Part I: Building Your Foundation.4
Part II: Starting Up in China.4
Part III: Conducting Daily Business.4
Part IV: Building Successful Business Relationships.5
Part V: The Part of Tens.5
Icons Used in This Book.5
Where to Go from Here.6
Parti: Buitdina \lour Foundation.7
Chapter 1: So You Want to Do Business in China .9
Understanding China's Appeal.10
Cutting costs to meet global demands.10
Accessing a fast growing local market.11
Considering Ways to Get In on the Action.12
Selling into China.12
Manufacturing and sourcing.13
Deciding Whether China Is a Good Fit for Your Business.14
Considering your employees.14
Having international experience.15
Getting company leaders on board.15
Having patient capital.15
Dealing with the government and laws.16
Appreciating cultural differences.16
Tracing the Path to Success.17
Getting the right knowledge of China under your belt.17
Starting your engine.18
Getting down to business the Chinese way.18
Organizing your team for China.19
Remaining flexible while staying the course.19
Respecting the country for what it is.19
Staying on the lighter side.20
Taking the First Steps: What You Can Do Today.20
Doing Business in China For Dummies
Chapter 2: Brushing Up on China Business Basics.23
Considering Why and How You Want to Do Business in China.23
Manufacturing in the World's Workshop.23
Harnessing people power to export services.24
Reaching untapped domestic markets.25
The Experts' Choices: Some Long Term Growth Industries
in China.26
Services.27
Healthcare.27
Environment and energy.28
Agribusiness.28
Understanding China's Business Environment.29
The economy: Getting the goods.29
Politics: Grasping the state of affairs.32
Culture: Taking in the social scene.34
Laws: Surveying the government say so.35
Buckle Your Seatbelt: Preparing for Common Challenges.37
Gaining trust.37
Wading through the bureaucracy.37
Responding to rapid changes.38
Surviving cutthroat competition.38
Bridging the language gap.39
Chapter 3: Getting Acquainted with the Powers That Be:
China's History and Leadership .41
Understanding the Big, Historical Picture.42
Introducing the Middle Kingdom: The rule of dynasties.42
Ushering in modern China and the rise
of the Communist Party.43
Industrializing with Mao: The first five year plans.44
Opening the door to foreign investment.45
Party On: Understanding Who Controls the Country.46
The Chinese Communist Party (CCP).46
The state.47
The People's Liberation Army (PLA).48
Figuring Out the Chinese Business Scene.49
Getting state owned businesses in shape.49
Supporting private businesses.50
Encouraging foreign investors.51
Benefiting from the five year plan.52
China and the World Trade Organization.53
Agreeing to play by the WTO rules.53
Changing how China does business.54
Chapter 4: Planning for Success in China.55
Setting the Stage.55
Being in the right state of mind.55
Budgeting enough money.56
Table of Contents
Garnering strong support from headquarters.56
Designating the China manager — the earlier, the better.57
Staying flexible.57
Deciding What You Want (and Need).58
Whereto locate.58
Staffing and worker requirements.59
Building up: Whether to walk or run.59
How to sell in China.60
How to maintain competitive advantages.60
How to finance the venture.60
Doing Your Homework.61
Continuing research as you develop your plan.61
Networking.62
Reading up.63
Reaching out to organizations.63
Hiring Consultants, Lawyers, and Accountants.64
China (and Western) experience.65
Teamwork.65
Information flows.65
Specific experience.66
Being Aware of Common Planning Mistakes.67
Overestimating revenue.67
Underestimating costs.67
Rushing the process.68
Not accounting for the X factor.68
Mistaking Chinese language for China.68
Losing sight of what you know.69
Putting Some Eggs in Another Basket.70
Part 11: Starting Up in China.71
Chapter 5: Traveling to and around China.73
Getting the Necessary Documents and Vaccines.73
Passport.73
Business invitation to China.74
Visa.74
Vaccines and health requirements.76
Making Flight and Hotel Arrangements.77
Flying directly into mainland China.77
Flying into Hong Kong first.79
Finding a good hotel.79
Navigating the Airport after You Land.80
Health and quarantine.80
Immigration.81
Baggage claim.81
Customs.81
Getting from the airport to your hotel.82
Doing Business in China For Dummies
Around and About: Traveling within China.82
Taking flight in the Middle Kingdom.83
Taxiing.83
Taking the subways.84
Busing around.85
Riding the rails to and fro.85
Considering a travel card.86
Getting through the Basics of Daily Life.87
Finding money.87
Staying healthy.88
Weathering China.92
Preparing for crowding and noise.92
Dealing with pollution.92
Staying Out of Trouble.93
Contacting your embassy or consulate.93
Protecting yourself against crime.93
Foiling scam attempts.94
Staying clear of counterfeits.95
Keeping out of restricted areas.95
Avoiding legal problems.96
Chapter 6: Getting Business Going through
Successful Negotiation .97
Preparing for the Process.98
Organizing your team.98
Developing trust and then doing your bargaining.99
Considering how best to divide the pie.99
Practicing the Chinese Art of Negotiating.100
Thinking like the Chinese.101
Navigating Chinese negotiation tactics.102
Taking the time to get it right.104
Exchanging information.105
Keeping track of all the details.106
Saying no the Chinese way.107
Treating anger appropriately.107
Using intermediaries effectively.108
Making concessions.108
Banqueting as part of the deal making.109
Earning Approvals in China: Understanding the Bureaucracy.110
Negotiating after the Deal.110
At Long Last: Telling the Public and Celebrating the Deal.Ill
Announcing the news.Ill
Showing off for the cameras at the signing ceremony.112
Celebrating the venture.112
Table of Contents
Chapter 7: Setting Up Shop .113
Choosing the Right Business Structure.113
Representative offices.114
Foreign invested enterprises.115
Considering Location Variations.121
Finding good infrastructure.122
Locating your labor force.122
Seeking government incentives.123
Looking for experience with foreign investors.124
Touring the Mainland Regions.124
Northeastern China.124
The Yangtze River Delta.126
The Pearl River Delta.126
The wild, wild west.127
Weighing Hong Kong's Offerings.127
Hong Kong's special status: The SAR (it's not
something you catch).127
Perks of investing in Hong Kong.128
Hong Kong hang ups.130
Classifying Your Company and Reckoning with Restrictions.130
Checking out the catalog.131
Identifying highly regulated industries.132
Establishing Your Business.132
China, may I? Getting business approvals.133
Landing your land.136
Visas: Getting yourself and your expatriate employees
to China.137
Chapter 8: Understanding Government Relations
with Your Business.139
Knowing Why You Want to Connect with
the Chinese Government.140
Getting official assistance.140
Gaining guidance and support.141
Mapping the Bureaucracy to Plan Your Network.141
Identifying key government organizations.142
Identifying the key influencers.142
Tracking key relationships.143
Contact: Working Your Network.145
Getting your Chinese employees to make connections.145
Calling in company big shots to access senior officials.145
Depending on your Chinese partner.146
Turning to consultants.147
Aligning Your Government Relationships.147
Taking the bottom up approach for smaller firms.147
Meeting in the middle: Managing multiple levels
of government.148
Doing Business in China For Dummies
Getting Government Approvals.149
Earning your approvals.150
Unblocking the blockers.151
Gaining trust by keeping your word.152
Educating officials (without telling them).152
Post approval: Practicing public relations in China.153
Chapter 9: Building a Local Team in China.155
Looking at Employees and the Law.155
Employment contracts.156
Terminating employees.160
Legal disputes.161
Unions.161
Avoiding a Shocking Corporate Culture.162
Passing up the Chinese imperial palace.162
Guarding against imperial palace syndrome.163
Finding (and Keeping) Good People.166
Employer beware: Avoiding common problems
among job seekers.167
Finding applicants.167
Screening applicants.168
Making an offer.171
Retaining talent.171
Managing Your Employees.172
Setting your expectations for basic training.172
Helping employees manage their work.172
Earning respect.173
Managing office politics.174
Chapter 10: Getting Your Mind on Money.175
Introducing China's Currency: The Tricky RMB.175
What you need to know about the RMB.176
What RMB exchange controls mean for your business.177
Choosing a Bank for Your Business.177
Opening All the Necessary Accounts.178
Working with the people's currency: Your RMB account.178
Switching things up: Accounts for foreign exchange.179
Getting Your Money Out of China.180
Sending profits back home.181
Repaying foreign debt.182
Using other money exit strategies.182
Financing Your Business.183
Borrowing from offshore.184
Borrowing from onshore.185
Checking out special types of debt financing.186
Getting private equity financing.188
Table of Contents
Paying the Government without Taxing Your Patience.190
Corporate taxes.190
Individual taxes.193
Part HI: Conducting Baity Business.197
Chapter 11: Understanding How China Works
(and Doesn't Work).199
Getting Things Done the Chinese Way.199
Honoring face.199
Focusing on consensus.200
Working together for mutual benefit.201
Developing patience.203
Sending consistent messages.204
Sharing information.204
Keeping the dialogue going despite bumps in the road.205
Talking to the right authorities.205
Making Face to Face Business Meetings Work for You.206
Getting your basic presentation ready.206
Preparing to speak the local business language.208
Making an appointment.208
Making a respectful entrance.210
Takin' care of business.212
Wrapping up the meeting.215
Communicating Effectively Outside the Meeting Room.215
Using the telephone.216
SMS and text messaging.217
Faxing.217
E mailing and the Internet.218
Chapter 12: Sourcing from China .219
Understanding Why You May Want It Made in China.219
Working with Suppliers.220
Finding suppliers.221
The middleman: Surveying trade offs of trading companies.221
Straight from the source: Dealing directly with factories.223
Following Tips for Supply Agreements.225
Product description.226
Delivery date.226
Payment terms.226
Insurance.226
No toxic substances.227
Indemnification.227
Binding arbitration.227
Avoiding Pitfalls When Working with Suppliers.227
Not getting what you bargained for.228
Being outsourced: The factory's factory.228
Doing Business in China For Dummies
Losing your brand or technology.229
Including substances that are toxic to your business.229
Placing Orders.230
Putting down a deposit.230
Purchasing goods via free on board arrangements.231
Shipping Your Products by Using Freight Forwarders.231
Chapter 13: Manufacturing in China .233
Being Realistic about Savings.233
Considering Industry Development.234
Looking at Manufacturing Challenges for the Chinese Market.235
Struggles to cut costs enough to compete
in domestic markets.236
Highly distributed distribution.236
Why foreign manufacturers can succeed.236
Selecting Your Site.237
Seeing the big picture when planning your business.238
Remembering what smart companies look for.239
Knowing how government can help.240
Avoiding site pitfalls.241
Building Your Building.241
Identifying the players.241
Finding a general contractor.242
Contracting your GC.242
Protecting yourself by hiring a project manager.244
Approvals: Getting through the Red Tape.244
Before construction.244
Beginning operations.245
Hiring, Training, and Keeping Your Workers.246
Encouraging teamwork.246
Expecting skills gaps.246
Training.247
Treating your workers well.248
Hiring Quality Control.249
Chapter 14: Selling in China .251
Appealing to the Chinese Consumer.251
Knowing your customer.252
Helping customers show their "face".253
Looking at name recognition: The Chinese and branding.253
Getting Ready to Deliver: It's All about Distribution!.256
Where your products get sold.256
Three distribution choices.258
Trench warfare in distribution.261
Advertising.263
Keeping the message simple and obvious.263
Getting the message out.264
Table of Contents
Deciding How You Want to Enter the Market.265
Guns blazing.266
Starting with a beachhead.266
Letting others blaze the trails for you.267
Selling to Consumers.268
Retail stores.268
Franchising.269
Direct to consumer.272
Selling services.272
Selling Business to Business.273
Part IV: Building Successful Business Relationships .275
Chapter 15: Fostering Fruitful Friendships: The Art of GuanXi.277
You Scratch My Back, I'll Scratch Yours: Introducing Guan Xi.277
Trusting performance.278
Repaying favors.279
Developing guan xi in government and business.280
Developing Your Own Guan Xi.282
Starting from square one: Reaching out.282
Building bridges to your target contacts.284
Following through on your promises.286
Putting your best foot forward.287
Looking at the Limitations of Guan Xi.287
Chapter 16: Saying and Doing the Right Things:
Chinese Business Etiquette.289
Minding Your Business Manners.289
Dressing for success.290
Greeting and meeting the Chinese.291
Presenting your business card.291
Behaving yourself in Chinese company.293
Enjoying a Chinese Banquet.294
Knowing what to expect.295
Navigating the many courses.299
Eating the Chinese way: Using chopsticks.301
Drinking at the banquet.302
Understanding Chinese banquet behavior.304
Returning the favor: Hosting a banquet.306
Tokens of Appreciation: Giving Gifts Correctly.307
Deciding how much to spend.308
Choosing an appropriate gift.308
Paying attention to presentation.309
Exchanging gifts.309
Doing Business in China For Dummies
Chapter 17: Managing Risks in China .311
Doing Due Diligence.311
The basics: Reviewing the business license.312
Practicing DD for joint ventures.312
Doing DD for hiring individuals.313
Controlling Financial Risks.313
Counting beans differently.314
Balancing an out of balance sheet.314
Exposing shadow businesses.315
Practicing common sense controls.315
Supporting controls through company culture.316
Limiting Your Legal Risks.316
Thinking locally.317
Implementing corporate governance.318
Combating Corruption.320
Understanding bribery laws.320
Keeping government relationships straight.321
Training for compliance.321
Managing donations responsibly.322
Resolving Disputes through Arbitration.322
Understanding arbitration clauses.322
Surveying arbitration bodies.323
The rulebook: Determining governing law.324
Enforcing the rulings.324
Protecting Intellectual Property.325
Getting IP registered early.325
Taking proactive legal measures.326
Practicing realistic precautions.327
Managing Environmental Risks.328
Surveying environmental crime and punishment.329
Practicing more than good intentions.329
Getting help.330
Insuring Your Business Risks.331
Controlling the insurance program.332
Getting insurance advice.332
Knowing your choices of companies.332
Looking at basic types of insurance.333
Table of Contents
Part V: The Part of Tens.335
Chapter 18: Ten Clauses You Want in Your Contracts.337
Chapter 19: Ten Fun Ways to Spend Your Downtime in China .343
Chapter 20: Ten Ways to Stay on the Path to Profitability.349
Index.355 |
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| spelling | Collins, Robert Verfasser aut Doing business in China for dummies by Robert Collins, and Carson Block Hoboken, NJ Wiley 2007 XIX, 364 p. Ill. txt rdacontent n rdamedia nc rdacarrier A guide to doing business in China, offering advice to business owners on how to determine whether to expand their companies to China, explaining how business works in China, discussing the conduct of daily business, and considering the importance of building professional relationships. International business enterprises / China Business etiquette / China Multinationales Unternehmen Business etiquette China International business enterprises China United States / Commerce / China China / Commerce / United States USA China Commerce United States United States Commerce China Block, Carson Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016142944&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Collins, Robert Block, Carson Doing business in China for dummies International business enterprises / China Business etiquette / China Multinationales Unternehmen Business etiquette China International business enterprises China |
| title | Doing business in China for dummies |
| title_auth | Doing business in China for dummies |
| title_exact_search | Doing business in China for dummies |
| title_exact_search_txtP | Doing business in China for dummies |
| title_full | Doing business in China for dummies by Robert Collins, and Carson Block |
| title_fullStr | Doing business in China for dummies by Robert Collins, and Carson Block |
| title_full_unstemmed | Doing business in China for dummies by Robert Collins, and Carson Block |
| title_short | Doing business in China for dummies |
| title_sort | doing business in china for dummies |
| topic | International business enterprises / China Business etiquette / China Multinationales Unternehmen Business etiquette China International business enterprises China |
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