The New Silk Road: Secrets of Business Success in China Today
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The New Silk Road Secrets of Business Success in China Today

By John B. Stuttard
John Wiley & Sons April 2000

Specifications

ISBN-13
9780471377221
Publisher
John Wiley & Sons
Publication
April 2000
Format
Hardback , 160 pages
Jurisdiction
China ? Countri(es) for reference only

Details

The New Silk Road
The first insider's guide to business success in China

How is China different from other business environments?. . .
What are the pitfalls and the keys to success there?. . .
How different is the market place?. . .
How do you make a joint venture work?. . .
How do you overcome the bureaucratic hurdles to doing business in China?. . .
How do you change a traditional Chinese business enterprise?. . .
How do you develop good relationships with Chinese partners and government officials?. . .
What experience should business managers have before going to work in China?. . .
How do I find, train, and motivate local managers?. . .
How do I manage the expectations of the head office?. . .

. . .You'll find answers to these and other crucial questions about doing business in China in The New Silk Road.

Based on interviews with the heads of operations of eleven top global corporations, The New Silk Road provides a fascinating account of how such companies as AIG, ASIMCO, Bayer, Johnson & Johnson, Lucent Technologies, Novartis, PricewaterhouseCoopers, Shell, John Swire & Sons, Unilever, and United Technologies International broke into the China market. In a series of frank narrative accounts, these experts share what they have learned about everything from the nuts-and-bolts of developing a market for their products in China to the subtleties of the Chinese style of negotiating.

Reviews

"This book is an excellent start for senior managers at home or in China and for junior managers with aspirations. Most of all it should be read by those in head office who may never go to China but need to understand what it takes succeed there and the support that should be given to their managers in China." (China Review, October 2000)
 

Table of Contents

Reflections on China at the End of the Second Millennium.

Step by Step.

A Shortage of Management.

Getting the Balance Right.

Building the Team.

Leading the Change through Partnership.

Controlling the Uncertainties.

Bridging the Gap.

The Banner and the Reality.

Twenty-First-Century Comprador.

Clever and Sensible Adaptation Is Key.

Looking at the Problem through Chinese Eyes.

Index.

About the Author.

About the Author

JOHN B. STUTTARD is a Senior Partner in PricewaterhouseCoopers. From 1994 until 1999, he was Chairman and Chief Executive Officer of PricewaterhouseCoopers China. Operating from Beijing, Shanghai, Guangzhou, Shenzhen, and Dalian, he built PwC China into the largest professional advisory firm in the country. In his 32-year career with PricewaterhouseCoopers, he also worked with the U.K. Government's Cabinet Office "Think Tank" advising on privatization, and for his services to Finnish industry was made a Knight First Class of the Order of the Lion of Finland.

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