INSEAD Library

Includes bibliographical references and index

Digitized

The Chinese business puzzle About the author Abbreviationsand Meanings About Farnham Castle Foreword Introduction viii x xii xiv xvii 1 Business Environment Philosophical environment Political environment Economic environment Open Door Policy Legal environment Social Environment Cultural heritage (geography and history) Domestic environment Relationship with foreigners UnderpinningBehaviours Connections (guanxq Face (mianz~) Modesty and humility (keg4 Hierarchism Taboo subjects Forms of address Non-verbal communication General behaviour 1 4 Exchanging Gifts and Favours Underpinning influences and behaviours for exchanging gifts and favours Choosing gifts Reciprocity 88 88 90 95 Etiquette for exchanging gifts Guidelines for rewarding personal service Helpful hints NegotiatingTechniques Preparing for and conducting negotiations Chinese negotiating tactics Do's and don'ts for negotiating with the Chinese Overcoming objections Business Meetings Underpinning influences, behaviours and protocols for business meetings Making arrangements Preparing for meetings Logistics Preliminaries The structure of meetings Techniques Closing and following up a meeting 7 . Business Entertaining Underpinning influences, behaviour and protocols for business entertaining Making arrangements Preparing for banquets Logistics Preliminaries Guidelines for banquet etiquette Table manners Dishes Closing and following up a banquet Handlingthe Media Underpinning behaviour and protocols for handling the media Sourcing PR expertise and achieving media coverage 8 . Dealing with the press Television and radio broadcast 9 Market Entry Strategies Overview of strategies Long-term commitment Strategies Relationship management Marketeering 10 Human Resource Management Human Resource Management strategy Recruitment and selection Compensation with benefits Staff management and development Appendix 1.1 Historical context of Confucius 1.2 Development of Confucianism 2.1 Chronology of the Opium Wars 2.2 Terms of the Unequal Treaties 2.3 15th and 16th century navigators 4.1 Other gifts I received 9.1 Support services 10.1 Farnham Castle China briefing Bibliography Lucky eight Business guides General publications Web sites Specialist further reading Index