INSEAD Library

Includes index

Digitized

China Entrepreneur Voices of Experience from 40 International Business Pioneers Contents Acknowledgments Foreword xiii xi Introduction xv Chapter 1: Getting Started: Understanding the Business Environment and Dealing with the Chinese Government 1 Introduction 2 The Past: China Opens its Doors 2 The Transition: China in the 1990s 8 The Present: "Better for Entrepreneurs than Silicon Valley" 11 Dealing with the Chinese Government 13 Bureaucratic Challenges for Entrepreneurs 17 Strategies for Successful Government Relations 23 Conclusion 27 Chapter 2: Setting Up Shop (I): Obtaining a Business License and Choosing the Right Legal Form 31 Introduction 32 Getting Help with Licensing 32 Choosing the Right Legal Form Conclusion 52 35 Chapter 3: Setting Up Shop (II): Finding the Money and Choosing the Right Chinese Business Partner(s) 55 Introduction 56 Finding the Money 56 Choosing the Right Chinese Business Partner(s) Conclusion 75 65 Chapter 4: Targeting the Right Customers . . . and Getting Paid Introduction 80 Targeting the Right Customers 80 Getting Your Customers to Pay You 93 Conclusion 103 Chapter 5: Human Resource Challenges 105 79 Introduction 106 Strengths and Weaknesses of Chinese Employees 106 Bridging the Skills Gap: Training, Training, Training 112 Recruitment and Retention Challenges 122 HR Strategies: Selling "Small is Beautiful" 128 Solving the Salary Question 134 Conclusion 138 Chapter 6: Ethics and Corruption Introduction 142 Putting Corruption into Context Government Guanxi 148 B2B Corruption 153 Unethical Employees 161 Avoiding Government Corruption Blocking B2B Corruption 171 Fighting Internal Corruption 174 Conclusion 178 Chapter 7: Business Negotiations 141 142 166 181 Introduction 182 Pre-negotiation Preparation 183 At the Negotiation Table: Tactics and Strategies Post-agreement: After the Contract is Signed 207 Conclusion 212 Chapter 8: Living in China: A Survival Kit Introduction 218 Clearing the Language Hurdle 218 Hardships of Life in China 222 The Struggle for Work--Life Balance 236 Foreign Businesswomen in China 241 The Good Life, China-style 245 Conclusion 250 217 192 Chapter 9: Are You Ready for China? Necessary Traits and Expertise Introduction 254 Must-have Traits for China Entrepreneurs Prerequisite Expertise 263 Tools for Surviving the Tough Times 267 Endgames 272 China's Future 274 Conclusion 280 Epilogue 283 285 255 253 Appendix: China and Its Trade Partners Index 329