The Rules Of The Game
Carolyn Blackman's first book 'Negotiating China' was a highly successful look at the negotiating tactics used by the Chinese, the complex dynamics of these situations and the winning strategies that foreigners can use. In her latest book, 'China Business' she goes one step further and examines Chinese business culture as a whole. Using real-life stories and situations, Blackman vividly describes the business experiences of foreign executives and their companies in China - and the problems that are usually kept hidden. Informative, candid and entertaining, she unlocks the key "rules of the game" including:
- the nature of banquets, with their boisterous drinking challenges, karoke participation, and hidden agendas;
- the prevalence of sharp practices which requires an ever-watchful eye;
- corruption involving officials and the nature of Chinese bureaucrats;
- sharing management power in joint ventures, power struggles and relationships between supervisors and subordinates;
- introducing change into the workplace under the restraints and strains of old habits and old power networks;
- official interference in the running of private business through legislative changes, ad hoc taxes, fines and forced contributions.
The challenges are genuine and undeniable and each generalisation is carefully explained. Most importantly, hard-headed, tried and true practical strategies are offered to help turn these obstacles into opportunities. A must read for westerners doing business with China.
