• About The Author
• Business Environment
• Social Environment
• Underpinning Behaviours
• Exchanging Gifts And Favours
• Negotiating Techniques
• Business Meetings
• Business Entertaining
• Handling The Media
• Market Entry Strategies
• Human Resource Management

The Chinese Business Puzzle

• About The Author
  • Origin
  • Credentials
  • Authenticity And Confidentiality
  • Target Audience
  • Structure And Contents
  • Terminology
  • Disclaimer
  • Health Warning
  • Objectivity
  • Postscript
• Business Environment
  • Philosophical Environment
  • Political Environment
  • Economic Environment
  • Open Door Policy
  • Legal Environment
  • Application
• Social Environment
  • Cultural Heritage
  • Domestic Environment
  • Relationship With Foreigners
  • Postscript
  • Application
• Underpinning Behaviours
  • Ritual Behaviour
  • Concept Of Guanxi
  • Rules Of Guanxi
  • Forms Of Guanxi
  • Levels Of Guanxi
  • Practice Of Guanxi
  • Hazards Of Guanxi
  • Building Guanxi
  • Collectivism
  • Consensus
  • Intellectual Property Rights
  • Losing And Saving ‘face’
  • Gaining ‘face’
  • Giving ‘face’
  • Whose ‘face’ Is It Anyway?
  • ‘face’by Proxy
  • Saying ‘no’
  • Harmony
  • Making Mistakes
  • Conflict Management
  • Protecting Others’ Face
  • Dead Men’s Shoes
  • ’laobanism’
  • Changing Your Mind
  • Business Hierarchy
  • Exercising Authority
  • Deferring To Authority
  • Paternalism
  • Conformity And Disagreement
  • Social Hierarchy
  • Chinese Politics
  • Sensitive Subjects
  • Safe Subjects
• Exchanging Gifts And Favours
  • Underpinning Influences And Behaviours For Exchanging Gifts And Favours
  • Choosing Gifts
  • Reciprocity
  • Etiquette For Exchanging Gifts
  • Guidelines For Rewarding Personal Service
  • Helpful Hints
  • Application
• Negotiating Techniques
  • Caveat
  • Apology And Acknowledgement
  • Examples
  • Responding To Chinese Tactics
  • Post Script
  • Protagonists
  • Day 1 – Tuesday
  • Day 2 – Wednesday
  • Day 3 – Thursday
  • Day 4 – Friday
  • Proposal
  • Response
  • Outcome
  • Happy Ending
  • Footnote
• 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
  • Helpful Hint
  • Application
• Business Entertaining
  • Underpinning Influences, Behaviours 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
  • Postscript
  • Application
• Handling The Media
  • Underpinning Behaviours And Protocols For Handling The Media
  • Sourcing Pr Expertise And Achieving Media Coverage
  • Dealing With The Press
  • Television And Radio Broadcast
  • Helpful Hints
  • Application
• Market Entry Strategies
  • Overview Of Strategies
  • Long-Term Commitment
  • Strategies
• Human Resource Management
  • Caveat
  • Western Hrm With Chinese Characteristics
  • State Employment Agencies
  • Recruitment
  • Selection
  • Job Descriptions
  • Names
  • Job Evaluation
  • Equal Opportunities
  • Allowances
  • Income Tax
  • Holidays
  • Reviewing And Reprimanding Staff
  • Performance Management
  • Skills Training
  • Inter-Cultural Training
  • Staff Retention
  • Promotion
  • Disciplining And Dismissing Staff
  • Hrm Function
  • Loose Cannons
  • Everyone Needs A Vivian