Doing Business in China

Local Ministries ..... Ceremonial requirements ..... Joint ventures ..... State enterprises ..... Common problems ..... Distribution and supplier relationships ..... Chinese investment ..... Currency issues ..... Distribution of the final product ..... Security of Investment ..... The Text of an Agreement ..... Mediation ..... Decision Makers ..... Gathering Information ..... Gifts

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Verbal invitations and written invitations ..... Arriving according to rank ..... Engaging in casual conversation ..... Seating arrangements ..... Discussing business during the meal ..... Making appreciativing remarks ..... Toasting and liquor ..... Good standby toasts ..... Welcoming speeches ..... Reciprocating ..... Table Manners ..... The order of courses ..... Serving the guest of honor ..... Concessions to Western sensibilities ..... Chopsticks ..... Thanking your host ..... Business gifts ..... The value of a gift ..... Gift wrapping ..... Hosting

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Making initial contact ..... Meeting and greeting ..... Forms of address ..... Dress code ..... First meeting ..... Verbal and nonverbal communication ..... The importance of relationship .....Orientation to time ..... Topics of conversation ..... Making a presentation ..... Names ..... Titles ..... Decision-making behavior ..... Bargaining range ..... Gift-giving ..... Wining and dining

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Business style ..... Personal preferences ..... Developing a friendship ..... Playing on the feelings of friendship, obligation and guilt ..... Technical information and records of any previous meetings ..... The opening stages of negotiations ..... Knowing your position ..... Long term commitment ..... Eagerness to compromise ..... Concessions ..... Lower management ..... Social entertainment ..... Applying time pressure ..... Asking direct questions ..... Agreing to their terms ..... Increasing your chances of success ..... Limits of your position ..... When the agreement is at hand ..... The conclusion of an agreement ..... the Chinese style of negotiating ..... Developing guanxi ..... Task management issues ..... Decision makers ..... The principles of Suntzu

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Language of business .... Business communication .... Importance of 'guanxi' .... Building trust ..... Status and respect ..... Formality and hierarchy .... Nonverbal communication ..... Business protocol ..... Negotiating tactics .... gift-giving

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Cultural values ..... Relying on a judicial system ..... Protecting business relationships ..... Mutual understanding ..... Preventing financial and operational problems ..... The concept of face ..... Sincerity, honesty and integrity ..... Interdependence ..... Personal obligation ..... Training management people ..... Greetings and Names ..... Social gatherings ..... Gathering information ..... Corruption

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Problems which are not visible on the surface ..... Relationships ..... Respect ..... Regulations ..... The notion of Guanxi ..... Asking for favors ..... Cultural informant ..... Giving face ..... Bringing in an intermediary ..... Rules and Regulations ..... Getting an approval on a municipal level ..... The decision-making process ..... Management and learning styles ..... Entrepreneurial skills ..... The problems expatriates and their families find most common in China today

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Human resources situation .... Rules and regulations .... Looking for employees .... Recruiting in China .... Expatriates from Europe and the US .... Returnees .... Salaries and benefits .... Pitfalls in recruiting .... Women in China .... Expatriate concerns

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Looking for an Agent .... Setting the Groundwork .... Scheduling Appointments .... Tariff Rates..... Customs Valuation .... Trade Barriers .... Import Documentation .... Export Controls .... Prohibited Imports .... Inspection Standards .... Labeling Requirements .... How to Avoid a Bribery Trap

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Addresses and contact information for Chinese business publications, trade associations, business facilitation companies, market research firms, consultants and other useful business contacts

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