Category: Business Etiquette

Finding a Good Partner in China

A major challenge facing US firms that do business in Asia: finding the right partner—whether that is a co-owner of your business, a manufacturer or a distributor. It’s not easy to find such partners, even when you are both in...

/ December 8, 2015
Photo by MerwinAsia

How One China Strategist Leapt His Own Great Wall

A former China market entry strategist answers questions about the cultural issues of American-Chinese business relations and discusses how American companies should manage these differences. By Ellen Huber When Den Leventhal found himself singing a near-and-dear Hebrew song at a...

/ March 12, 2015

Navigating Difference

A business professor answers questions about the cultural and ethical issues of American-Chinese business relations and discusses how American companies are managing these differences. By Christina Nelson  The problems multinational companies face while doing business in China are well documented....

/ October 24, 2013

The Ins and Outs of Hiring Local Senior Executives

As the war for talent intensifies, understanding China’s cultural nuances is key to hiring local senior managers.by Alex Eymieu Over the last decade, mainland Chinese companies have been competing more aggressively with multi-national corporations (MNCs) for senior business executives. For...

/ January 1, 2012

Negotiations, Chinese Style

Strategic preparation and cultural awareness can sharpen the competitive edge for companies negotiating in China.by Betsy NeidelThe global economic slowdown and debt crises in the Western hemisphere have spurred many corporations to look east for new business opportunities. For newcomers...

/ November 1, 2010

Marketing and Selling to Chinese Businesses

Western suppliers of Chinese businesses must understand and market to local needs to be successful.by Matthew Harrison and Mark HedleyThe opportunities presented by the China market are becoming increasingly difficult for Western businesses to ignore. With China expected to become...

Fraud in Hard Times

Many of the measures a company should take to prevent fraud in tough times should already be in place. by Frank Hawke The incidence of fraud or, more broadly, noncompliance increases during times of economic stress for many reasons. Individuals...

/ September 1, 2009

Understanding China’s Changing Civil Service

Companies can improve their government relations by learning more about China’s new civil servants by Kenneth Jarrett and Lie Huihan China’s steady march toward a more market-based economy has eliminated thousands of state-owned enterprises and reduced the government’s role in...

China’s Changing Culture and Etiquette

Face, guanxi, and other cultural norms are changing in China, but acquiring a basic level of cultural competence is still important for doing business there. For neophytes beginning to approach China, the long list of cultural dos and don’ts understandably brings...

/ July 1, 2008