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China Now: Doing Business in the World's Most Dynamic Market Hardcover – November 8, 2006

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Product Details

  • Hardcover: 385 pages
  • Publisher: McGraw-Hill; 1 edition (November 8, 2006)
  • Language: English
  • ISBN-10: 0071472541
  • ISBN-13: 978-0071472548
  • Product Dimensions: 8.2 x 1.2 x 9 inches
  • Shipping Weight: 1.5 pounds (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (14 customer reviews)
  • Amazon Best Sellers Rank: #743,245 in Books (See Top 100 in Books)

Editorial Reviews

From the Back Cover


Get ready to do business with…


It's one of the last-and largest-untapped markets in the world. But if you're looking to expand your business into China, you first need to understand its richly diverse culture, economic history, and subtle negotiation styles. This complete, one-stop guide gives you all the essential tools and crucial information you're looking for. The authors have between them more than 50 years of experience in international business, particularly in Asia, and they'll tell you everything you need to know to be smart, sensitive, and successful in all of your East-West transactions.

You'll learn:

  • How to negotiate with public and private businesses
  • What to say and how to interact with Chinese cultures
  • What you should know about China's economics, laws, and regulations
  • How to handle intellectual property rights and contracts
  • How Taiwan, Hong Kong, and Singapore relate to and play important roles in doing business with China

The opportunities are as big as China itself. With this book as your personal tour guide, you'll be able to reach a whole new world of clients and consumers.

China Now offers the best negotiation advice now available for cross-border dealmakers hoping to forge value-creating agreements in the world's fastest growing major economy. In an easy, informal style, this book excels at efficiently conveying a sense of historical context, the dos and don'ts of effective negotiation, and an all-important recognition of critical regional variations.”-James K. Sebenius, Gordon Donaldson Professor of Business Administration, Harvard Business School and Vice Chair, Program on Negotiation, Harvard Law School

“For many American executives China is still inscrutable. Few people writing about doing business in China can provide the academic-practioner and Chinese-American balance that Mark Lam and John Graham provide in China Now. It is a must read for all American managers and executives working with and negotiating with Chinese partners. The book holds the keys for building successful, long lasting business relationships in China.”-Katherine Xin, Editor-in-Chief, Harvard Business Review (China), Professor of Management, Michelin Chair in Leadership and Human Resource Management, China Europe International Business School (Shanghai), and Professor of Leadership and Organizational Behavior, IMD (Switzerland)

“Few companies, especially those operating globally, can afford to ignore doing business in China or business with Chinese partners. This book permits a rapid assimilation of knowledge on how to understand the Chinese psyche, cultural background, and business mores, as well as others' business experiences of working in China. Vivid descriptions of various cultural traits, as well as, rich examples of positive and negative experiences, provide a backdrop and a way to prepare for challenging, but potentially rewarding business ventures.”-David Pyott, CEO and Chairman, Allergan, Inc.

“A great primer for someone seeking an entry and additional insights to doing business in China. The book is very relevant and current, given the business environment is changing so quickly as China embraces commercial acumen, tools, and infrastructure…to no only compete but lead on the worldwide playing field going into the 22nd Century."-Greg Spierkel, CEO IngramMicro, Inc.

“A magnificent treatment of Chinese and American negotiation styles and what this means in face-to-face business interactions. Lam and Graham provide us with an original, integrative account of the cultural and psychological foundations of cross-cultural negotiations and weave these into a masterful specification of practical guidelines. This is a splendid book with much value for practitioners and academicians alike.”-Richard P. Bagozzi, Professor of Marketing, University of Michigan,

“China has changed faster than the misconceptions held by most international business people. John Graham and Mark Lam provide a clear framework of Chinese history and culture to help readers prepare for, negotiate, and establish sustainable business relationships. Their advice and strategies are born of true insights, not stereotypes."-David Murphy, President, Saatchi & Saatchi

“This is an exceptional analysis of a complex culture and a sophisticated business community. A must read for western business people.”-Edwin D. Fuller, President & Managing Director, Marriott

China Now is a must read for any foreigner wanting to succeed in the world's most challenging and fastest growing market. Mark Lam and John Graham provide a unique and very necessary perspective to the complex dynamics of negotiating with the Chinese. The multitude of lessons learned and prescriptions are provocative, insightful and, most of all, practical.”-Dean Yoost, Former Managing Partner in both China and Japan, now Senior Advisor to the Group Companies of PricewaterhouseCoopers in Japan

About the Author

N. Mark Lam is an attorney and business advisor specializing in East-West negotiations, and is the CEO of the world's largest Internet radio network, His area of expertise is in forming global alliances and resolving business and legal conflicts for global high-tech companies, including Philip Electronics and Hon Hai Precision Industry Co., Ltd.

John L.Graham is a Professor of International Business at the Paul Merage School of Business, University of California, Irvine, and a world recognized scholar in the area of international business negotiations. During the last 25 years, he has provided advice and training to executive groups at Fortune 500 companies and other institutions, including Toyota, Honeywell, Ford, AT&T, and the U.S. State Department.

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Customer Reviews

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Anyone who wants to do business in China will benefit by reading this book.
This book is full of great information about China and how to understand the Chinese mindset.
Timothy Beech
A great historical summary of the country of China and Region of East Asia.
Caleb B.

Most Helpful Customer Reviews

2 of 2 people found the following review helpful By Caleb B. on May 23, 2010
Format: Hardcover Verified Purchase
A great read if you are going to do business in China or simply if you want to know how successful businesses manage in China! A great historical summary of the country of China and Region of East Asia. Practical tips to negotiations with the Chinese. Gain a new perspective of the diversity in East Asia. Learn important things about the structure of the Chinese legal system and how china views, manages, and combats Intellectual Property theft.
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4 of 6 people found the following review helpful By P. Yu on February 25, 2007
Format: Hardcover
Sun Tzu said "Know yourself, know your enemy, and you will win every battle." This book provides the readers with a key to the critical success factors of conducting business in China. It contains much pertinent information to help understand the people and the culture that drive the business culture in China. As a former expat manager in Asia for a major American telecom company, I found incredible knowledge, intriguing numbers, and insight in this book, and I highly recommend this book for anyone that wants to grow their business or career with the Chinese economy.
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3 of 5 people found the following review helpful By Edward L. Lindsay on February 17, 2007
Format: Hardcover
China Now is a sweeping and practical guidebook for those intending to engage in the formidable challenge of conducting business activities in China. The authors possess first-hand experience which will benefit entrepreneurs as well as corporate executives. There is ample `hands-on' step-by-step guidance, by region, with an emphasis on negotiation preparation, techniques and styles, and approaches to the drafting of contracts and relevant cultural insights. Extensive discussions regarding intellectual property protection with important historical perspective--harking back to the years when Americans provided very lax protection for IP-- provide the reader with an understanding of the opposing views of today. There is also considerable discussion of the existing International IP agreements and the progress made in this area. The various sectors of China's high technology and research and development are surveyed, along with the expanding harbor and container capacity, power supply and information management systems, and air and ground transportation systems.

A brief review of rural China suggests the possibilities for investment by labor intensive industries in these geographical areas that have not significantly shared in the new Chinese economy. There are summaries of the Chinese governmental structures and legal profession, their functions, powers and interrelationships, formal and informal, with discussions of the consequences for foreign business. Useful anecdotal references are sprinkled throughout.

China Now presents historical and cultural perspectives that are lacking in many public portrayals of the nation. China's unforgotten bitter experiences with foreign powers in the 19th and first half of the 20th Centuries are surveyed.
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3 of 5 people found the following review helpful By Erik Eisel on January 14, 2007
Format: Hardcover Verified Purchase
The past two years have given us the most practical and useable China books to date. Businessmen who are on their way to China or who are getting ready to make their "mission-critical" decision about China no longer need to wade through histories of the Ming and Qing dynasties or biographies of Mao, to do their homework. "China, Inc." makes the business case for China, "Mr. China" provides a first-person cautionary tale, and, recently, "Dragon Rising," provides a journalistic snapshot of the current state of Chinese politics and society. To this mandatory reading list of books for the American businessmen seeking to do business in China -- or already on his way! -- we must now add "China Now."

Mark Lam's and John Graham's new book challenges the reader with a sense of urgency like no other, compelling the reader to decide how he will respond to developments in China both professionally and personally. Lam and Graham make the case that the year 2007 is "Shang-High Noon," so to speak. It is high time for all of us to change our lives and our habits. We must come to terms with the new reality of China, or else miss the symbolic boat riding up the Pearl River Delta from Hong Kong to Guangzhou (Canton).

Lam's and Graham's perspective on "doing business in China" has benefitted from the ten-year historical arc moving from the 1996 Asian Financial Crisis to the rapidly growing -- and now maturing! -- Chinese economy of today. During these ten years, they have worked directly with companies, such as Ford and large computer manufacturers. As a result, they have been able to document some of the scarier Chinese business practices, while also formulating practical advice for the business traveller for minimizing risk.
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Our company is two years into the China market, and as CFO and now President, I have been frustrated, flummoxed and generally disappointed with the results in China. After reading this book, I am in a position where I both better understand the dynamics of our China strategy, but am sincerely heartened by what we actually HAVE accomplished, as well as somewhat dismayed at some of the faux pas that we committed over the last 2 years. The book provides a cultural, historical, legal and practical view of China, helps the reader understand the nature of business and the market, and - while getting dated - provides relatively insightful perspectives on the trajectory and future in China. I wish I had read this book 2 years ago. This is an absolute must read -- especially if it before you travel, negotiate or evaluate business in China.
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