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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.
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
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, Live365.com. 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.
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. Read morePublished on October 12, 2013 by Edward J. Barton
This book is full of great information about China and how to understand the Chinese mindset. It will help with negotiations because of the better understanding of Chinese... Read morePublished on November 23, 2008 by Timothy Beech
This is an interesting book well worth reading, especially if you are doing business in China or plan to do so.Published on September 27, 2007 by Legal Eagle
The book is a page turner. China joined the WTO in 2001. With the upcoming Beijing Olympic Games in 2008 and Shanghai World Expo in 2010, China provided fantastic opportunities... Read morePublished on July 5, 2007 by Donald Hsu
China Now is a sweeping and practical guidebook for those intending to engage in the formidable challenge of conducting business activities in China. Read morePublished on February 17, 2007 by Edward L. Lindsay