- File Size: 647 KB
- Print Length: 160 pages
- Publication Date: July 17, 2012
- Sold by: Amazon Digital Services LLC
- Language: English
- ASIN: B008MDOG7U
- Text-to-Speech: Enabled
- Word Wise: Enabled
- Lending: Enabled
- Amazon Best Sellers Rank: #790,390 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
The Fragile Bridge: Conflict Management in Chinese Business Kindle Edition
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
Customers who bought this item also bought
Would you like to tell us about a lower price?
Top customer reviews
Carefully written easily accessible and very thoughtful. I have some exposure to the China market and every single word rings true. Very interesting for the casual reader, key for anyone wanting to negotiate and partner with Chinese organizations.
I know the author by reputation, though not personally, and have great respect for his work.
Gives you tools and frameworks to assess your situation, what you can expect and what you should give (and how).
Credit to his wisdom, he avoids the one-Chinese-size-fits-all.
Even the word "conflict" in the title of this book should be an indicator of just how differently the Chinese and Western sides of a partnership approach business. Much of what counts for "conflict" in this book is indeed "conflict" from a Western perspective, but from the Chinese perspective, it is simply part of doing business. While Westerners are accustomed to a fair amount of conflict leading up to the signing of a contract, the general expectation is that this is the point at which conflict ends, and both parties do their best to adhere to the terms of the contract.
While it has now become practically cliché to say that Chinese and Westerners view contracts differently, Hupert opens a door on what the Chinese side is thinking both before and after contract signing, how they constantly assess the performance of both the business and their foreign partner, and how they will maneuver to improve the terms of the deal for themselves. Having this knowledge certainly will not prevent conflict, but understanding what motivates the Chinese side, and having Hupert's advice on how to address Chinese concerns (most of which they will never verbally express) will equip Western business people far better than an entire lifetime of experience in a Western-only business setting.
This 10-chapter book is structured to mirror the life of a Chinese-Western partnership from beginning to end - whether that end is a continuance of the partnership or a dissolution. In each chapter, Hupert provides clear theoretical explanations of how and why Chinese and Western expectations differ, and then he provides case studies that illustrate both successful and unsuccessful ways of dealing with conflict.
There is also a larger, fictional case study about an American partner, Stan, and a Chinese partner, Jimmy who meet in college in the US and establish a business together in Shanghai. Each chapter ends with a telling of the portion of the Stan & Jimmy story that applies to that chapter, and the story is so well-told, that the reader will find it hard to stop reading at the end of any given chapter.
If you're serious about succeeding in business (or any kind of negotiation) in China, you really cannot afford not to have both of Andrew Hupert's books in your e-reader.
Most recent customer reviews
It dissects China-vs.-the-West concepts and the way they impact negotiations...Read more