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The Silk Road Rediscovered: How Indian and Chinese Companies Are Becoming Globally Stronger by Winning in Each Other?s Markets Hardcover – April 21, 2014

4.5 out of 5 stars 10 customer reviews

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Editorial Reviews

From the Inside Flap

By 2025, China and India will be two of the world’s four largest economies. By then, economic ties between them should also rank among the ten most important bilateral ties worldwide. Their leaders are well aware of these emerging realities. In May 2013, just two months after taking charge, Premier Li Keqiang left for India on his first official trip outside China, a clear signal of China’s foreign policy priorities. Written by three of the most respected authorities on the India-China business relationship, The Silk Road Rediscovered is the first book ever to analyze the growing corporate linkages between the two Asian giants. Did you know that:

  • India’s Mahindra is the fifth largest tractor manufacturer in China?
  • Tata Motors’ Jaguar Land Rover unit is the fastest growing luxury auto seller in China?
  • India’s NIIT is the most influential IT training brand in China?
  • China’s Huawei has its second largest R&D center in Bangalore and employs over 5,000 people in India?
  • Shanghai Electric earns its largest revenues outside China from India?

As these developments illustrate, pioneering Indian and Chinese companies are rediscovering the fabled Silk Road which joined their nations in ancient times. Winning in each other’s markets is also making them stronger and whetting their appetite for further global expansion.

This book examines how Indian companies such as Tata Consultancy Services, Mahindra Tractors, NIIT, Tata Motors/Jaguar Land Rover, and Sundaram Fasteners have figured out how to win in China. Their experiences may inspire and offer lessons to other Indian companies. The book also examines how Chinese pioneers such as Lenovo, Huawei, TBEA, Haier, and Xinxing have made a strong commitment to India and are beginning to realize the fruits of this commitment. The key lesson that emerges from these analyses is that the odds of success go up dramatically when executives adopt a global rather than local-for-local perspective and are skilful at learning on the ground.

From the Back Cover

Praise for The Silk Road Rediscovered

“To become really global, Indian business must extend its footprint to China. Equally, the arrival of brand China is already making an impact. A must-read.”
—S. Jaishankar, Ambassador of India to the United States and former Ambassador to China

“This book could not be more timely. Gupta, Pande, and Wang explain well how companies in both countries can leverage off each other.”
—Kishore Mahbubani, Dean, Lee Kuan Yew School of Public Policy, National University of Singapore and author, The Great Convergence

“This book is a timely reminder of the need to rediscover, indeed to reinvent, the Silk Road that once bound these two nations together. With its trenchant analysis and wide as well as deep perspective, this book is an indispensable guide.”
—Anand Mahindra, Chairman and Managing Director, Mahindra & Mahindra

“Brilliant analysis. I recommend this book highly to the leaders of not only Chinese and Indian companies but also to those of any aspiring global enterprise.”
—Guo Ping, Deputy Chairman and Rotating CEO, Huawei Technologies

“Provides a timely strategic roadmap for Chinese and Indian companies to succeed in each other’s markets. Essential reading for not only corporate executives but also policy makers.”
—Ajit Rangnekar, Dean, Indian School of Business

“Directs the searchlight on a key global relationship – that between India and China – focusing on their economic ties. The authors pithily say that this is just ‘Day One’ in the evolution of this relationship. An important study.”
—Nirupama Rao, former Foreign Secretary, Ministry of External Affairs, India and former Ambassador of India to China and the United States

“It is imperative that companies from India as well as China figure out how to engage with the other country. A pioneering book….Lays out the case for mutual engagement and provides detailed analyses.”
—Ratan N. Tata, Chairman, Tata Group (1991-2012)

“A pioneering work which should be on the desk of every global manager and every MBA student. Gupta, Pande, and Wang have left a legacy which will inspire many keen observers of global forces shaping our world.”
—Shane Tedjarati, President and CEO, Honeywell Global High Growth Regions

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Product Details

  • Hardcover: 304 pages
  • Publisher: Jossey-Bass; 1 edition (April 21, 2014)
  • Language: English
  • ISBN-10: 1118446232
  • ISBN-13: 978-1118446232
  • Product Dimensions: 6.3 x 1.1 x 9.3 inches
  • Shipping Weight: 1.1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (10 customer reviews)
  • Amazon Best Sellers Rank: #1,589,011 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Kindle Edition Verified Purchase
I honestly want to praise this book. It captures a lot of information in a space that has not been written about sufficiently. It will certainly help build confidence within the India-China business corridor. Unfortunately the book is not objective in its treatment of the subject. By merely interviewing the top leaders of successful companies and reproducing their success stories the authors have completely missed out on the reality of India-China business links. Perhaps everything is rosy when seen from five star hotel rooms and corner offices!

From personal experience in the 'trenches' I can vouch for the fact that this space is littered with corpses of business plans gone awfully wrong on both sides. Millions of dollars have been misspent and valuable lessons have been learnt the hard way. If the authors had captured at least some of the difficult challenges and stories of failure their readers would have derived far more value from this book. The hard truth is that it is extremely difficult to find common ground when an Indian company negotiates with a Chinese company. Having spent countless hours locked in meeting rooms with decision makers from both sides I can assure you that building trust and exchanging relevant information is extremely difficult. The probability of closing deals is almost negligible. Except for the big name companies listed in this book every other business on either side of the Himalayas which ventures to the other side better be prepared for a long perilous hike rather than a joyride on a pony.
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Format: Hardcover Verified Purchase
This is a pioneering book. As India goes through the electoral process, there could not be a timelier reminder of the need for a more collaborative approach between the global economic giants across the Himalayas. The book tells us that, in order to become really global, it is necessary for Indian and Chinese companies to extend their footprint in each other's country. The authors, who are among the world's leading strategy experts, discuss in detail how this can be done.

This book is essential reading for anyone who is a player in either of these two mega-markets, be they the CEOs of Indian and Chinese multinationals, leaders of local companies or government policy makers. It is a must read for MBA students as well.

The Silk Road Rediscovered provides a strategic analysis of how Indian and Chinese companies could strengthen their presence in each other's country by leveraging their core strengths, thereby enhancing their overall competitive advantage. It also provides a detailed analysis of the successful journeys of some of the leading Indian and Chinese companies in each other's geography. This pioneering book analyzes the growing corporate linkages between the two countries which should prove to be mutually beneficial for both sides.
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Format: Kindle Edition
This book has come at an appropriate time. Both countries have new and strong leaders - President Xi Jinping and Prime Minister Narendra Modi. They have already met and spent quality time together. It is hoped that the mutual understanding between the two leaders will lead to the establishment of much higher two way flow of capital and strong economic relationship. This book begins by noting the economic growth trajectories of the two countries and how they need to reengage with each other in multiple spheres, as in the old days.
As a person who has been associated with one of the companies taken as a case study in this book- that of Tata Consultancy Services- I found it educative to learn of the approach of other companies. Each of these companies had to learn to adapt to China and they had to evolve new strategies to create a foundation for growth. All these companies are in the early stages of operations, but they have already laid out a path for successful operation there.
This book will be of great value to Indian and Chinese companies who need to go beyond trading activities in each other's countries. The case studies describe the work of pioneering organisations. However , the days of pioneering is long past, as both the countries have advanced economically. It is essential to learn and build on the experiences of the pioneers. Gupta, Pande and Wang have described the issues that each of these companies had to face and how they resolved these. The authors know China and India well and their perspectives and prescription are of great value to the leaders of the Indian and Chinese companies planning their entry strategy into each of these two countries.
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Format: Kindle Edition
This unique book sets out to address the growing commercial ties between Asia's two giants India & China. It highlights the anomalies arising from the fact that despite India and China being among the top major economies in the world, their bilateral trade is less than it is for either country with the US, Europe, and the Middle East. Very far from what it was centuries ago when trade between these two then biggest economies of the world, was several times higher than with any other regional economy. Much of this trade was carried on the land and sea routes, labelled in history as the Silk Route - hence the book title.

The three authors - Gupta, Pande & Wang - bring both academic rigour and on the ground business experience in explaining the opportunity and challenges in these two markets and the road map for those companies desirous of investing and building sustainable businesses in each other's country.. Even as both countries look warily at each other as geo-political rivals, there are clearly practical and commercial benefits accruing to each country when they open their markers to each other's companies. Chinese companies may have easier access to the Indian market initially given their superior position in manufacturing world-class consumer goods. But given services is positioned to be a bigger part of the Chinese economy, Indian companies in fields as diverse as accounting, legal, advertising, medical, management and technology consulting etc, can make serious inroads, especially as their cost structure will be more competitive than those of Western companies.

The book therefore makes for essential readings for the boards of both Indian and Chinese companies, as well as policy wonks in their governments, as they seek stronger trade & investment ties.
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