Reflections On Doing Business In China A Case Study

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Reflections On Doing Business In China A Case Study

  1. 1. Reflections on Doing Business in China: A Case Study Christian Fanning Comm 4315 Sept. 26 th 08 Chapter 5: Negotiation & Decision Making
  2. 11. <ul><li>Nothing like this has ever happened before. A nation with a fifth of the world’s population has a bad 500 years. It is humiliated by barbarians; it lacerates itself; it sinks from torpor to anarchy. And then, in the space of a few decades, it steps forward. Its economy grows at a rate for which the word miraculous seems modest. Its culture shows a new vitality. Its armed forces modernize. And the rest of the word watches, impressed and nervous at the same time, wondering if the new giant still seethes with resentment about the half millennium in which it was slighted. </li></ul>KENNETH AUCHINCLOSS, Newsweek
  3. 12. The Article at Hand Reflections on Doing Business in China
  4. 13. <ul><li>Summarize briefly the main argument/theory of the article and explain why it is relevant to the class topic. </li></ul>
  5. 14. <ul><li>China’s Growing Economy (construction) </li></ul><ul><li>Rapid Change (foreign influence) </li></ul><ul><li>Young Decision Makers (prospects) </li></ul><ul><li>“ No Problem” Attitude (testing) </li></ul><ul><li>Individual Initiative (mom and pop) </li></ul><ul><li>Strong Work Ethic (family ties) </li></ul><ul><li>Expectations of Rapid Growth (customizable) </li></ul>7 Reflections
  6. 15. <ul><li>Compare/contrast theoretical concepts with course material /cases covered thus far . </li></ul>
  7. 16. <ul><li>Opening Profile: Art of Deal Meets China Syndome ($5.3 Bil Bust, repercussions, time and patience, high/low context) </li></ul><ul><li>Comparative Management in Focus; Dealing with the Chinese (constituent shadow, face, intransigence, technical then commercial, economy in flux) </li></ul><ul><li>Case #5 Guanxi in Jeopardy (bad choice) </li></ul>The Theory
  8. 17. <ul><li>12 Variables of Negotiation (Bases of trust, Value of time, Decision making system & Risk taking propensity </li></ul><ul><li>5 Stages (Preparation, Relationship Building, Exchanging Info, Persuasion & Consession/Agreement) </li></ul><ul><li>Chapters 1-4 (PEST, Social Res & Ethics, Role of Culture & Communication) </li></ul>The Theory
  9. 18. <ul><li>Discuss strengths, weaknesses, omissions, assumptions and limitations of the article. </li></ul>
  10. 19. <ul><li>Perspective of a small business CEO </li></ul><ul><li>Differences between small & large business </li></ul><ul><li>Subjective nature of experience </li></ul><ul><li>Personal Bias </li></ul><ul><li>Positive Spin </li></ul><ul><li>Author’s Intentions?? </li></ul>Shortfalls
  11. 20. The 3 Points to Remember <ul><li>FORMAL & INFORMAL RELATIONS (Guanxi) </li></ul><ul><li>2) CHINESE ETIQUETTE FOR SOCIAL FUNCTIONS (Confucianism) </li></ul><ul><li>3) SMILING & LAUGHTER (Face) </li></ul>
  12. 21. The 2 Major Conflicts <ul><li>The amount of detail the Chinese want about product characteristics </li></ul><ul><li>2) Their apparent insincerity about reaching an agreement </li></ul>
  13. 22. The Main Takeaway

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