Bridging the cultural gap for Western managers
4/23/2001
To understand how Chinese businesses work, managers must appreciate the unique concepts of family, networking, competition, communication, and negotiation that underlie Chinese business practices. University of Virginia Darden School Professor Ming-Jer Chen's fascinating book provides powerful insights and practical guidance for managers seeking to work with Chinese businesses. Chen contrasts transaction-based Western business culture with relationship-based Chinese culture. From learning about traditional Chinese concepts, such as guanxi and mianzi, to getting practical advice on gift giving, communication (never say "no"), and establishing personal relationships, this is an invaluable work for setting Chinese business in its cultural context. Because 98 percent of the East Asian economy—excluding Japan and Korea—is controlled by people of Chinese heritage, this book's value extends beyond the borders of China.