Many individuals and businesses that have tried to make it in China have shared their experiences with me. My own involvement dates back to the beginning of the open door policy. In 1979, I first took part in negotiating a loan agreement with a Chinese institution.
What struck me at once were the different ways in which business was being conducted by the two parties: Our Chinese negotiating partner took a strategic approach, while our own side was captured by the lure of what was, at the time, known as a 'virgin borrower'.
What went on then still goes on now: The Chinese side meticulously prepares, and the Western businessperson all too often gets on a plane at the last moment. There seems to be simply not enough time to obtain meaningful information on China's markets, ways of doing business, the position of one's negotiating partners or even realistic business prospects. Is it any surprise, then, that we Westerners often find ourselves in unexpected situations in China?
This book is no 'how-to' manual. It is about yourself as much as it is about the people you will be meeting. It has been written for the busy executive who really is under a lot of time pressure. It can be read on the plane on your way to China. I hope that you may find it both useful and entertaining, and that it will encourage you to find your own way of making your China mission a success.
China is open for business. If you are not already here, why not seize the initiative and step into a country that tomorrow will be your partner, anyway?
