daisy | 
02 13th, 2009| 
Best introductory books on doing business in China
by Daisy Wang
In a nutshell, these three:
How to Profit in the World’s Fastest Growing Market (Paperback)
by Ted Plafker
Covers all the main points, and in some detail.
Doing Business in the New China: A Handbook and Guide
by Birgit Zinzius
Reinforces the points made by Plafker.
China Streetsmart: What You MUST Know to be Effective
and Profitable in China (Paperback)
by John L. Chan
In addition to sections on the Chinese way of doing things, it also has a lengthy walk-through of a business plan of action.
What’s special about these three books ?
And what about the hundreds of other titles ?
Those wishing to do business in China need to grasp certain unassailable facts, from the outset. All other aspects of business – from location, to paperwork, and supply lines – are of secondary importance. And these three books, when read together, make the point. There will be some overlap of content, but repetition will reinforce the message. Most of the other books on business in China – a tsunami of titles currently on offer – can be treated as diverting but irrelevant.
The best way to approach business dealings in China – dealt with in the books above – can be summarized in
THREE GOLDEN RULES
of doing business in China:
1) Adapt to the Chinese way of doing things,
and learn to see everything in Chinese terms,
and through Chinese eyes:
You need to know how things are done, locally, and this can vary from city to city, for region to region. Always assume – at the beginning of any stage of a business project – that you don’t know how things are done, and will have to find out. Whatever it takes, get the locals to instruct you into local knowledge.
2) Put maximum effort into your social relationships
with your Chinese business partners:
The Chinese want to know what sort of a person you are, and how you conduct yourself, before they will put any serious business your way . Be prepared for many social drinking sessions. Relationships are more important than contracts, or any other types of business arrangements normally accepted in the West.
3) Learn about China, and learn to speak Chinese:
If you don’t speak the language, you won’t know what people really think, and you’ll be at a constant disadvantage. You won’t be able to pick up local knowledge and insight first hand. Mandarin is the most widely spoken language, but local dialects can be more important for long term business intelligence. The Chinese are also extremely proud of their ancient civilization, and don’t respond positively to foreigners ignorant of Chinese culture.
[Listed below are some other introductory books on the basics of doing business in China, but of lesser value. Ranked in order of usefulness, starting with the Collins.]
An American’s Guide To Doing Business In China: Negotiating Contracts And Agreements; Understanding Culture and Customs; Marketing Products and Services (Paperback)
by Mike Saxon (Author)
Chinese Business Etiquette: A Guide to Protocol, Manners, and Culture in the People’s Republic of China (A Revised and Updated Edition of “Dealing with the Chinese”)
by Scott D. Seligman
Harvard Business Review on Doing Business in China (Harvard Business Review Paperback Series)
by Harvard Business School Press.
One Billion Customers: Lessons from the Front Lines of Doing Business in China
(Wall Street Journal Book)
by James McGregor
The New Silk Road: Secrets of Business Success in China Today
by John B. Stuttard
Please let us know if we’ve missed anything. We will revise our recommendations as often as necessary, to keep them up to date.
