SOCIAL SCIENCES

Selling to China: A Guide to Doing Business in China for Small and Medium-Sized Companies

. November 2012. 220p. 978-1-47591-179-4.
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A consultant to foreign companies doing business in China, Chao sets his book apart by targeting smaller businesses and insisting on practicality. The son of Chinese immigrants to the United States, the author emphasizes what is necessary for operating  successfully in China, as opposed to instructing readers about cultural details such as gift giving or dining etiquette. Topics include the fluid interpretation of contracts in China, the profit-seeking pragmatic nature of the generation that came of age under Mao, negotiation how-tos, and the importance of hiring a good translator and a Chinese lawyer. He discusses setting up foreign enterprises in China and warns against becoming involved in joint ventures. Using examples from his own experiences, Chao writes in a straightforward conversational style. ­
VERDICT A useful book aimed at serious entrepreneurs ready to enter the China market. Recommended.

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