To China and Beyond: An SME Perspective
Trade with China can conjure up many visions of excitement ranging from the exotic imagery of the Silk Road through to the long awaited announcement late last year of the establishment of New Zealand’s first official Chinese angel investment network. And while the newspapers tend to dwell on the larger...
A New Approach to China Procurement
China's procurement environment is changing under the weight of both old and new trends, and procurement managers worldwide must adapt to a new opportunity landscape. A different approach is now required that takes advantage of China's more sophisticated manufacturing base. For the past 10-15 years, China has...
10 Warning Signs That Your China Deal is Too Complicated
by Andrew Hupert Negotiating in China can get complicated fast. Negotiating with Chinese counter-parties is getting easier all the time, but there are plenty of situations to look out for. Many westerners who enter into a negotiation with a Chinese counter-party are so sensitive to cultural and interpersonal...
Translation vs. Transliteration in Converting Brand Names ...
by Chris Devonshire-Ellis An important aspect of any foreign company investing in China is how to present the company name and any associated brands while in the country. This matters, as it is mandatory for all company names, whether in English or any other language, to be converted into Chinese. For businesses, the...
Negotiating in China. 2 Speed Chinese Dealmaking: Fast ...
Are Chinese negotiating tactics an integral part of the new normal, or are is China still the exception making its own rules? Western negotiators in China for a one-time purchase or transaction don’t have to worry about cultural misunderstandings or local business custom as much as they would have 10 years ago....
Collaborating for Business Success in China
Victoria University's Dr. Val Lindsay draws on a recent research project to illustrate how sector-based collaboration can play an important role in NZ Inc.'s success in the Chinese market. Recent research by a team from Victoria University on building a sustainable competitive advantage for New Zealand service firms in...
SMEs in China and How to Manage One: Part II
Lessons 6-10: From spreading your wings to China in crisis Twenty early business lessons from a China entrepreneur. By now the business was starting to be noticed within the expat community. It was time to hang out at foreign chambers and other trade bodies. The local British Chamber of Commerce was based in...
The Birth of a Salesman: What makes a great salesperson in ...
If you are a lawyer, you studied law. If you are an accountant, you studied accountancy, and if you are an engineer, you studied engineering. However, there is no Bachelor of Applied Sales. No Degree of Haggling. So how does someone become skilled in the sales profession? What are the characteristics of a...
China Manufacturing Agreements: Watching The Sausage Get Made
From ChinaLawBlog.com: In going through old emails, I came across a couple from co-blogger Steve Dickinson to a client that was going to have its relatively complicated product manufactured in China. This company was engaging in outsourcing for the first time and we were assisting with the contract. Steve's...
Chop Chop: The role of the little red stamp in China business
The little red stamp plays a powerful role in China’s business world. It is no secret that Chinese rules of business differ from those elsewhere in the world. One difference that Western companies doing business in China usually find surprising is the importance of the Chinese Company Chop (the company stamp or seal)....
SMEs in China and How to Manage One: Part I
Twenty early business lessons from a China entrepreneur. Lessons 1-5: From tenacity to bulkhead financing. One of the phenomena that crops up after a long career in China is the style of the questions that get asked. When once it was questions over taxes for representative offices, the impact of WTO accession, or...
Chinese Negotiating Best Practices: The Chinese BATNA
BATNA Basics: You’ve always got alternatives, even if they are unattractive. BATNA is your Best Alternative to No Agreement. It’s your condition when the counter-party you are negotiating with gives you a final and definitive NO. If you have a mediocre job and are talking with a new firm about a better...