Foreword
How to Get the Most from This Book
Introduction
PART I: SECRETS
Secret #1: Trust is Not What You Think It Is
Secret #2: To the Chinese Mind, an Idea is Not Something You Can Own or Sell
Secret #3: Everything is Relative, Including Truth
Secret #4: Think in Terms of a Web of Relationships
Secret #5: A Trusted, Well-Connected, Savvy Liaison is Critical to Your Success
Secret #6: Understand the Concepts of “Face” and Surface Harmony
Secret #7: Understand, Respect and Abide by the Pecking Order
Secret #8: Pray to the Right Buddha
Secret #9: In Asia, Business is Personal and Emotional
Secret #10: Treat Asian Business as Serious, Very Serious
Secret #11: The Meaning is in What They Don’t Say
Secret #12: Never Say “No”
Secret #13: Take Responsibility for Poor Communication
Secret #14: Keep Them from Saying “Yes” When They Mean “No ”
Secret #15: Three Qualities Will Help You Succeed in Asia: Interpersonal Flexibility, the Ability to Detach, and the Ability to Tolerate Ambiguity
Secret #16: Bring More Value to China than the Competition
Secret #17: Strategic Negotiation Protects Tiger Lured from Mountains
PART II: BUSINESS PROTOCOL
Know Whether to Kiss, Bow or Go On a Bender
First Impressions at Trade Fairs
First Impressions Everywhere
Meeting and Greeting Skills
Business Cards
Gift Rituals
Cultural Celebrations
The Silent Language
The Not-so-Silent Matter of Manners
The Business of Entertainment
Social Drinking
Kara-oke!!!
APPENDICES
First Time Travel to China
Useful Mandarin Words, Phrases, and Numbers
Embassy Contacts in China
Chamber of Commerce Contacts
How to Find a Trusted Intermediary (For the Entrepreneur)
The Working Papers Way to Trust
The Thirty-Six Stratagems
Karaoke: Your Folksong Repertoire
Asian Resources: Suggested Websites and Suggested Reading
Map of China
China History
Endnotes
Acknowledgments
Advisory Panel
Disclaimer
Index
About the Author
Quick Order Form
ILLUSTRATIONS
Western Trust: Independence
Eastern Trust: Mutual Dependence
Seating Hierarchy: When You are the Guest
Seating Hierarchy: When You are the Host
A Chopstick How-To
