DiligenceChina

Here’s an interesting way to avoid making expensive mistakes on your first deal in China – enter your first negotiation KNOWING you plan on not buying (or signing, as the case may be). Chinese have been using this tactic… well, pretty much forever. You engage in negotiations without the pressure and stress of […]

Sales is usually an operational or marketing issue – not a specific due diligence concern. I’ve spent the last 4 years in China, training and consulting on sales teams and I’ve come to the conclusion that sales is, in fact, a major area of concern for new market entrants. Not only are […]

Two myths about Chinese Branding don’t seem to want to go away. The first is that Chinese aren’t brand sensitive. You will have to ride a DongFeng truck far into the countryside to find a Chinese consumer who can’t give an MBA-level comparison of Sony vs. Samsung or Channel vs. Prada. […]

Quick note today on HR.
I think HR managers in China are great. They are the unsung heroes of China’s economic development. They do a lot of the heavy lifting and get very little of the credit. In Shanghai, HR managers are the ones that have to rationalize the irrational demands of top […]

If you are involved in planning your company’s organizational structure in China, you may want to review some of your basic underlying assumptions. When it comes to intercultural miscommunication, it’s the little things that will bury you. Organizational structure is one of those. Assume nothing. You grew up with a basic […]