Cover image for The new silk road : secrets of business success in China today
The new silk road : secrets of business success in China today
Stuttard, John B.
Personal Author:
Publication Information:
New York : J. Wiley & Sons, [2000]

Physical Description:
xv, 144 pages ; 23 cm
General Note:
Includes index.
Format :


Call Number
Material Type
Home Location
Item Holds
HD58.7 .S797 2000 Adult Non-Fiction Central Closed Stacks

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The New Silk Road
The first insider's guide to business success in China

How is China different from other business environments?. . .
What are the pitfalls and the keys to success there?. . .
How different is the market place?. . .
How do you make a joint venture work?. . .
How do you overcome the bureaucratic hurdles to doing business in China?. . .
How do you change a traditional Chinese business enterprise?. . .
How do you develop good relationships with Chinese partners and government officials?. . .
What experience should business managers have before going to work in China?. . .
How do I find, train, and motivate local managers?. . .
How do I manage the expectations of the head office?. . .

. . .You'll find answers to these and other crucial questions about doing business in China in The New Silk Road.

Based on interviews with the heads of operations of eleven top global corporations, The New Silk Road provides a fascinating account of how such companies as AIG, ASIMCO, Bayer, Johnson & Johnson, Lucent Technologies, Novartis, PricewaterhouseCoopers, Shell, John Swire & Sons, Unilever, and United Technologies International broke into the China market. In a series of frank narrative accounts, these experts share what they have learned about everything from the nuts-and-bolts of developing a market for their products in China to the subtleties of the Chinese style of negotiating.

Author Notes

JOHN B. STUTTARD is a Senior Partner in PricewaterhouseCoopers. From 1994 until 1999, he was Chairman and Chief Executive Officer of PricewaterhouseCoopers China. Operating from Beijing, Shanghai, Guangzhou, Shenzhen, and Dalian, he built PwC China into the largest professional advisory firm in the country. In his 32-year career with PricewaterhouseCoopers, he also worked with the U.K. Government's Cabinet Office "Think Tank" advising on privatization, and for his services to Finnish industry was made a Knight First Class of the Order of the Lion of Finland.

Table of Contents

Reflections on China at the End of the Second Millennium
Step by Step
A Shortage of Management
Getting the Balance Right
Building the Team
Leading the Change through Partnership
Controlling the Uncertainties
Bridging the Gap
The Banner and the Reality
Twenty-First-Century Comprador
Clever and Sensible Adaptation Is Key
Looking at the Problem through Chinese Eyes
About the Author