Check Your Mindset at the Border

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In this article, the authors discuss why the West still doesn’t “get” China. They begin by discussing how multinational companies tend to manage China from the outside (Hong Kong and Singapore are close but not close enough). They also point out that the Chinese locals are becoming increasingly capable players and, therefore, more competitive.

Less visible reasons why companies languish in China are equally important. Most of these center on cultural differences. When conducting business in China, for example, foreigners want to believe that yes means yes, that the promised warehouse or factory is a pristine technological marvel, and that the resources and capabilities are more than implied-they are up and running. Although the truth is usually far from the reality, it is not because of any trickery; it is because we have not figured out how to read between the lines in China.

In exploring the nuances of cultural differences that continue to stump western companies, the authors offer ways to overcome miscommunications and create solid, successful relationships in China. The key lesson? With a new mindset, the East and West can get along.

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