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Lessons in Communication
Trends in the Growing Business Partnership Between the U.S. & China
Columbia Business School Douglas Paul Menelly August 5, 2011
(c) Menelly 2011
Popular Misconceptions
Research Methodology
Themes covered in the book
Communication & Culture
Trends in 2011
Misunderstandings
Heuristics
(c) Menelly 2011
• China is fundamentally “different”
• Only locals can understand and manage the Chinese system
• The body of law in China is limited and/or incomplete
• Focus on financial metrics is key (administration and compliance are secondary considerations)
• If problems arise, they are “fixable” because the system is “flexible”
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Experience: Four years of observations
Surveys & Interviews
Survey Recipients: 20-questions
Distributed to 30 Western Executives
Multiple industries
Shenzhen, Shanghai, Guangzhou
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① Performance Management
② Participatory Management
③ Compensation
④ Morale
⑤ Office Culture (the Informal Network)
⑥ Problem-Solving, Decision-Making, & Critical Analysis
⑦ Independent Thinking & Creativity
(c) Menelly 2011
It works in New York & London, so it will work in China, right?
Contracts are often the first step for a relationship in China, not in executing a deal
Chinese Culture & Western Business collide: what to do?
Crash Course for Foreigners
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(c) Menelly 2011
1) Mistrust: US-listed Chinese firms, Frauds, SEC audits in China
2) Accountability: Chinese execs
3) Global Expansion: Chinese brands entering the world-stage (eg. Haier)
4) Partnerships: Huawei-Symantec
5) Regulations: China implementing U.S.-type laws (as Beijing deems appropriate; IP not yet a priority)
6) Service Industry in China: Chinese growing to see the value in services: consulting, accounting, insurance, legal, etc.
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Misunderstandings: lack of knowledge of Chinese culture, history, language
Culture Confusion: To strengthen communication and relationships, foreigners should study the culture/history
Assumptions: Westerners working in China are not “at home” and wrongly make assumptions on how to work with a Chinese company
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1) Accountability: morals & ethics
2) Prepare, Prepare, Prepare
3) Focus on Values 4) Do not make assumptions
5) Be patient
6) Ask Chinese friends for advice
7) Study the culture
8) Learn Mandarin 9) Ask Questions!
(c) Menelly 2011
Book Reviews, Comments, Video Clips,
and more available on my website
www.menelly.com
(c) Menelly 2011
Courtesy: Korn/Ferry (c) Menelly 2011
