Table of contents for One billion customers : lessons from the front lines of doing business in China / James McGregor.

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Map viii

Cast of Characters x

Preface xviii

Introduction - A Startup and a Turnaround - With one foot firmly in the past, and the other stepping into the future, China is simultaneously the world's largest startup and turnaround. - 1

1 - The Grand Bargain - Two hundred years of foreign domination and duplicity have left a residue of suspicion and distrust. Understanding that history is essential to doing business with the Chinese. - 21

2 - Same Bed, Different Dreams - Avoid joint ventures with Chinese government partners. The clash of civilizations in Morgan Stanley's joint-venture investment bank shows why and offers hard-learned lessons on how to cope. - 58

3 - Eating the Emperor's Grain - China's relationship-driven system is often incompatible with honesty. This peasant tycoon's journey into the dark heart of China's endemic corruption shows how it works and outlines your options. - 94

4 - Dancing with the Dinosaurs - Powerful bureaucratic opponents can be beat if you have China's interests at heart. Dow Jones and Reuters demonstrate how using China's own tactics can be useful. - 126

5 - Caught in the Crossfire - Government lobbying must be a key part of your China business plan, especially for technology companies that might be squeezed between hot competition and the Cold War. - 155

6 - The Truth Is Not Absolute - The Communist Party believes it must control information to stay in power, but China needs an informed citizenry to compete in a global economy. This leaves the media, from Rupert Murdoch to a crusading Chinese journalist, searching for the size of their cages. - 190

7 - The Best-Laid Plans - Government planning and manipulation of foreign companies fueled China's construction of the world's largest telecom system. But this saga shows how entrepreneurship and the market can beat the planners. - 225

8 - Managing the Future - China is a nation always cramming for final exams, but it will take innovation, not prescribed solutions, to pass the global business test. - 258

Afterword - 295

Acknowledgments - 303

Index - 311

Library of Congress subject headings for this publication:
China -- Economic conditions -- 2000-
China -- Commercial policy.
China -- Foreign economic relations.
Business enterprises, Foreign -- Government policy -- China.
Investments, Foreign -- China.