This document provides useful tips for doing business in China. It discusses building relationships, cultural differences between East Asia and the West, and the importance of understanding concepts like guanxi and saving face. The document emphasizes that to succeed in China, businesses need to be flexible, think long-term, and understand differences from Western business practices. It also includes contact information for the author to provide further guidance on doing business in China.

1. Useful Tips for
Doing Business
in China
Arnon Kraft
Senior Director for Strategic Sourcing
Microsoft
arkraft@microsoft.com
arnon@arnonkraft.com

2. directions?
Is it so hard?
Do we really need

3. The huge Chinese
market introduces
great business
opportunities for
foreign companies!

4. fail
most of them

5. There is no Asian model as
such, but there are
fundamental differences
between East Asian Confucian
and Western liberal societies
“
”Lee Kuan Yew

6. Disclaimer

7. Building
Relationship
Doing
Business
Basics

8. Misconceptions

9. Welcome

10. 中国

11. Government

12. Language

13. Arrival

14. Economy

15. Internet

16. Building
Relationship
Doing
Business
Basics

17. Hierarchy

18. Men’s World?

19. Thinking
Long Term

20. Business Cards
The Philosophy of

21. Shake handsThan to bow
Better to

22. Negotiation

23. Contracts

24. Contracts

25. Aggressiveness

26. Intellectual Property

27. Lose Face

28. Yes we can!

29. Building
Relationship
Doing
Business
Basics

30. Guanxi

31. Gifts

32. Dining

33. Bottom Line:
And now for the

34. Flexible
be

35. Frustration
or suffer anger and

36. Perception
Business

37. Q&A
http://www.chinesenegotiation.com/

38. Useful Tips for
Doing Business
in China – Q&A
Arnon Kraft
Senior Director for Strategic Sourcing
Microsoft
arkraft@microsoft.com
arnon@arnonkraft.com
www.linkedin.com/pub/arnon-kraft/
www.facebook.com/arnon.kraft
http://www.slideshare.net/ArnonK