Download The Fragile Bridge: Conflict Management in Chinese Business, by Andrew Hupert
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The Fragile Bridge: Conflict Management in Chinese Business, by Andrew Hupert
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Written by an American for Westerners negotiating in China, "The Fragile Bridge" dispenses with politically correct euphemisms and ivory tower pseudo-psychology. The Chinese want your technology, intellectual property and product designs. You want their markets, resources and labor. Knowing which 1,500 year-old philosopher uttered what esoteric phrase won’t help you safeguard your assets or keep your JV operating, but learning from the lessons of dozens of successful Westerners who have survived the China challenge just might. Andrew Hupert’s even-handed analysis uncovers the sources of conflict in Western-Sino negotiation and anticipates the trajectory that business disputes travel. "The Fragile Bridge" offers readers practical, insightful advice for avoiding, containing and managing China business conflicts of all shapes and sizes. Case studies and examples illustrate each observation. The book ends with a list of highly practical best practices that are appropriate for newcomers and “Old China Hands” alike.
- Sales Rank: #664018 in eBooks
- Published on: 2012-07-17
- Released on: 2012-07-17
- Format: Kindle eBook
Most helpful customer reviews
3 of 3 people found the following review helpful.
Practical guide to the complexities of negotiation/conflict in China
By FrankM
Negotiating in China is a challenge for non-Chinese, largely because the cultural divide between China and the rest of the world is so deep. If you are going to succeed in China, and avoid serious conflict, you will need the advice that is to be found in "The Fragile Bridge". The book neatly illustrates the differences in worldview between China and the rest.
One of the big difficulties is that most foreigners(non-Chinese) view a contract as the final objective for a negotiation. But for the Chinese party this contract is not necessarily the end of the negotiation. Rather it is the starting point for a flexible, changeable relationship. This fundamentally different viewpoint leads to ongoing and sometimes intractable conflict. Unfortunately, learning about this issue after the fact is a common, and painful, experience for foreign business people operating in China.
"The Fragile Bridge" is a rich source of practical advise for those who need to deal with conflict in the Middle Kingdom. Andrew Hupert's on-the-ground experience is evident in the cases and examples cited, and covers everything from services to manufacturing; organizational culture to intellectual property; operations to marketing. There is something in there for everyone.
A necessary read for anyone booking a plane to China.
Frank Mulligan
(Visiting Professor, China Europe International Business School(CEIBS))
3 of 3 people found the following review helpful.
Easy to read but full of good lessons
By Renaud ANJORAN
This book is easy to read, with plenty of examples and a bit of humour.
It dissects China-vs.-the-West concepts and the way they impact negotiations... And create conflicts.
I must say Andrew does an excellent job of putting the reader in the Chinese party's shoes. That's what makes this book so interesting.
2 of 2 people found the following review helpful.
Necessary lessons on business in China
By Ace
Andrew Hupert provides the reader not just with practical advice on structuring agreements and contracts, but more importantly, he spells out the warning signs of future conflict. Many behaviors that come natural to the Western business person appear as red flags to their Chinese counterparts, and avoidance of these behaviors is a real key to setting up a partnership for success.
Even the word "conflict" in the title of this book should be an indicator of just how differently the Chinese and Western sides of a partnership approach business. Much of what counts for "conflict" in this book is indeed "conflict" from a Western perspective, but from the Chinese perspective, it is simply part of doing business. While Westerners are accustomed to a fair amount of conflict leading up to the signing of a contract, the general expectation is that this is the point at which conflict ends, and both parties do their best to adhere to the terms of the contract.
While it has now become practically cliché to say that Chinese and Westerners view contracts differently, Hupert opens a door on what the Chinese side is thinking both before and after contract signing, how they constantly assess the performance of both the business and their foreign partner, and how they will maneuver to improve the terms of the deal for themselves. Having this knowledge certainly will not prevent conflict, but understanding what motivates the Chinese side, and having Hupert's advice on how to address Chinese concerns (most of which they will never verbally express) will equip Western business people far better than an entire lifetime of experience in a Western-only business setting.
This 10-chapter book is structured to mirror the life of a Chinese-Western partnership from beginning to end - whether that end is a continuance of the partnership or a dissolution. In each chapter, Hupert provides clear theoretical explanations of how and why Chinese and Western expectations differ, and then he provides case studies that illustrate both successful and unsuccessful ways of dealing with conflict.
There is also a larger, fictional case study about an American partner, Stan, and a Chinese partner, Jimmy who meet in college in the US and establish a business together in Shanghai. Each chapter ends with a telling of the portion of the Stan & Jimmy story that applies to that chapter, and the story is so well-told, that the reader will find it hard to stop reading at the end of any given chapter.
If you're serious about succeeding in business (or any kind of negotiation) in China, you really cannot afford not to have both of Andrew Hupert's books in your e-reader.
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