This is a completely revised and updated edition of the bestselling book by Michael Backman and Charlotte Butler. Companies operating in Asia find themselves confronted by obstacles that hinder development and progress. This book identifies the transformation of the competitive landscape post-crisis. By focussing on the main difficulties faced by companies it provides a series of strategies for business success and shows how to avoid failure in Asia. This edition includes coverage of recent developments, including the SARS crisis and the crackdown on CD and VCD piracy. This is the essential guide for companies who want to make it Big in Asia.
Table of Contents:
PART I: HIT THE GROUND RUNNING
Information is Power
Know the Firm, Know the Family: Dealing with Asian Firms
Understand Asia's Overseas Chinese
Understand Asia's Overseas Indians
Dealing with Information Ambiguity, Local Consultants & Accounting Firms
PART II: ON THE GROUND
Network like a Local; Negotiate like a Westerner
Taking the M&A Route?
Managing the Partnership with the Southeast Asian Firm
Managing the Partnership with the Northeast Asian Firm
Avoiding Post - Acquisition Trauma
PART III: BUILDING UP
Send the Right People
Cross the Cultural Divide
Managing Change
Intellectual Property Abuse: Contain the Risks
Selling Consulting Services in Asia
PART IV: STAYING UP
Tilt in the Playing Field
'Think Global; Act Local' - But How Far?
Caveat Emptor: Beware the Banks of Asia
Avoid Blood Loss as a Minority Shareholder
China! Cut through the Gloss
PART V: STAYING CLEAN
Negotiate the Law in Asia: Bankruptcy, Contracts & Defamation
Ethical Traps on the Road to being Big in Asia
Corruption: The Business Practice that Dare not Speak its Name
Dancing with the Devil: Doing Business with Asia's Politicians and their Families
When Things Go Wrong...
Table of Contents:
PART I: HIT THE GROUND RUNNING
Information is Power
Know the Firm, Know the Family: Dealing with Asian Firms
Understand Asia's Overseas Chinese
Understand Asia's Overseas Indians
Dealing with Information Ambiguity, Local Consultants & Accounting Firms
PART II: ON THE GROUND
Network like a Local; Negotiate like a Westerner
Taking the M&A Route?
Managing the Partnership with the Southeast Asian Firm
Managing the Partnership with the Northeast Asian Firm
Avoiding Post - Acquisition Trauma
PART III: BUILDING UP
Send the Right People
Cross the Cultural Divide
Managing Change
Intellectual Property Abuse: Contain the Risks
Selling Consulting Services in Asia
PART IV: STAYING UP
Tilt in the Playing Field
'Think Global; Act Local' - But How Far?
Caveat Emptor: Beware the Banks of Asia
Avoid Blood Loss as a Minority Shareholder
China! Cut through the Gloss
PART V: STAYING CLEAN
Negotiate the Law in Asia: Bankruptcy, Contracts & Defamation
Ethical Traps on the Road to being Big in Asia
Corruption: The Business Practice that Dare not Speak its Name
Dancing with the Devil: Doing Business with Asia's Politicians and their Families
When Things Go Wrong...