China Strategic Analysis

Steve J. Clarke (), Minh Ngo () and Bill Au ()
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Steve J. Clarke: The Royal Melbourne Institute of Technology
Minh Ngo: The Royal Melbourne Institute of Technology
Bill Au: The Royal Melbourne Institute of Technology

A chapter in Contemporary Strategic Chinese American Business Negotiations and Market Entry, 2023, pp 17-83 from Springer

Abstract: Abstract Research excellence is emphatically a crucial element of preparation in negotiations and plays a significant role. Further, research can be apportioned into two categories: (1) negotiator and (2) business. As Americans in business management, we tend to equate research with hardheaded rationality, as famously stated by the CEO of International Telephone and Telegraph (ITT), Harold Geneen’s search for the “unshakable facts.” However, in your China research, unshakable facts are not domineering or even prevalent, therefore resulting in an inefficient use of your research capital. Social science or behavior research, for your Chinese negotiations, ought to focus on negotiator and business cultural characteristics and relationships through critical research and the China market business environment for your brand. The overriding demands for your China market and negotiation research focus on your understanding of the value-added questions: What does the China market require in terms of customers and business? How do we get things done? What are the tools you need to get results? What are the tools you need to get results? As you approach your interdisciplinary research into the China market, the dominant principle for your research requires an empathetic view of China, but also, a careful contextual assessment that allows you to correctly identify drivers of the business, that establishes the basis for standardization or customization of your firms’ methods of business, and the products and services you offer. You will need specific China strategies, adjusted from your successful US operational strategies and tactics, because of diverse China value perceptions in business and consumer behavior, as a replacement for imposing American-based habits thought processes and principles.

Date: 2023
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DOI: 10.1007/978-981-19-6986-7_3

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