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East-West business is booming as never before,as thousands of Americans flock to China to seize explosive opportunities.But knowing the right etiquette and right protocol-and being aware of cultural differences-is a must.Now an expert with a quarter-century's experience in dealing with the Chinese gives you the complete,up-to-date,and commonsense savvy you need.Here's how to interpret behavior,avoid the unintentional gaffe,and make your best impression-while closing million-dollar deals and forming priceless friendships.

作者简介

Scott D.Seligman has lived in mainland China,Taiwan,and Hong Kong for more than eight of the last twenty-five years.

He was a member of the faculty of Tunghai University in Taichung,Taiwan,in the early 1970s,and following U.S. Recognition of the People's Republic of China in 1979 joined the staff of the U.S.-China Business Council,a private ,not-for-profit membership organization charged with promoting American trade and investment in the PRC.Mr.Seligman managed the Council's Beijing office in the early 1980s.

Preface

Foreword by Robert A.Kapp

Introduction:The Scrutable Chinese

1 Protocol and the Larger Picture

2500 Years of Interpersonal Relationships

The Advantages of Learning Chinese Ways

Taiwan,HongKong,and the Mainland

2 Getting in Touch

Counterpart Organizations

Delegations

Recap:Six Points on Getting in Touch

3 Meeting and Greeting People

Breaking the Ice

Forms of Address:Negotiating Chinese Names

Official Welcomes and Send-Offs

On the Telephone

Recap:Eight Reminders on Meeting and Greeting

4 Some Basic Cultural Differences

Individualism versus Group-Centeredness

The Danwei-The Work Unit

Confucianism

Mianzi——Face

Guanxi——Connections

Reciprocity

Privacy

Recap:Eleven Point on Cultural Differences

5 Lijie:The Fine Art of Politeness

……

6 The Business Meeting

7 Relationships with Foreigners

8 The Chinese Banquet

9 Gift-Giving

10 Guanxi:Grease for the Wheels of China

11 Mianzi:About Face

12 Getting Things Done in China

13 Hosting the Chinese

Afterword

Appendix

Glossary of Chinese Terms Used in this BOOK

Index

About the Author

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书籍介绍

East-West business is booming as thousands of people flock to China. The author, with 25 years of experience dealing with the Chinese, provides up-to-date advice on how to succeed, avoid gaffes, interpret behaviour and make positive impressions.