Acknowledgements
Section I – Introduction
Would you prefer: getting roughed up by someone who cares or getting the crap kicked out of you by someone who doesn’t?
1. China Fever
2. The Goal of This Book
3. This Book Is For You If…..
4. Bottom Line– What Are We Dealing With Here?
5. The Anti Anti-China Rant
6. Getting Started
7. OK, Who Is Sam Goodman Anyhow?
Section II – Boot Camp
When you can walk across this rice paper Grasshopper…
8. This time, You’re The ‘F.O.B.’
9. Born to Be Schizo
10. Doing Business on Planet Meynland
11. China’s Other Great Wall
12. China’s 5000 Year History in Under 200 Words.
13. They’re New to This
14.
15. Don’t Blame Mao, Confucius Screwed Them First
16. It’s All About Face
17. Everything That’s Not About Face, Is About Guanxi
18. You Can Always Get More Guanxi
19. Chinese Water Torture
20. Chinese Fire Drills
21. The China Price
22. Remember, You Are in Their Sandbox
23. Kick Ass or Kiss Ass
24. Do…you…understand…me!!!????
25. Getting Around the Point
26. The 2 Most Uncommon Things in China
27. All Foreigners Look the Same
28. Beijing Sammies – Getting Started
Section III – Setting Yourself Up To Succeed
Being able to dress yourself and tie your own shoes.
29. Your Two Most Important China Rules
30. Do Your Frickin’ Homework
31. Forget Remote Control
32. Bigfoot, Yetis & The China Expert
33. The China Market – 101
34. Your ‘World-Famous’ Brand Means Bupkis Here
35. Use Face to Sell
36. 36.. Quality & Value? Who gives a crap?
37. Standard Operating Practice (S.O.P.) I-Drink with the Boys & Sing with the Girls
38. Everything That is Not About Face, Is About Guanxi II
39. You Can Always Get More Guanxi – II
40. “That’s A Great Idea! Thanks!”
41. If You Get Conned, You Had It Coming
42. Get a Lawyer, But Don’t Count on The Law
43. Beijing Sammies – First Six Months
Section IV – Negotiating With The Dragon
You have to be prepared that at the end of the day, they do just want to eat you up.
44. Pick Your Partners Well
45. A Good Contract is a Good… Beginning!
46 S.O.P. II – Getting You on the Boat
47. Don’t Let Hospitality Take You Hostage
48. Smile, They’re Out to Screw You
49. Staying Power
50. Size Matters
51. Home Court Advantage – I
52. The Silent Treatment
53. Home Court Advantage – II
54. Determine the Decision Maker(s)
55. Achieve Progression by Concession
56. Your Happiness = Their Lose Of Face
57. Refuse To Play The Shame Game
58. Use Face in Your Favor
59. The Big, Gigantic, Enormous Carrot in the Sky
60. They’re Using You to Get to Your Sister
61. What Do You Mean I’m The Mistress?
62. BYOT: Bring Your Own Translator
63. Ignorance is Not Bliss
64. When Necessary, Get Angry
65. It’s Not Over ‘Til It’s Over
66. My Black Monday
Section V – Operations, Finances & Human Resources:
The All You Can Eat Buffet
Start working on your calming breathing practices now…
67. China’s Talent Puddle
68. Outsource the Talent Sourcing
69. One Child Policy = Little Emperors
70. Education Insanity
71. Face & the Creativity Crisis
72. Let’s Play Follow the Boss
73. If You Need One Person, Choose The Chinese,
If You Need a Team, Don’t Choose The Chinese
74. The Power of Systematized Success
75. You Must Be the Alpha Dog
76. Emotional Extremes
77. It’s Never Their Fault
78. Praise Quietly
79. The “G” Word
80. The Dark Side of Face & Creativity
81. “It’s Wrong to Steal… A Lot”
82. Why Your Purchaser Has a BMW
83. Honesty & the 3rd Accounting Book
84. In life, You Choose Your Own Battles
85. Don’t Fire Them… Transfer Them!
Section VI – Dealing With The Government
Just imagine something witty about lying down with snakes or swimming with sharks or rolling around in manure… the odds are you are not going to come out of the experience unscathed.
86. Give Small-Time Officials Big-Time Face
87. Hire a Handler, Already
88. Giving Good Face
89. Never Pick Fights With 800-Lb Gorillas
90. Danger! Danger! Will Robinson!
Section VII – Mega Markets
Holy Crap Batman! Look At All Those People!
91. Avoid the First-Tier Cities
92. The Nouveau Riche Niche
93. Face & the Beauty Biz
94. Education
95. Cash in on Kids
96. Going Green
97. The Anti Market
Section VIII – Odds & Ends/Closing Thoughts
98. Get the Dough Before You Go, Then Grow Slow
99. Friends & Other Exotic Creatures
100. The China Bubble
101. The Pace of the Race
102. Twinkies™, Bananas & Hard Boiled Eggs
103. Keep It Together
104. Trust Should Have Nothing To Do With It
Definitely Still Half Full
Appendix A – My China Street Cred
About the Author
