European Chamber of Commerce in China, sponsored by True Wind Consulting

1. Lessons in Communication
A Study of the Integration of Western Business
Philosophy & Chinese Culture
European Chamber of Commerce
Pearl River Delta
Shangri-La Hotel, Futian, Shenzhen
August 26, 2010

2.  Research Methodology
 Themes covered in the book
 Communication
 Culture
 Misunderstandings
 Lessons – “Takeaways”

3.  Experience:Four years of notes, study &
analysis of my experience as an executive
 Surveys
 Interviews
 A 20-question survey
 Distributed to 30 Western Executives
 Multiple industries
 Shenzhen, Shanghai, Guangzhou

4. Performance Management
Participatory Management
Compensation
Morale
Office Culture (the Informal Network)
Problem-Solving, Decision-Making, & Critical Analysis
Independent Thinking & Creativity

5.  It works in New York & London,
so it will work in China, right?
WRONG !
 Contracts are often the first step
for a relationship in China, not the
first step in executing a deal
 Chinese Culture & Western
Business collide – what next?
 Crash Course for Foreigners

7.  Misunderstandings: lack of knowledge of
Chinese culture, history, language
 Culture Confusion: To strengthen
communication and relationships, foreigners
need to study the culture and history
 Assumptions: Westerners working in China
are not “at home” and wrongly make many
assumptions on how to work with a Chinese
business partner or company

8. 1) Accountability: maintain morals
2) Focus on Values
3) Ethics
4) Do not make assumptions
5) Be patient
6) It is OK to ask Chinese friends
for advice
7) Study the culture
8) Learn Mandarin
9) Ask Questions

9. I hope you enjoy the book!
doug.menelly@gmail.com
www.menelly.com
Book also Available at Amazon.com (Kindle, iPad, etc)