An American's guide to doing business in China: negotiating contracts and agreements, understanding culture and customs, marketing products and services

Part One. An Introduction to China. Chapter 1: Basic facts and background

A growing infrastructure

Labor and other costs: China's secret

Health issues

Safety

Information and statistics. Chapter 2: Perspective on China

The political climate

Economic growth

The great migration: From country to city

The income gap

Private property

Government programs and development incentives

Inflation and bank lending

Economic concerns

Legal issues and legislation. Part Two. Issues and problems. Chapter 3: Language and translation

Chinese versus English

The importance of a good translator

Understanding numbers. Chapter 4: Culture: Ancient and new

The importance of relationships

The value of hierarchy and saving Face

Deference to age, and the younger generation

Decision-making

Empathy and gratitude Posturing

The attraction of western culture

Gender roles and sex discrimination. Chapter 5: Customs: Food, behavior, and beliefs

Dining and business

Drinks and toasts

Bathroom facilities

Proper dress

Personal behavior

Business cards

The Chinese calendar and holidays

Corruption and gift giving

Sports, entertainment, and humor

Superstitions, the zodiac, and Feng Shui Religion Smoking Weather

Tipping and personal gifts

Dangerous assumptions.

Chapter 6: Money, banking, and legal issues

The banking system

The availability of general financing

Legal and accounting concerns

Intellectual property rights

Protecting your intellectual property. Chapter 7: Traveling in China

Hotel accommodations

Business Centers and the Internet

Travel papers: Passports and visas

Some helpful travel tips

Transportation in China

Money exchange

Communications and cell phones

Measurement and time zones

Geography Population. Chapter 8: Import/Export and shipping Issues

Using a third party: Trading companies

Legal issues

Representative offices and import documentation

Import tariffs and customs regulations

Foreign-Trade zones/Free ports

Importing costs. Part Three. Business action skills and requirements. Chapter 9: Finding products and partners

Presourcing

Sourcing: Selective methods Sourcing: Nonselective methods

Selecting a source. Chapter 10: Establishing an operating company

Registration and licenses

Wholly foreign-owned enterprises

China's company law

Operations purchasing

Technology licensing

Personnel concerns

Operations concerns: Transportation, training, and ethics.

Chapter 11: Marketing in China

Consumerism in China

Advertising

National marketing

Providing and obtaining services

Direct sales

E-commerce. Chapter 12: Investments in China

Enterprise investments

Encouraged, restricted, and permitted investment

Investment incentives

Mergers and acquisitions

Securities law

Capital markets and portfolio investment

Knowing the risks

Real estate investing. Chapter 13: Negotiating and afterward

Understanding your counterparts

Rules for negotiating

Hidden problems

The negotiation process

Camouflaged subjects to negotiate agreements and contracts

Legal proceedings

Other negotiating tips

After the deal is made: Fostering long-term relations. Part Four. Business Opportunities in China by Industry. Chapter 14: Export opportunity industries

Telecommunications equipment

Oil and gas

Medical equipment Pharmaceuticals

Pollution-control equipment

Insurance industry

Airport and ground support equipment

Building/decorations materials

Automotive parts

Agricultural chemicals

Plastic materials and resins

Food-packaging equipment

Export opportunity industries: Agricultural. Chapter 15: Fast-growing opportunities in China

Insurance and financial services Education

Health and medical Entertainment

Environmental protection and waste disposal Franchising

Convenience products

Luxury goods. Conclusion

China: Opportunities Await. Appendixes.