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Full Description
In the past 20 years, there has been an avalanche of books and articles on doing business in Asia, using what are commonly referred to as "Asian values." Most of these books rely upon the works of the Chinese classics, such Sun Tzu's "The Art of War", or by classical Japanese authors such as Musashi's "Book of Five Rings".Peter Levenda, a seasoned trader with more than 20 years of experience dealing extensively (and successfully) with the Chinese market, contends that such books don't prepare anyone for the mundane practicalities of handling a Chinese business negotiation. They do a disservice by implying that a knowledge of Chinese classical literature will adequately prepare one for the intense experience of selling to or buying from the Chinese and they tend to ignore one essential fact about the central Chinese experience of the last 60 years: the Communist Revolution and the enigma of Chairman Mao Ze Dong.In "The Mao of Business", Levenda reveals the secrets of the day-to-day negotiations, project identification, financing, distribution, the ubiquitous sales agent, and the inescapable business banquet in China.
Since 1984 Levenda has travelled continuously to China and has visited almost every province in the search for profitable business relationships. During that time he realized the extent to which the sayings of Chairman Mao exerted an influence over the minds and activities of his customers, and he was never without his own copy of the Little Red Book.
Contents
Introduction: Notes from an Old China Hand; 1. The First Stratagem: "Guerrilla warfare...is a weapon that a nation inferior in arms and military equipment may employ against a more powerful aggressor nation."; 2. The Second Stratagem: "Make what is old serve the new, make what is foreign serve China."; 3. The Third Stratagem: "Use the villages to encircle the city."; 4. The Fourth Stratagem. "Guerrilla strategy must be based primarily on alertness, mobility, and attacks. It must be adjusted to the enemy situation, the terrain, the existing lines of communication, the relative strengths, the weather and the situation of the people."; 5. The Fifth Stratagem: "How Are Guerrilla Bands Formed?"; 6. The Sixth Stratagem: "What is meant by initiative in warfare? In all battles and wars, a struggle to gain and regain the initiative goes on between the opposing side, for it is the side that holds the initiative that has liberty of action."; 7. The Seventh Stratagem: "Whoever wants to know a thing has no way of doing so except by coming into contact with it, that is by living in its environment."; 8. The Eight Stratagem: "Weapons are an important factor in war, but not the decisive factor; it is people, not things, that are decisive.; 9. The Overall China Strategy Summarized.
