A pragmatic guide to smart deals with Chinese based on more than 10 years of experience
In August 2008 I boarded a plane to China and this was the start of a wonderful deep immersion in China that I could never have predicted.
I have seen the best and the worst sides of China in the last 11 years. This has given me a positive yet realistic look at the opportunities and challenges about working together between Europe and China.
The China experience has given me the opportunity to personally grow and develop a career. This book is the result of more than a decade of living in China and an academic background as a sinologist together with a MBA-degree.
The slew of publications on “how to do business with China” or how to conquer the Chinese market is so full that you can build a tower to the Moon and back with it. The only reason I wanted to write this book was not to add another drop in the ocean but because my perspective is markedly different.
Every other week, I’m at the negotiating table in Belgium, but on the side of the Chinese. My goal is to create partnerships with European companies, partnerships that can produce results both for European and Chinese stakeholders. My goal is to set up smart deals that give a European outfit access to the Chinese market, Chinese capital, and better Chinese sourcing. Then, I take up the role of manager ad interim.
In addition, I have a solid understanding of individual Chinese motivations, the average Chinese businessperson’s circumstances, and their goals. Knowing these motivations is necessary if you want to explain them to European partners and create a sense of hard-won trust between Chinese and European businesspeople.