Essentials of Sino-Foreign Business Management and Negotiation

Environmental pressures in China and home institutional environments exert fundamental influences on Sino-foreign business management and negotiation. Foreign business executives have been anxious to monitor their company brand reputations, manage the Chinese culture and carefully scrutinize profits when they negotiate ventures with their Chinese counterparts under a broad institutional context which comprises economic, political/legal, social and technological environment.

This book offers a comprehensive and holistic overview of Sino-foreign business management and negotiation by employing institutional approach. It considers the process by which structures, including schemas, rules, norms, and routines, become established in the context comprising the aforementioned fundamental elements to formulate a set of authoritative guidelines for international executive to conduct their Sino-foreign business negotiations and to manage their business in China. It attempts to present a holistic business model and generates a win-win scenario for both the foreign and the Chinese party in a cross-cultural context.

The book also contains sections that include business negotiation cases and Sino-foreign business negotiation protocol for business executives and students to identify relevant cultural and institutional issues that are important to Sino-foreign business management and negotiation.

Thomas Leung joined Hong Kong Polytechnic University after working more than 10 years in renowned international organizations including Nestle (Aust) Ltd and Rheem (Aust) Ltd. He has been teaching Industrial Marketing, Marketing Management, International Marketing and Brand Management at undergraduate and postgraduate levels since 1990. He was the Programme Leader of the Higher Certificate in Marketing and Sales Management from 1992 to 1995 and was the Deputy Programme Leader of BA in Fashion and Textile (Marketing Specialism) from 1995 to 2002. Currently, he is the Programme Leader of BA in Marketing. He has published over 70 articles in international journals and conferences including European Journal of Marketing, Marketing Intelligence & Planning, Journal of Business Ethics, Journal of International Consumer Marketing, Journal of Small Business Management.

Stephen Ko is a teaching fellow at Hong Kong Polytechnic University. He received his Ph.D. from The Hong Kong Polytechnic University. His current research interest focuses on entrepreneurial opportunity identification. He has published a number of academic articles and has made several conference presentations in the areas of entrepreneurship and electronic commerce.

Susan Leung is a lecturer at the School of Accounting and Finance at Hong Kong Polytechnic University. She reecived her LLB from the University of London in 1990 and her LLM from the University of Hong Kong in 1993.

Alison Elizabeth Lloyd is a teaching fellow at the Faculty of Business at Hong Kong Polytechnic University. was a first class honours student and attained her doctorate from the Hong Kong Polytechnic University. Prior to joining the Department of Management and Marketing, she worked as a Management Consultant in the consulting arm of a Big 4 global professional services firm and later moved on to being Managing Consultant in a business consulting firm in Hong Kong. She has previously worked on consulting engagements in the areas of strategy consulting, business process review and improvement, design and implementation of corporate performance management frameworks and change management for both private and public sector organizations in Hong Kong and Asia.