Free Ebook Trouble in the Middle: American-Chinese Business Relations, Culture, Conflict, and Ethics, by Steven P. Feldman
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Trouble in the Middle: American-Chinese Business Relations, Culture, Conflict, and Ethics, by Steven P. Feldman
Free Ebook Trouble in the Middle: American-Chinese Business Relations, Culture, Conflict, and Ethics, by Steven P. Feldman
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Trouble in the Middle is a qualitative study of ethical and cultural issues in American-Chinese business relations. Based on interviews with American and Chinese executives in the United States and China and visits to American and Chinese operations in China, the research focuses on challenges to doing business in China. Specifically the book:
- identifies, describes, and explains the extent and depth of corruption in China
- examines and explains differences in American and Chinese business cultures and the miscommunications, misunderstandings, and conflicts that arise
- describes and analyzes the role of the Chinese middleman in business relations, especially his role in bribe payments
- develops a concept of the "cultural middle" to assist business executives in negotiating cultural differences
The book includes examinations of Chinese cultural history and the history of American-Chinese relations in China, the type of economic and social system emerging in China, the role of the Chinese government in business, challenges to intellectual property rights, the Shanghai business environment, and much more.
- Sales Rank: #1291721 in Books
- Brand: Brand: Routledge
- Published on: 2013-03-07
- Original language: English
- Number of items: 1
- Dimensions: 8.90" h x 1.00" w x 6.00" l, 1.50 pounds
- Binding: Paperback
- 505 pages
- Used Book in Good Condition
Review
"Feldman has written this well-researched, informative work "to investigate the ethical and cultural aspects of Chinese-American business relations." ...He examines assumptions Americans bring to Chinese negotiations by scrutiny of relevant literature and empirical analyses. He also points out that the Chinese are just as victimized by their corrupt systems as are foreign business partners. Finally, Feldman compares the experiences of American and Chinese businesses in China. Because the primary research in this area is still rather scant, his data collection method was interviews. This firsthand, insider information is vital to understanding the way business is practiced in China. Summing Up: Highly recommended." - L. K Miller, Western Kentucky University in CHOICE
About the Author
Steven P. Feldman is professor of business ethics at Case Western Reserve University, Cleveland, Ohio. He was Fulbright Distinguished Lecturer in business ethics at Shanghai International Studies University in Shanghai, China. His Ph.D is from the Wharton School of Business, University of Pennsylvania. He has held visiting positions at Oxford University, University of Innsbruck, and the University of Minnesota. He has lectured broadly in China on business ethics issues. His previously published books are Memory as a Moral Decision and The Culture of Monopoly Management. He has published extensively in management journals on ethical and cultural issues. Steve specializes in American-Chinese business relations, business ethics, and nonprofit management.
Most helpful customer reviews
3 of 3 people found the following review helpful.
Chinese-American Business Cultural Clashes
By L. Shots
Doing business across borders always raises difficult business issues, particularly in economies transitioning from centralized planning systems to market oriented systems where legal systems dealing with private property, commerce, and markets are absent or deficient. This was especially true for Russia with shock therapy after the dissolution of the Soviet Union. China, which had less central centralized planning and was less industrialized than Russia, did not follow a shock therapy approach. China pursued a much more gradual and controlled economic "opening" that has yielded a successful partial transition to a market oriented economy, albeit not without problems. Much less progress was made in adapting China's business culture and legal system to modern commercial standards of its global trading partners. As a consequence, the business environment in China for American firms is difficult because of complex historical and cultural factors that shape and condition Chinese-American business relationships. Feldman provides a comprehensive discussion of just how wide the divide is between Chinese and American business, how big a bridge is needed to bridge the gulf, and why a strong bridging structure has not yet been built. Relationships are characterized by difficult communications, problems of cooperation, and limited trust. There is little meeting (bridging) in the middle of the two cultures without the use of middlemen, where middlemen in effect raft between the two sides and keep the two parties apart and allowing them to do business while each can maintain its own cultural fictions.
In the US, individual rights (and responsibilities) are central to the economic and political institutions. Individuals (and businesses) are expected to pursue their own interests within the limits of the law and regulatory system, and the law is designed to protect the rights of individuals. In the US, the political, legal, and regulatory institutions are well established in terms of providing a common or uniform framework for action (though the political dysfunction of recent years calls into question the strength of some of those institutions and certainly doesn't serve to suggest a paradigm for China).
The Chinese business environment differs in significant ways and fosters different types of behavior that are truly "foreign" to the American business approach. Confucianism and imperial rule have fostered a hierarchical orientation in China. This orientation has persisted throughout history under different forms of government, and it emphasizes the group or unit over the individual and results in a collective orientation. Rights, as pointed out, belong to the collective unit which leads to moral virtue evaluations of individuals in terms of how well behavior is integrated into the social whole. The collective orientation applies differently to different groups, however, with higher allegiance and loyalty granted to some over others. Collective "units", in other words, are not necessarily coterminous with the government or each other. Various units differ in relative importance and respect and different units warrant different degrees of allegiance and consideration. Social groups more distant from primary groups (such as the family, for example) warrant less allegiance than the primary group. Not all groups are the same and behavior consequently is not the same towards all groups. There is no impersonal universal standard of behavior, and this means that different parties are treated differently in a manner that appears inconsistent and contradictory to American business observers. The Chinese navigate these realities via guanxi involving a web of reciprocal web of relationships and obligations that provides a substitute for a universal and impersonal legal system.
Feldman explains the various cultural and historical threads that are woven together to influence Chinese approaches to business--threads that range from historical Confucianism, respect for hierarchy that is sustained under different regimes, nondominant religious influences, a distancing from foreign influences and thought and inward shift in the 18th and 19th century, foreign invasions and extraterritorial rights to western powers and Japan, distrust of foreigners, Communist victory in 1949 and domination, the partial opening of the economy to market forces without clear property rights or a impartial commercial legal system, and the rise or at least spread of corruption that frequently accompanies transitions from authoritative regimes to one based on market based forces. China is changing as it becomes more involved in the international economic system, but these changes are still shaped by the scaffolding of cultural and historical experience. The change in china's business environment is not progressing rapidly enough to bridge the cultural gaps in the near term. In two areas of concern to American business, the changes in the legal system are modest and have a long way to go and there is little tangible evidence of significant progress in reining in corruption.
American businessmen frequently arrive in China with little appreciation for the vast differences in cultural and historical experiences. They subsequently spend little time trying to understand the complexities of Chinese culture, history and business ethics that drive the differences. For businessmen with little exposure to China, trying to understand Chinese cultural underpinnings of business can seem overwhelming. Understanding takes time because of the long history of china and the interaction of many complex influences, time that few business executives, somewhat understandably, are willing to expend. Failure to devote time to the effort, however, can undermine business initiatives before they get underway. A better understanding of China would not remedy the deficiencies in the legal system or curb widespread corruption, but to the extent Americans understand some of the reasons for the suspicion and distrust of foreigners it may defuse some of the tensions and provide a basis for developing some areas of trust. Feldman's work is a contribution to this process.
Feldman indicates that there are three options for bridging cultural gulfs: (1) adoption, where one side adopts the standards of the other, which is unlikely in China's case unless a business has products or products or technology that is highly desired and needed by China; (2) rejection, where neither side accepts the standards of the other and there is no bridging at all and both sides may resort to the use of middle men to allow each side to maintain its own cultural fictions; and (3) fusion, where the two sides meet and work out various compromises. While fusion may be the most productive outcome, the actual outcome, as Feldman notes, takes time and may depend on the relative power of the two economies. At its most useful, the book indicates the avenues open to business and the risk associated with the approaches, but it doesn't hold out great hope for the emergence of great trust between the two sides in the near term.
Feldman provides a constructive perspective that should help businessmen doing, or contemplating doing, business in China. By providing a coherent interpretation and perspective on the mélange of diverse and seemingly inconsistent influences and crosscurrents shaping the Chinese approach to business and foreign managers and firms, the businessman should be less baffled and better able to understand unfolding events. The book provides rich context and framework for interpreting behavior, and businessmen who invest in developing this understanding are likely to reduce their frustration and the cost of failed efforts or efforts that do not bear fruit because of the complexities addressed in this work.
3 of 3 people found the following review helpful.
detailed enlighten!!!
By Tianyu Han
always want to read a book about chinese american business relationship, saw this new book coming out...
well written, with many things that normally we might not know, or we think we know
plenty of interviews with chinese local entrepreneurs, governors, managers, which are really helpful in demonstrating all the phenomenon
this would just like the "LP" while seeking business relationship in China
highly and strongly recommended!
2 of 2 people found the following review helpful.
To do or not to do, that is a question
By Brightfires
It is not uncommon to accept the prediction that China is becoming the world's biggest economy and has the most potential markets. But many Western businessmen find it painstaking difficult to know and get used to the "Chinese way". To do business or not to do business, it becomes a question. Truly, underlying the difficulties are differences brought by all the non-economic factors --- language, history, culture, world-views. Many chapters of this book begin with fresh personal experiences and stories that the writer ran across when he, with barely language preparation and after having lived in the "Western world" his whole life (as would most Westerners doing business in China be), lived in China for the first time. Thus readers would find this book close to their situations (wonders, confusion, needs), especially compared with books written by scholars who have known Asia and China for too long to know the strangeness of finding one's feet with the Chinese world.
But this book goes beyond merely narrating experiences. It disentangles the confusion and practically goes deeper than the phenomenon by methodically giving analyses and comparison from historical, cultural, political, legal, social, and psychological aspects. The analyses are based on both empirical observation from Chinese entrepreneurs and foreign entrepreneurs, and academic study. The content actually embraces much more comprehensively and insightfully than what a single person's experiences can see. Choosing to focus on a key factor --- the Chinese middle-man --- essential for breaking through American-Chinese misunderstanding and disagreements, the book sharply covers sensitive issues, such as corruption in the Chinese government and the hierarchy and collectivism that have been cultivating the Chinese business environment.
The book further discusses ethical questions that Westerners confront when doing business in an environment with different values and principles. To protest at the cost of economic loss or to compromise to gain more profit, thus becomes another question confronting all American businessmen in China. Sometimes to compromise means opposing one's conscience. Sometimes it is a matter of coordination. What standpoint American businessmen should take is a serious challenge that requires learning about the Chinese and about oneself.
Of course, when the theme of the book is "trouble", the book doesn't fully mention optimistic and positive sides of cross-country business. Other than this, this book is very suitable for businessmen who have been doing, are doing, and will be doing business in China. To do or not to do, readers will get the answer from reading the book.
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