20min chapter

Driving with Dunne cover image

China: One Bed, Two Dreams. Ken Wilcox, Former CEO, Silicon Valley Bank.

Driving with Dunne

CHAPTER

Navigating China's Business Landscape

This chapter explores the intricate dynamics of conducting business in China, using the metaphor of an onion to represent the multiple layers of understanding required for success. The discussion highlights the limitations of traditional contracts and emphasizes the need for adaptability and cultural competency in joint ventures, particularly between American and Chinese companies. Through case studies and personal experiences, the speakers illustrate the strategic maneuvers and psychological shifts that influence negotiations and partnerships in this complex environment.

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