Driving with Dunne What Western Business Leaders Misunderstand About China – Insights from Mitchell Presnick, Visiting Fellow, Harvard Fairbank Center
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Aug 21, 2025 
Mitchell Presnick is a Harvard visiting fellow and entrepreneur who founded Super 8 in China. He discusses the misconceptions Western leaders have about negotiating with China, emphasizing the need for intense preparation and continual negotiation. Presnick highlights China's historical focus on stability and its advancements in technology. He introduces the concept of 'owls'—pragmatic negotiators who eschew ideology—and shares insights from his experience in drafting China’s franchise laws and addressing challenges with franchise partners.
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China’s System Is Deeply Historical
- China’s current system reflects thousands of years of collectivist, authoritarian governance rather than a sudden recent change.
- Mitch Presnick argues Western expectations that China will democratize are unrealistic and misinformed.
Adjust Expectations, Act Pragmatically
- Change expectations instead of trying to change China's system; be pragmatic and base policy on objective reality.
- Adopt a conservative, interest-based approach rather than ideological or emotional positions.
China’s Core Goals: Stability And Development
- China seeks stability, harmony, and improved living standards as primary goals under pressure to deliver pragmatic results.
- Mitch notes China aims to avoid the middle-income trap and prefers cooperation with the U.S. if it speeds development.
