Driving with Dunne Ensuring Win-Win Doesn't Mean Western Companies Lose Twice. Ken Wilcox, Author and Former CEO Silicon Valley Bank
Jan 30, 2025
Ken Wilcox, former CEO of Silicon Valley Bank and expert on Chinese business, shares his insights on navigating the complexities of engaging with China. He highlights significant cultural differences in communication and negotiation styles, warning against the Western win-win mindset. Ken emphasizes the importance of long-term presence in China for deeper understanding and urges companies to prepare thoroughly before entering the market. He also discusses strategic aspects of licenses in China and the critical role of government in business operations.
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Government Can Always Intervene
- The Chinese government can control anything it chooses, even if it doesn't control everything.
- Expect the state to be a decisive actor in business sectors it cares about, not a distant regulator.
Negotiation Is About Leverage
- Chinese negotiation emphasizes leverage and extracting maximum advantage rather than Western-style win-win.
- Prepare to be evaluated by relative strength, not by fairness or intent.
Bring Dual Interpreters And Debrief
- Bring interpreters who can both translate and debrief so you hear what was said and what was really meant.
- Rely on actions over words and build interpretation into every meeting.
