Big in Asia : 25 strategies for business success

This book, by two leading analysts, focuses upon the main obstacles facing companies operating in post-crisis Asia. It identifies the transformation of the competitive landscape and provides a series of strategies for business success in Asia. The book is timely and essential reading for managers and business professionals.

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Many Western firms do poorly in Asia because they lack cultural understanding or fail to carry out the kind of business assessment or environmental analysis done when entering into agreements with other Western firms. In this volume, Backman and Butler, specialists in Asian business affairs, offer 25 strategies for success in doing business in and with Asia. This guide divides these strategies into five parts, all of which stress the importance of people, human relations, and working with insiders. Its sensible approach effectively combines management school principles with the grit of Asian corporate realities. The authors present their how-to strategic guidelines using real-life examples. This reviewer's one minor criticism is that the authors try to cover too many countries and do not delve deeply enough into some of the vital success factors. Nonetheless, this practical volume is quite useful as a starting point; Western firms engaging in Asia obviously will need to study more of the specifics about a particular country. Overall, this work is well written, integrative, and easy to understand. Summing Up: Highly recommended. Practitioners, consultants, and advanced business students, upper-division undergraduate and up. J. W. Leonard Miami University

List of Tables	p. vii
Preface	p. viii
Part I Hit the Ground Running
Strategy 1 Information is Power	p. 1
Strategy 2 Know the Firm, Know the Family: Dealing with Asian Family Firms	p. 14
Strategy 3 Understanding Asia's Overseas Chinese	p. 24
Strategy 4 Understanding Asia's Overseas Indians	p. 36
Strategy 5 Dealing with Information Ambiguity, Local Consultants and Accounting Firms	p. 52
Part II On the Ground
Strategy 6 Network like a Local; Negotiate like a Westerner	p. 63
Strategy 7 Taking the M&A Route?	p. 76
Strategy 8 Managing the Partnership with the Southeast Asian Firm	p. 90
Strategy 9 Managing Partnerships with Japanese and South Korean Firms	p. 103
Strategy 10 Avoid Post-acquisition Trauma	p. 121
Part III Building Up
Strategy 11 Send the Right People	p. 135
Strategy 12 Cross the Cultural Divide	p. 147
Strategy 13 Managing Change	p. 158
Strategy 14 Intellectual Property Abuse: Contain the Risks	p. 172
Strategy 15 Selling Consulting Services in Asia	p. 186
Part IV Staying Up
Strategy 16 Tilt the Playing Field	p. 198
Strategy 17 Think Global, Act Local--But How Far?	p. 210
Strategy 18 Caveat Emptor: Beware the Banks of Asia	p. 224
Strategy 19 Avoid Blood Loss as a Minority Shareholder	p. 235
Strategy 20 China! A Fatal Attraction?	p. 247
Part V Staying Clean
Strategy 21 Negotiate the Law in Asia: Bankruptcy, Contracts and Defamation	p. 264
Strategy 22 Ethical Traps on the Road to Being Big in Asia	p. 273
Strategy 23 Corruption: The Business Practice that Dare Not Speak its Name	p. 285
Strategy 24 Dancing with the Devil: Doing Business with Asia's Politicians and their Families	p. 299
Strategy 25 When Things Go Wrong	p. 305
Acknowledgements	p. 319
Index	p. 321

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