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The Asian Mind Game: Unlocking the Hidden Agenda of the Asian Business Culture - A Westerner's Survival Manual
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About The Asian Mind Game: Unlocking The Hidden Agenda Of
Product Description This book, by East-West marketing consultant Chin-ning Chu, is must reading for any Westerner in business, government, or academia who negotiates in the Orient or wants to. It is the first to reveal to Westerners the deep secrets of the Asian psyche that influence Asian behavior in business, politics, lifestyle, and battle. Ms. Chu points out that Asian mind games have become so finely tuned over the centuries that Americans seldom realize that Asians view the marketplace (and by extension, the world) as a battlefield, and act accordingly. She has extracted the principles of successful negotiations from centuries-old Chinese texts that have influenced all of Asia, and provides her readers with examples of their application in the modern world. In the Western world, the ability to formulate cunning and subtle strategies for getting your own way in business, politics, and everyday life is regarded as a matter of intuition. In Asia, however, strategic thinking is a formal discipline studied by people from all walks of life. Amazing as it may seem, contemporary Asians base their outlook and behavior on the teachings of the ancients. In China, even children are familiar with the "36 Strategies," formulated by Sun Tzu, a famous military strategist, in the fourth century B.C. Throughout Asia today, business people as well as political figures study Sun Tzu's Art of War and apply its strategies to all their activities, while Americans read The One-Minute Manager and All I Really Need to Know I Learned In Kindergarten. No wonder, Ms. Chu comments, that when it comes to business and political negotiations, the Chinese refer to Americans with a word that means "innocent children." Ms. Chu brilliantly analyses how Chinese thought and culture have affected Japan, Korea, and Taiwan, and how Japanese conquest and culture have had their effect on the rest of Asia. With United States trade and political alliances shifting increasingly to the Pacific rim, it becomes ever more urgent to understand the Asian mind. Ms. Chu, born in China and educated in Taiwan, spells out the makeup of the Asian psyche as no Westerner could. Excerpt. © Reprinted by permission. All rights reserved. Chapter 1 Preparing for the Game The telephone in my Beijing hotel room rang. It was the Washington Post's Beijing Bureau Chief, Daniel Southerland, asking if I could meet the following day with him and a Canadian businessman, whom we will call David Buyer. He told me Mr. Buyer had taken a beating on his first business foray into China. Knowing that I was in the city, Dan thought Mr. Buyer might want to talk to me about what had gone wrong. We met in the lounge of the hotel and found a quiet corner where we could speak freely. David Buyer came from a Canadian family with a long-established reputation in the fur business. Four months earlier, Buyer had flown into China on a custom-fitted Boeing 747 with 3,200 live foxes. In exchange for the foxes and his technical assistance in setting up scientific breeding and feeding programs, he had expected to return to Canada with about a million dollars' profit. But things had not worked out that way. Mr. Buyer was leaving on the next day's early flight bound for home. He would leave without his million dollars and without his foxes. Once at home he would close the books on a loss of about a half million dollars and would attempt to save his fox farm from foreclosure. David Buyer's unfortunate adventure started in the summer of 1988. Months passed as he waited impatiently for the arrival of a Chinese delegation that was to inspect the foxes. Buyer thought that perhaps they didn't want to make such a long trip and were putting it off. The real problem, however, was the complicated passport and entry visa procedures they were dealing with. Buyer was selling breeding stock to the Chinese, and he did not want to miss the fox breeding season. As the season neared, he grew more and more anxious. He
