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Andrew Hupert is founder and CEO of Best Practices China Ltd., based in Hong Kong. Since 2003 he has been advising training, and coaching executives and managers in multinationals to improve their deal-making and negotiating skills with Chinese counterparties. He is a sought after speaker at corporate events and EMBA tours. During his time in Shanghai he served as an adjunct professor at New York University (Shanghai campus) and lectured at Strathclyde University’s EMBA program.
Andrew first came to Asia in 1990 after receiving his MBA in Finance from New York University Stern School of Management. He gained extensive senior sales and management experience in Taipei, Hong Kong, Kyoto and New York before settling in Shanghai as a consultant and lecturer. He has published articles in business journals such as, Business Forum China, Shanghai Business Review and the China Economic Review.
Companies around the world follow his discussions about negotiation tactics in China on ChineseNegotiation.com. He can be reached via email at email@example.com or online at www.AndrewHupert.com
G. E. Anderson
on March 28, 2012 :
Whether someone is completely new to China, or an old China hand, this book is equally useful as both a source of necessary learning, or a reminder of how things work in China.
Much of this stuff simply doesn't come naturally to Westerners, and, even after nearly 20 years of travel to China, I occasionally need reminders. The book is a relatively quick and easy read -- it took me a little over an hour -- but it's packed with both theory and practice on what this mysterious guanxi thing is all about and how to navigate one's way through a potentially tricky maze of gestures and obligations.
The writing style is clean and straightforward, but also descriptive and, at times, humorous. Among the gems are statements like "Guanxi is the sweet candy shell that coats some potentially bitter medicine." What he explains is that, while the whole process of building guanxi can seem light and even fun, it is a process that the Chinese take very seriously. Mistakes made during this process can sink a partnership before it even gets off the ground.
People who do business in China need to load this book onto their Kindles and iPads. And if you find yourself sending a newbie to China on behalf of your company, be sure he or she has this book ahead of time. They will need to read it several times before getting on the plane, and probably several more while they are in China.
(reviewed within a month of purchase)
on March 12, 2012 :
Guanxi for the Busy American is a first-class guidebook to navigate through the complicated Guanxi jungle. While reading it I got plenty of flashback to my own encounters with Chinese counterparts and understood why business deals have turned out the way they did. Hupert has done a great job to make the book well compressed, so it truly fits it's name.
North Atlantic Group - China
(reviewed within a week of purchase)