Selling Big to China: Negotiating Principles for the World's Largest Market Review

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Selling Big to China: Negotiating Principles for the World's Largest Market ReviewThe author takes you from the back streets of Beijing to the corporate boardrooms of Shanghai in a book filled with practical examples and techniques to win sales and clients in China. Morgan eschews worn cliches about China that riddle many of the Chinese business books in my shelf ("use connections/guangxi", "watch out for partners", "don't forget your business cards", "Chinese people drink tea"), and goes straight to the details of how to win deals, talk with clients, and negotiate. Drawing on some of the best negotiation techniques -- adapted for China -- he shows what works in the real China of 2010. I will use this book to help train my own sales force.Selling Big to China: Negotiating Principles for the World's Largest Market OverviewThis book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the 'Middle Kingdom'. It is divided into four main areas:
The Knowledge
The Sales Call
The Negotiation
The Maintenance

The book is the result of my 8 years of training in sales and negotiation skills across mainland China, as well as running a multi-city, multicultural company in the 'World's Most Stressful Country' (according to Newsweek). The book includes a collection of anecdotes from this experience, as well as case studies developed by working closely with leading companies in China. Some of these companies include Rockwell Automation, Microsoft, Thomson, SAP, and NBC.
Sales and negotiating is not easy, particularly when done in a country with completely new values and rules of engagement. The purpose of this book is to lay the rules out clearly, and provide the reader with an easy to understand strategy to doing business in mainland China.

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