By Jim Mann
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Additional info for Beijing Jeep: A Case Study Of Western Business In China
Their Chinese hosts—usually officials of a state enterprise anxious to attract foreign technology and investment—met them at the air- 52 Beijing Jeep port, toasted them with potent mao tai wine at banquets, and arranged (indeed, insisted upon) tours of Beijing's leading tourist attractions, the Great Wall and the Ming Tombs. A handful of the most prominent executives would be granted an audience with Deng or one of his top aides. Those businessmen involved in manufacturing, like the auto executives, might be escorted through a plant they were being asked to renovate.
And then there were the protectionisms of provincial governments, municipal governments, and local governments. The government of Shanghai would do its best to favor the products of factories in Shanghai over those in Beijing, and the government of Fujian Province would make it tougher for products from its neighbor, Guangdong Province, than for goods made inside Fujian. China was not so much a national market as a crazy quilt of overlapping local, provincial, and regional markets—and in each one, authorities could and often did seek to protect local industries from competition by restricting access to their market.
If China wouldn't accept the Making the Deal 47 idea of exclusivity, how about putting the idea in positive terms? Why not say that China would give "100 percent attention" to the AMC venture? That was okay, Chinese officials said, but it was hard to express the idea in Chinese. " The words sounded nice, and the Chinese accepted them. An AMC lawyer might have quibbled and said this was not exactly the same sort of commitment as exclusivity, but in these first meetings, this first effort by AMC to establish a business relationship in China, AMC was not going to let itself be ruled by lawyers.
Beijing Jeep: A Case Study Of Western Business In China by Jim Mann