Back in the late 80’s I spent a fair amount of time negotiating deals in Tokyo, China, Taiwan and Hong Kong. Which stoked my interest in Sun Tzu, maneuver theory and the ancient Asian game of GO. I learned quickly that American competitiveness (the sum of quality, features, service, execution and price) would have to improve in order for America to compete effectively not just with Asia but worldwide. A new book out by James McGregor, the Wall Street Journals former China bureau chief sharpens this issue in 2005 with tips on competing in China. MacGregors book is timely in that it brings into stark relief many issues regarding the lack of competitiveness found in most American enterprises – especially within their marketing organizations.

Coincidentally, as I am composing this post Jim MacGregor is appearing on CNBC. The gist of his comments being that American companies today are run by risk averse lawyers and accountants who follow
rigid policy and procedure that put them at a competitive disadvantage with Chinese enterprises which are more agile and exploitative. In his book, MacGregor offers a series tips for competing in China. Here are a few of his tips excerpted by the October 18, 2005 edition of the The Wall Street Journal:

• The Chinese understand the outside world much better than the outside world understands them.
• The Chinese will ask you for anything because you may be just stupid enough to agree to it. Many are.
• In China a conflict of interest is considered a competitive advantage.
• Any tech company doing business in China should assume that its designs and products are being copied.
• Partnership is about China obtaining your technology, know how and capital while maintaining Chinese control.
  

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