Trends in Chinese Business Practice: Changes in the Beijing Wind
调查了北京外企高管和美国对华贸易人士，描述了中国谈判过程，发现定价、服务、培训和技术是核心问题，同时经济改革正推动更现代的商业实践。
This article reports the results of a survey of foreign business executives in Beijing and subsequent interviews with U.S.-based China trade executives, and describes the Chinese negotiating process. The Beijing-based managers identify pricing, servicing, training for Chinese personnel, and technology-related issues as the key business matters they face. They are also confronted by the larger bureaucratic issues of uncertainty about decision making and the difficulty of access to Chinese end-users. At the same time, the Deng regime9s economic reform program has led to decentralization of economic authority and the elevation of younger, more technically competent officials. Accordingly, while the older bureaucratic Chinese business style remains an important feature of the business environment, the reforms appear to be promoting more modern business practices in China.