Big in Asia

MICHAEL BACKMAN is an author, business analyst and columnist who specializes in Asian corporate practice. Singapore's Prime Minister cited him in his 1998 National Day Address as an 'expert' on overseas Chinese. He is the author of the international bestseller, Asian Eclipse: Exposing the Dark Side of Business in Asia, that was named by The Economist as one of the sixteen finest general non-fiction books published for the year. Backman writes a regular Asian business column for the Melbourne Age newspaper. He has lived and worked in Asia. CHARLOTTE BUTLER heads the

'Many firms come to Asia without understanding its inner workings. This is dangerous, and they need help. This book provides such help with remarkable clarity and a mass of evidence. The authors have spent years accumulating the knowledge and insights that saturate the text, and they present their advice in a way which practitioners can relate to, directly and easily. This is a very hands-on guide to the core understandings needed to cope with the challenges of Asian complexities in business. Few books convey so well the real worlds of this dynamic and newly expanding region.' - Gordon Redding, Director, Euro-Asia Centre, INSEAD, France 'With meticulous analysis and lively writing, Backman and Butler show where the pitfalls and opportunities exist in the many markets of Asia. It's a useful guide to anyone interested in doing business - or already working - in the region, containing information and insights hard to find elsewhere.' - Justin Doebele, Senior Editor, Fobes Global, Singapore 'Don't read this book if you prefer to cling to your long-cherished prejudices about why we find it so tough to succeed in Asia. These tales from the the eastern front provide clear-headed and pragmatic explanations of all those things about Asian business which have been baffling you for years. It is packed full of real-life examples of the strategies which worked - and the ones which ended in disaster. For those who are embarking on an assignment in Asia, this book could save you a lot of pain - and a lot of money. For those of us who have already been in Asia for a few years, Big in Asia is still full of surprising revelations. It's also a real pleasure to read.' - Brian Dawes, General Manager, Al-Ahlia Industrial Projects, Kuwait, formerly Managing Director, Quintiles China; Managing Director, ICI Asiatic Chemicals, Thailand Of the author The brilliant young writer on regional business strategies. - Rowan Callick, Australian Financial Review 'The book is a rarity, a handy short cut to wisdom about working in the world's fastest growing region.' - Rowan Callick, Australian Financial Review 'Overall, this work is well written, integrative, and easy to understand. Highly recommended.' - J.W. Leonard, Choice

• Part I: HIT THE GROUND RUNNING Strategy 1: Information is Power Strategy 2: Know the Firm, Know the Family: Dealing with Asian Firms Strategy 3: Understand Asia's Overseas Chinese Strategy 4: Understand Asia's Overseas Indians Strategy 5: Dealing with Information Ambiguity, Local Consultants & Accounting Firms Part II: ON THE GROUND Strategy 6: Network like a Local; Negotiate like a Westerner Strategy 7: Taking the M&A Route? Strategy 8: Managing the Partnership with the Southeast Asian Firm Strategy 9: Managing the Partnership with the Northeast Asian Firm Strategy 10: Avoid Post-Acquisition Trauma Part III: BUILDING UP Strategy 11: Send the Right People Strategy 12: Cross the Cultural Divide Strategy 13: Managing Change Strategy 14: Intellectual Property Abuse: Contain the Risks Strategy 15: Selling Consulting Services in Asia Part IV: STAYING UP Strategy 16: Tilt the Playing Field Strategy 17: 'Think Global; Act Local' - but how far? Strategy 18: Caveat Emptor: Beware the Banks of Asia Strategy 19: Avoid Blood Loss as a Minority Shareholder Strategy 20: China! Cut through the Gloss Part V: STAYING CLEAN Strategy 21: Negotiate the Law in Asia: Bankruptcy, Contracts & Defamation Strategy 22: Ethical Traps on the Road to being Big in Asia Strategy 23: Corruption: The Business Practice that Dare not Speak its Name Strategy 24: Dancing with the Devil: Doing Business with Asia's Politicians and their Families Strategy 25: When things go Wrong...