The Value of Building Your Brand in China

4. Western businesses need to be prepared for the other parties that will inevitably be at the table in relationships with Chinese firms. Years ago, we hosted a Chinese delegation to the U.S. Several days were devoted to meetings with a U.S. firm, focusing on a significant joint venture that seemed to be a solid one for both firms. On the final day of the meeting, we watched as the discussions moved forward and saw solid interactions over dinner. All the signs seemed to be totally encouraging.