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5 of 5 found the following review helpful:
Must read for would-be China entrepreneurs from the west: Aug 19, 2009
By Alexander U. Conrad
"darnoc"
Sam Goodman writes an honest and self-deprecating account of starting, running and exiting a small business endeavor in China. I can't imagine a better primer for aggressive, young entrepreneurs from the US and EU who wish to embark on an entrepreneurial endeavor in China. While suitable for a wide audience of business people, entrepreneurs wanting to start a successful business in China will enjoy the most value from this book. It's no wonder that excerpts from this book are already in use by some of the leading business schools in the world. Readers will get to know Sam by the end of the book, and I'm sure not a few entrepreneurs will seek him out for a beer and more sage advice as a result.
4 of 4 found the following review helpful:
 Interesting and Useful - Oct 26, 2009
By Loyd E. Eskildson
"Pragmatist"
The goal of Goodman's book is to allow readers to avoid making elementary China business mistakes; it is not a corporate etiquette guide or a comprehensive how to book on doing business in China. "Where East Eats West" largely is a recounting of Goodman's early efforts to launch 'Beijing Sammies,' modeled after Goodman's version of a New York deli with delivery service.
Goodman's numerous observations provide a useful framework for someone coming to China and thinking of starting a business. He begins with "There's an ingrained belief in China that foreigners have screwed over China so many times that you now owe them." Lying, cheating, and stealing are prevalent.
Losing face is a Chinese person's biggest fear. Check with a local, preferably a 'business development' person, before selecting a place to take someone to dinner, to avoid face problems. Also for any 'gifts.' Avoid being critical, pointing out mistakes, taking the superior tone. On the other hand, arrogance is often seen as being strong, and strength is respected.
Who you know is 10X as true in China as anywhere else. Trust is rare and hard to earn in China. Bribes are illegal, but 'gifts' (or assiting with helpful contacts) without a quid pro quo are like magic.
Problems at work can occur because people didn't understand what you wanted, and didn't want to ask for fear of your losing face. Employee conflicts are largely due to unclarity regarding relative status. There can be problems with Mainland Chinese working for Taiwanese bosses; rural Chinese are looked down upon.
You can never beat the Chinese on price - they will bargain harder and cut out things you think you must have.
Keep your political opinions to yourself - you're a guest in their land. Don't talk about Taiwan, Tibet, or Tienanmen Square.
There's always a way to get through seemingly intractable regulatory problems - be persistent. If you run into problems, don't get a lawyer, get someone with more pull. Read up on Chinese business strategy - "The Secret Art of War - the 36 Stratagems," and "Chinese Negotiating Style." Meet with those who've failed and those who succeeded at what you're trying to do, and learn why.
Common scams for those new to China include a tea ceremony, buying a girl a drink in a bar, tourist traps/gift shops - all overpriced.
And on it goes. Eventually, however, one realizes that Goodman's major problem was trying to do something not likely to succeed most anywhere - being a small-time neophyte to business, deli (or other) operations, and a foreign land, all at once. Thus, he was repeatedly taken, sometimes big-time, and probably never recouped his investment. (Another source reports Goodman starting to break into the black in his fourth year of operation, when he reportedly sold the operation.
1 of 1 found the following review helpful:
Where East Eats West Oct 04, 2009
By C. Diebold
Where East Eats West should be required reading for anyone thinking about doing business in China. China's opportunities are indeed real and huge but so are the risks that go along with them. I have been advising companies on doing business there for over 25 years, and I can tell you the lessons of Sam's book are real, worth their weight in gold, and right up-to-date. Plus, his straightforward approach and good humor make it an easy, enjoyable read. Don't fail to read this one!
1 of 1 found the following review helpful:
One of a kind! Superb! Sep 22, 2009
By J. Avery
This book is not so much academic as it is a documentary. Reading through its pages is like watching National Geographic, or Discovery Channel, or the History Channel. It's coldly honest, and yet refreshingly human. I have worked in China for seven years; everything he writes captures my observations. If I were CEO of a multinational in China, I would make this book the centerpiece of all my training for expats. Excellent, excellent! And refreshingly unique.
1 of 1 found the following review helpful:
Practical and Entertaining Sep 18, 2009
By JW
Sam Goodman's book couldn't have come out at a better time! As I start my own journey of building a business in Shanghai, I find Sam's wise words immensely helpful. The book is unpretentious and practical, but is not without style. I found myself laughing throughout his book; something I've never done before reading the stacks of China business books on my shelf. A great read for anyone who has lived, currently lives, or will live in China, and an indispensable book for anyone who wants to be an entrepreneur in China.
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