Part 2 of 2: Provocative China Podcast presents a conversation with Ken Wilcox, former CEO of Silicon Valley Bank and the author of The China Business Conundrum: Ensure That "Win-Win" Doesn't Mean Western Companies Lose Twice. Listen to Ken's firsthand trials and tribulations trying to set up a joint venture in China between SVB and the CCP. His experience is fascinating—and sometimes maddening—filled with unexpected assertions from Chinese counterparts right out of the Art of War playbook, highlighting key cultural differences and, as Ken puts it, deeply convoluted negotiations that expose our Western naivety regarding doing business in China.

No one in China has read the book "Getting To Yes," so if you are armed with these tactics and strategies, YOU WILL FAIL IN CHINA!

In our conversation, Ken dives into the struggles Western businesses face in China, from the risks of technology transfer to navigating the morality and ethics of Chinese business negotiations. He also shares some lessons he learned from his missteps along the way. Whether you're in business or just curious about U.S.-China relations, this episode is packed with honest, down-to-earth advice from someone who's been through it all.

00:00:08 Western Companies Losing Twice in China
00:02:59 Negotiation Styles Between Western and Chinese Companies
00:06:11 Cultural Differences in Business Ethics
00:07:08 Honeymoon Period in Business Relationships
00:08:41 Negotiating with Chinese Partners
00:11:27 Recommended Books to Prepare for China
00:17:47 Future Economic Relations Between the U.S. and China
00:24:21 Advantages of China in Global Competition
00:25:02 Advantages of the U.S. in Global Competition

Connect with Ken
https://www.linkedin.com/in/kenwilcoxsvb/

Buy Ken’s book:
https://www.amazon.com/China-Business-Conundrum-Win-Win-Companies/dp/1394294166

Visit Gene’s author website:
https://www.provocativechina.com/

Buy Gene’s books:
https://www.amazon.com/Gene-J.-Hsu/e/B092FYDCN7