See the big picture: Be aware the mainland is not a uniform, integrated market. The market for lower-priced consumer goods may be large, but for higher-priced products it may be similar in size to smaller European countries.
Maintain guanxi: That is the Chinese word for connections. The mainland workforce's preoccupation with relationship-building is unique, but perhaps can be over-emphasised.
Ask questions: Do your homework and ask all necessary questions before the deal is signed. The Chinese will usually answer precisely the questions they are asked. They will not usually volunteer answers to fill in the gaps.
Keep your options open: It is advisable to have an alternative when negotiating with a joint-venture partner. For example, granting a national franchise to one joint venture could prove a costly mistake if the partnership fails.
Remember where you are: Adapting products to the local taste and culture is an important aspect of the business plan.
Communicate: It is important for expatriate senior executives to communicate actively with the head office. The head office should be informed of difficulties, unforeseen problems, and the fast-changing environment.