Introduction – A Challenging Global Marketplace  

Chapter 1: Street Smarts Case Study 

• Case Study: Volare Pharmaceuticals 
• Case Study Exercise  

Chapter 2: Legal – “When in Rome, You Can’t Do as the Romans Do”  

• Penetrating China Part 1: “What’s In the Bag?”
• What is Legal There, May Not Be Legal Here 
• Political Risks
• But What If Something Goes Wrong? 
• Introduction and Chapter 2 Summary    

Chapter 3: Language and Communications – “Being Understood Even When They Do Not Understand” 

• I Think We Speak the Same Language
• Tower of Babel (Genesis 11:1 - 9)   
• Please Speak Slowly  
• Penetrating China Part 2: “Send In the Photographer”
• Street Smart Principle “Language and Communications”  
• Chapter 3 Summary  

Chapter 4: Negotiations – “No Referees, No Rule Book – No Fair” 

• Whose Paper Do You Start With?  
• Beware of the Booby Traps!  
• “Price- In” Other Attributes   
• Take the Fear Out   
• Test Your Negotiation Skills in the Back Alleys
• Are You Holding a “Pair of Aces” or “Seven-Deuce”?  
• Avoid the Zero-Sum Game
• Stay Ahead of the Jet  
• Street Smart Principle “Negotiations”
• Chapter 4 Summary

Chapter 5: Intellectual Property – “The Crown Jewels” 

• The Basics of Intellectual Property
• A Landmark Case: Cisco versus Huawei
• Penetrating China Part 3: “A Change in Plans”
• Penetrating China Part 4: “They Are Getting Close To Our Secret Sauce”
• Penetrating China Part 5: “A Moving Target”
• IP Grey Areas
• Street Smart Principle “Intellectual Property”
• Chapter 5 Summary

Chapter 6: Outsourcing – “Friends or Foes?”

• “$17 per Hour, Your Spreadsheet Must Be Wrong”
• Bill Gate’s Had One Prediction Wrong 
• Outsourced in Downtown Boston
• Be Suspicious of Free as It Could Cost You More 
• Street Smart Principle “Outsourcing”
• Chapter 6 Summary

Chapter 7: Culture – “It’s Not a War, It’s a Way of Life” 

• You Will Never Know More About Them, Than They Will Know About You
• Americans in Disguise 
• A Good Morning Walk
• Hiring, Firing, and Politics
• Who Makes The Decision? 
• The Dinner Table: Your Hardest Exam 
• Beware of the Pitfalls
• Street Smart Principle “Culture”
• Chapter 7 Summary

Chapter 8: Street Smarts Global Business Templates

• Street Smarts Investigation Phase Templates
• Street Smarts Negotiation Phase Template 
• “Penetrating China” Template Example

References

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