Introduction: About This Book and Why We Wrote It

The United States and China seem headed for conflict. Every day, the headlines describe new reasons to dislike, distrust, and disengage from China, a country that is also one of the world’s largest markets. The relationship between the United States and China has often been called the most consequential bilateral relationship on earth, but it also may be the most fraught with conflict and misunderstanding. For the past several years, the relationship has grown steadily worse, with no apparent solution to highly contentious issues involving national security, human rights, and sovereignty. Selling to China about the opportunities and challenges facing foreign companies operating in the largest growth market in the world for many products. It includes stories about 3M pivoting to find new market opportunities, and a single tweet about pro-democracy protests in Hong Kong that nearly shuttered the NBA in China, leading to hundreds of millions in lost revenue. The United States and China seem locked in conflict, but readers may be surprised to learn how well many American businesses have been doing in China. Today, GM sells more cars in China than in the United States; Tesla also does well but faces intense competition from Chinese EV makers. Selling to China is a collection of essays written by C-suite executives managing foreign companies in China. Each brings a unique perspective and explains the issues in a different industry.