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New York Times/CNET News: IBM Sought a China Partnership, Not Just a Sale

Dec 14, 2004, 17:30 (1 Talkback[s])
(Other stories by Steve Lohr)

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"In July 2003, Sam Palmisano, the chief executive of IBM, traveled to Beijing to explore the sale of the company's personal computer business. But he did not start by making the usual visit with executives of IBM's preferred partner, Lenovo, China's largest personal computer maker.

"Instead, Palmisano first engaged in a bit of old-fashioned courtship. Before formally approaching Lenovo, he sought permission from the parents, by meeting privately with a senior Chinese government official in charge of economic and technology policy..."

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