Fighting Dragons with Dragons: Approaches for negotiating with Chinese Partners Harvard Case Solution & Analysis

For several American companies participating with Chinese business associates, patterns of negotiated guarantees made but not kept by their Chinese counterparts often demonstrate rule as opposed to exception.

While various problems play a role in this unfortunate condition, many contributing variables are not subject to control or discipline by U.S. negotiators. But two singularly damaging factors might be controlled and corrected by U.S. supervisors. First is their propensity to negotiate from decidedly Western socio-cultural views.

Second is that managers frequently negotiate in states of relative ignorance about specific crucial ethnic values that heavily influence Chinese negotiating practices. This article depicts approaches made to empower supervisors to negotiate more efficiently with Chinese associates.

PUBLICATION DATE: September 11, 2013 PRODUCT #: BH553-HCB-ENG

This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE

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