For delivery of 5-6 new major Chinese joint ventures in the year, Hong Kong China Gas executives transboundary negotiations began extracting lessons from its 80 existing Chinese joint ventures. Chairman Alfred Chan and executive director Peter Wong knew HKGC growth strategy required significant expansion of the mainland through negotiating joint venture to run the system gas and water supply in various urban and rural locations throughout mainland China - often in the face of entrenched local interests, which could to have blocking power. Negotiations with teams in negotiations HKGC showed more complex negotiations approach from target identification and mapping party, to "social mapping" and building guanxi to creative design of the transaction and tactics in order to most effectively work out issues of equity, management control, territory, and exclusivity . "Hide
by James K. Sebenius, Michael Chi-ta Chen, Medha Samant Source: Harvard Business School 27 pages. Publication Date: November 18, 2008. Prod. #: 909028-PDF-ENG
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