Updated: 4 Aug 2017
VW's Long-Term Negotiation Thinking pays off in China
Reveals how Volkswagen, the first Western auto manufacturer to enter China, managed to build a leading position in the Chinese car market. Sharing the key business negotiation factors
Japanese Business Negotiation Relationships with Westerners
Westerners need to be more composed when encountering and communicating with unsmiling, seemingly humourless Japanese in business negotiations.
This case study reveals how overconfidence can negatively affect the outcome.