Case Study

Gaming in Shanghai

by - Dr Bob March

This case is typical of what vendors face in a competitive, hi-tech environment, and illustrates the opportunity they have to reduce ...
Business Expansion Woven From Trust

by - Dr Bob March

This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
The Price of Giving Face in China

by - Dr Bob March

This case outlines one Chinese negotiator’s response to the thoughtless, inept negotiating manner of another, and contains valuable...
Trust Building in a Trilateral China Japan Western Negotiation

by - Dr Bob March

This case shares the inside track from an international trilateral Chinese, Japanese and Western business negotiation.
Chinese Water Selling Negotiation

by - Dr Bob March

Negotiation training lessons on selling water in China are presented in this negotiation case, published with permission from Dr Bob ...
Chinese Business Negotiations' 'Guanxi'

by - Dr Bob March

This instructive negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
The Cost of Death on Chinese Roads

by - Dr Bob March

This negotiation case shares insights on how to handle rural Chinese negotiations in the event of tragic deaths.
How NOT to Negotiate in China

by - Dr Bob March

This case study demonstrates how not to negotiate a business contract in China.
Contract Renegotiation with the Chilean Government

Although starting a contract renegotiation at a disadvantage, with a weak BATNA, US company Kennecott managed to enhance and turn thi...
How Microsoft Outnegotiated Netscape in the Browser War

Microsoft won negotiations with AOL competing against the browser market leader Netscape by getting the best out of their marketing r...
Enron’s Indian Negotiation Debacle

Enron’s collapse in India was caused by the huge debt of the MSEB project, and renegotiations that were forced by strong Indian nat...
Scientists and Bureaucrats - Orientation Issues

by - Dr Bob March

This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
Andorra versus the European Community (EC)

After five years of negotiations between Andorra and the European Community, Andorra succeeded in obtaining sovereignty in 1993.
Nepal-India Water Negotiations (Power Asymmetry)

Negotiations between India and Nepal on water resource projects are a good illustration of negotiation power asymmetry.
Chinese Negotiation Training on Sales Price

by - Dr Bob March

Chinese sales price negotiation and bargaining tactics yields hard knock school of training lessons to foreigners who make costly con...
How Giving Face Can Brew Negotiation Success

by - Dr Bob March

Shows how understanding cultural differences and learning to work within them is the key to successful negotiations. Find out how kno...
Creative Problem Solving in Negotiations

A study that shows how effective creative problem solving can benefit any negotiation.
Win-Win Negotiation Badly Executed

This case study discusses some of the critical errors that can be made in a Management and Union Labour negotiation, where Management...
Third Party Agents

This case study discusses how third party agents can negatively impact our business contracts
Competitive Business Conflict Escalation

This case study shares a story of how irrational competition can cause damage through conflict escalation between competing airline b...
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