Case Studies

The Real Negotiation Problem Issue

One of the biggest stumbling blocks encountered negotiators is to clearly understand the real issues as the root cause and basis for ...
Negotiating with WalMart Buyers

WalMart, the world's largest retailer, sold $482.1 billion worth of goods in 2016. With its single-minded focus on "EDLP" (everyday l...
How Microsoft Outnegotiated Netscape in the Browser War

Back in 1996, Steve Case’s AOL was urgently seeking a top notch internet browser to market their products. Both Bill Gates’ Micro...
Trust Building in a Trilateral China Japan Western Negotiation

by - Dr Bob March

Overview This complex, ongoing negotiation involves three countries, each with players who have their own agenda and preferred outco...
Nepal-india Water Negotiations (Power Asymmetry)
Nepal-India Water Negotiations (Power Asymmetry)

India is 40 times larger in land area than Nepal and India was hungry to meet its increasing electrical power needs. Nepal is one of ...
Business Expansion Woven From Trust
Business Expansion Woven From Trust

by - Dr Bob March

Another example of someone who fitted in completely with the Chinese is the China trader Paul Winestock, who had been dealing with th...
Camp David Third Party Intervener

There are occasions when negotiating parties cannot see the forest for the trees. They are unable to see past their own goals and int...
The Cost of Death on Chinese Roads

by - Dr Bob March

Overview Mark Rogers is an English expatriate in Beijing, where he is the finance director of the branch of a U.S. multinational. He...
The Panama Canal Negotiations

The successful construction of the Panama Canal was one of the world's great engineering feats. The negotiations to complete and buil...
Contract Renegotiation with the Chilean Government

In the 1960’s Kennecott (Rio Tinto), a U.S. company, was about to enter into renegotiation over its contract with the government of...
Enron case
Enron’s Indian Negotiation Debacle

In the early 1990s, the US energy giant Enron, decided it needed to diversify by expanding its growth abroad with emerging countries....
China Australia case
Scientists and Bureaucrats - Orientation Issues

by - Dr Bob March

Overview This case study involves attempts to set up a bilateral scientific research arrangement involving Chinese scientists and Au...
Gaming in Shanghai

by - Dr Bob March

Overview HyperHawk, one of the world’s major providers of global supply management software and services, helps companies reduce c...
Andorra
Andorra versus the European Community (EC)

As a vestige of Charlemagne’s Empire, Andorra is a small land locked principality snuggled between France and Spain. Andorra is joi...
Businessman select mask. Vector flat illustration
How Giving Face Can Brew Negotiation Success

by - Dr Bob March

Overview Rod Zemanek, the principal negotiator, designer and Project Manager of an Australian chemical engineering consultancy, (Pre...
Creative Problem Solving In Negotiations
Creative Problem Solving in Negotiations

All too often, negotiators can become tied up and bound as they commit to taking a competitive approach to their negotiation. As a re...
Power in a Canadian Trade Negotiation

There are many occasions when a smaller company will want to form a negotiation partnership with a larger organization to further the...
Kuwait Invasion Negotiation Perspective

On a scorching summer day in August 1990, the citizens of Kuwait stared in puzzlement then fear at the encroaching dusty streams o...
Lehman Leadership Negotiation Rivalry

Many people like to believe that the people in charge of the organizations that employ them are always working as a skillful negotiat...
bottle water - CHINESE WATER SELLING NEGOTIATION
Chinese Water Selling Negotiation

by - Dr Bob March

Overview Acqua International (AQ) is a Europe-based multinational company that has interests in water and other environment-related ...