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Case Studies

Researchers and students asked us for case studies, so we delivered. We hope that you're able to learn from these practical examples from around the world. Check out our negotiation training when you're ready to elevate your negotiation capability.

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 ...
Using Mediation for Resolving Disputes

Companies that find themselves embroiled in a bitter feud over a contract dispute have three options to find a solution. They can lit...
How NOT to Negotiate in China

by - Dr Bob March

Overview In 1998 Simon Turner worked for Bassano, a large Australian women's wear company with eighteen retail outlets across Austra...
Unequal Indonesian Foreign Negotiations

When two parties enter into an unequal negotiation, in terms of the negotiation power they bring to the table, the interests or goals...
Win-win Negotiation Badly Executed
Win-Win Negotiation Badly Executed

In trying to create win-win negotiation agreements, one of the biggest mistakes made by negotiators is to deal with the issues on an ...
The Fixed Pie Syndrome in Union Negotiation

The mythical fixed pie syndrome is one of those bizarre anomalies that still persistently seep stealthily into the minds of the large...
Illustration of a long shadow China flag with the text HOT PRICE
Chinese Negotiation Training on Sales Price

by - Dr Bob March

Sales Negotiation Overview K. G. Marwin Inc. developed a particular technology in the 1980s, called the Trilliamp Process, that the ...
Third Party Agents - Forgery word cloud concept with fraud false related tags
Third Party Agents

Third party agents are often used to represent our interests in the negotiation process. We use them as we believe that their experti...
The Price of Giving Face in China

by - Dr Bob March

Overview Chando, a Chinese shipbuilder, had agreed to change the main engine in a ship it was building for the Danish shipowner Dans...
Competitive Conflict Escalation
Competitive Business Conflict Escalation

Competition is clearly a healthy means to increase sales for any business. It is essential because it provides a stimulus for a compa...
Negotiation Alliances
Negotiation Alliances

In multiparty negotiations, the negotiation power, or the position of one negotiating party, can be enhanced or weakened by making al...
Negotiation Overconfidence

Successful business managers need to possess a high level of confidence to succeed and meet the many challenges they face in a fast p...
China business relationships case
Chinese Business Negotiations' 'Guanxi'

by - Dr Bob March

A well-known, government-owned, five-star hotel in Beijing owns an associated marketing company called High Jewel Marketing. With bra...
Distributive Negotiation Settlement

A distributive negotiation will focus on the division of a set amount of resources, largely determined by the aspiration price (the m...
VW's Long-Term Negotiation Thinking pays off in China

by - Dr Bob March

Negotiation Overview At the time this case was written, Volkswagen (VW) was the first foreign overseas car-maker in China to have be...
Political Impact on Global Negotiations

Negotiators have a general understanding of their own local political environment. They are raised in a business milieu that clearly ...
Foreign Currency Contract Agreement Risks

When a negotiator embarks on an negotiating an international agreement with a foreign partner, they have to give serious consideratio...
Union Constituency Authority Limits

Union negotiators may find that the authority limits they are authorised to observe in a collective bargaining labour negotiation on ...
The Importance of Business Communications (Japan Negotiation)

The importance of keeping the lines of communication open with your business partners cannot be overemphasized. Both our domestic par...
Success in China - The Celanese Joint Venture

by - Dr Bob March

Disclaimer: It is against the The Negotiation Experts' principles to offer its services to the tobacco industry. This Celanese case s...