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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 the negotiation in the first place. All too many times, negotiators take insufficient time to clearly
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 low prices) and the power to make or break; suppliers, a partnership with Walmart is either the Holy
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’ Microsoft and Netscape Navigator were vying with AOL to take them on as a client. In terms of their Best
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 outcome. Although at the time of writing the negotiation had yet to become hard-nosed regarding price,
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 the poorest nations in the world and is economically linked to India because of its geographic situation.
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 the Chinese since the 1960s. As a trader of textiles in China during the 1960s and 1970s, Winestock built up a
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 interests which prevent them from arriving at a successful negotiated multiparty agreement. These are the
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 has been in China for seven years, during most of which he has held a Chinese driving license and driven on
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 build this vital connector between two oceans spans decades. The cost in human lives, suffering, and
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 Chile concerning its El Teniente copper mine. At the time, Chile’s BATNA appeared overwhelmingly
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. In June of 1992, Enron engaged in negotiations with the government of India. Enron had identified the
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 Australian government representatives based in the nation’s capital, Canberra. The discussions
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 costs through efficient product and services sourcing. It has handled more than $50 billion worth of
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 jointly governed by two co-princes, being the President of France and the Bishop of Ugrell of Spain. The
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, (Predict Pty Ltd) has a warning for those wanting to do business in China: “Many Chinese see it as their
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 result, they don't allow themselves to be flexible nor consider a creative approach to derive more value
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 their business objectives. There are two hurdles that the smaller company might have to overcome to
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 of what appeared to be a pending desert sandstorm. To their dismay and horror filled eyes, the quaking
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 negotiation team, united in working towards achieving unified goals and objectives. We like to believe that our
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 businesses. In China, the company has joint ventures with medium-size and large municipalities to
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 litigate their claim through the court system; go to arbitration; or use a mediator to resolve the dispute.
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 Australia. The following story recounts his experience in a business negotiation in Beijing with Happy
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 of either party can have a dramatic influence on the positions they adopt in the negotiations. Sometimes
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 issue by issue basis. This often results in a breakdown in negotiations because invariably, conflicting
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 largest corporations. It is not unlike a virulent pestilence that paralyses its host into a rigid mindset,
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 Chinese government sought to buy and integrate into an ethylene facility in Lanzhou, the capital of
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 expertise as negotiators well better serve our goals and achieve better results. Many agents are paid on a
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 Danske. Although this would involve a lot of work and great expense for Chando, it was willing to substitute a
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 company or organization to prosper and grow. However, does this mean that a company should compete at all
Negotiation Alliances
Negotiation Alliances

In multiparty negotiations, the negotiation power, or the position of one negotiating party, can be enhanced or weakened by making alliances. The use of alliances is a powerful means whereby any member in a multiparty negotiation can
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 paced and evolving business climate. There is a line that separates being confident in what we do, and
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 branches in six cities including the capital, it has both a retail division, which sells jewellery and
Distributive Negotiation Settlement

A distributive negotiation will focus on the division of a set amount of resources, largely determined by the aspiration price (the maximum that party 'A' would like to get, constrained by the lowest amount that party 'B' would like to
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 been making a profit in China over the past ten years. It all began in October 1984, when VW signed a joint
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 distinguishes who the key players are, and who has to be pitched about a proposal. They learn the roles
Foreign Currency Contract Agreement Risks

When a negotiator embarks on an negotiating an international agreement with a foreign partner, they have to give serious consideration to which currency is going to be used in their financial transactions. There is a certain amount of
Union Constituency Authority Limits

Union negotiators may find that the authority limits they are authorised to observe in a collective bargaining labour negotiation on behalf of their members can be a double edged sword. One tactical advantage in using their
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 partnerships and especially our foreign partnerships are premised extensively on the how frequently
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 study has been reproduced for the purposes of study only, and in no way condones the damage tobacco