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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.

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 who haven't taken the best negotiation training seminars is to deal with the issues on an issue by issue basis. This often results in a
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 skillfully
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