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Compact case
Authors: Chavi Chi Yun Fletcher-Chen (IESEG School of Management); Will Baber (Graduate School of Management, Kyoto University)
Originally published in: 2019
Revision date: 05-Dec-2019
Length: 3 pages
Data source: Generalised experience

Abstract

This case provides a three-party integrative negotiation for an international joint-venture among three parties representative from the subsidiary of a US, dairy supplier from Australia and an importer from China. The negotiation involves integrative negotiation and distributive negotiation between firms and among three business firms in a value chain. The behavioral norms are specifically instructed to accentuate communication approaches in a cross-cultural setting. The negotiators are also required to cope with cultural elements to learn how to reduce any cultural discomfort in the communication.

Teaching and learning

This item is suitable for postgraduate and executive education courses.

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Abstract

This case provides a three-party integrative negotiation for an international joint-venture among three parties representative from the subsidiary of a US, dairy supplier from Australia and an importer from China. The negotiation involves integrative negotiation and distributive negotiation between firms and among three business firms in a value chain. The behavioral norms are specifically instructed to accentuate communication approaches in a cross-cultural setting. The negotiators are also required to cope with cultural elements to learn how to reduce any cultural discomfort in the communication.

Teaching and learning

This item is suitable for postgraduate and executive education courses.

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Featured company

Anonymous company no. 1

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