Subject category:
Strategy and General Management
Originally published in:
2019
Revision date: 05-Dec-2019
Length: 3 pages
Data source: Generalised experience
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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.Featured company
Anonymous company no. 1
Subject category:
Strategy and General Management
Originally published in:
2019
Revision date: 05-Dec-2019
Length: 7 pages
Data source: Generalised experience
Subject category:
Strategy and General Management
Originally published in:
2019
Revision date: 05-Dec-2019
Length: 3 pages
Data source: Generalised experience
Subject category:
Strategy and General Management
Originally published in:
2019
Revision date: 05-Dec-2019
Length: 4 pages
Data source: Generalised experience
Subject category:
Strategy and General Management
Originally published in:
2019
Revision date: 05-Dec-2019
Length: 3 pages
Data source: Generalised experience
About
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.Settings
Featured company
Anonymous company no. 1
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Subject category:
Strategy and General Management
Originally published in:
2019
Revision date: 05-Dec-2019
Length: 7 pages
Data source: Generalised experience
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Originally published in:
2019
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Length: 3 pages
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2019
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Subject category:
Strategy and General Management
Originally published in:
2019
Revision date: 05-Dec-2019
Length: 3 pages
Data source: Generalised experience