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Abstract

Catherine Dreyer, Leader of Browning Haverford''s implementation team for a new Joint Venture in China, faces a complex problem. How can she convince the Chinese GM that he must change his way of doing to business to transform a successful domestic company into part of a multinational? Browning Haverford is a British company focused on personal hygiene products entering into a joint venture with Ningbo Prime Dental Care Corporation. This case illustrates key cross-cultural management and communication elements in Sino-European co-operation and negotiations, and also raises typical challenges posed by inadequate due diligence in the acquisition of or partnership with a Chinese company. Browning Haverford is about the common pitfalls of quick deal-making and the complexities of the cross-cultural management issues that arise in such a transaction. The case is often used as the basis for a negotiation simulation that challenges students to adapt their communication style and strategy, and to develop their own viable recommendations for solving a difficult situation. The case and negotiation simulation (see teaching note) can be used for graduate level study, EMBAs, and executive programs. It provides an excellent application of learning in a course on doing business in China, doing business with Europe, or cross-cultural negotiation.
Location:
Size:
SME (small to medium-sized enterprise)
Other setting(s):
2004

About

Abstract

Catherine Dreyer, Leader of Browning Haverford''s implementation team for a new Joint Venture in China, faces a complex problem. How can she convince the Chinese GM that he must change his way of doing to business to transform a successful domestic company into part of a multinational? Browning Haverford is a British company focused on personal hygiene products entering into a joint venture with Ningbo Prime Dental Care Corporation. This case illustrates key cross-cultural management and communication elements in Sino-European co-operation and negotiations, and also raises typical challenges posed by inadequate due diligence in the acquisition of or partnership with a Chinese company. Browning Haverford is about the common pitfalls of quick deal-making and the complexities of the cross-cultural management issues that arise in such a transaction. The case is often used as the basis for a negotiation simulation that challenges students to adapt their communication style and strategy, and to develop their own viable recommendations for solving a difficult situation. The case and negotiation simulation (see teaching note) can be used for graduate level study, EMBAs, and executive programs. It provides an excellent application of learning in a course on doing business in China, doing business with Europe, or cross-cultural negotiation.

Settings

Location:
Size:
SME (small to medium-sized enterprise)
Other setting(s):
2004

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