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Negotiating for Success in Asia: Adapting to a Multipolar World
Stephen Grainger; Per HintzeCase IVEY-9B19M015-EEntrepreneurship, StrategyAn executive at a North American-based multinational company contacted an old friend and former business associate in Indonesia in hopes of collaborating with him to purchase Asian software companies. After several emails, the two disagreed and disengaged. The North American declined the Indonesian’s advice to invest time in developing the relationships required to access this market. Three months later, after realizing he had closed the door on ...Starting at €8.20
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Bali Hai Cruises: Creating Business Success in Indonesia
Stephen GraingerCase IVEY-9B17M141-EEntrepreneurship, StrategyBali Hai Cruises had grown from a start-up company in 1990 to become a thriving multimillion-dollar business in 2017 that employed 460 people on the Indonesian islands of Bali and Lembongan. This solid and consistent business development took place despite a business environment and government that had not always been friendly and positive toward foreign investors. What critical factors brought success to this tourism-based company in such a chal...Starting at €8.20