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Wyoff and China-LuQuan: Negotiating a Joint Venture (B)
Sebenius, James K.; Qian, Cheng (Jason)Caso HBS-909014-EThrough stalled joint venture talks between Pennsylvania-based Wyoff Corp. and Jinan-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company, has been seeking ways to secure the company's foothold in China's emerging market since the late 90s. When approached by China-LuQuan in 2000, a major Chinese state-owned chemical producer, for a j...Desde 5,74 €