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Negotiation in China: How Universal?  

This product type is available in the following languages:
English   Japanese
Product Ref: 10/470C Company: Universal Studios

Product Type: Case Industry: Hotels, Restaurants, Leisure

Related Product(s): Teaching Note
This is a fictitious case in which Universal Studios, a major US theme parks and resorts company, has to negotiate with China's central government to build its first theme park in the country. Students are divided into groups and each student is assigned a role as one of the negotiators or as an observer. The topics covered in the negotiation include the new theme park's location, ownership structure, size, nature of theme zones, local employment and hospitality training programmes. The case allows students to experience the difficulties of conducting negotiations in a cross-cultural setting.

(For educators only: There are four sets of supporting documents for this case. A teaching note and three instructions sheets for the students playing different roles namely, Universal Studios, the Chinese Government and the observer role. All the supporting documents can be found in file 10/470SH)
Functional Area : Strategy & General Management

Issues: Cultural barriers in negotiating with foreign business partners. Differences between American and Chinese negotiation styles. Misunderstandings of Chinese negotiation styles by foreigners. Strategies for negotiating with the Chinese government.
Length: 44 Page(s) Country: China (People's Rep. of)

Pub. Year: 2011 Level of Difficulty: 2
This product type is available in the following language(s):      English   Japanese
Related Information: N/A
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Case (10/470C) HK$58 / US$7.5
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