Case Details
International Joint Ventures in China: Negotiating for Success
Peter Lin, Business Development Director of Global Oxygen Company (GOC), had been with GOC for over 15 years. GOC was a British global industrial gas company with a significant international presence in China. Lin reflected on the two major projects he negotiated on behalf of GOC with SinoOil Limited (SinoOil) and its foreign partners.
Lin understood the importance of careful preparation, strategic thinking, relationship-building, and effective communication in successful negotiations. Negotiations began with preparation and team formation. Throughout the negotiations, unforeseeable challenges had to be solved before ultimately closing the deal. Lin had been able to leverage his deep industry knowledge to make well-timed decisions and to anticipate the approach his counterparts adopted. Looking back, which were the key moments in the negotiations? What major considerations were involved?
Learning Objective:
1. To understand the key considerations involved in different stages of a negotiation process.
2. To understand the complexities in negotiating joint ventures when multi-parties are involved.
3. To identify the importance of key contacts and maintaining good relationships with governments and key counterparts.
4. To appreciate how every negotiation is different and what it takes to conclude deals in different cases.