This is a hypothetical case in which Universal Studies, a major U.S. theme parks and resorts business, has to negotiate with the Chinese central government to build its first theme park in the country. The students are divided into groups, and each student is assigned a role as a negotiator or as observers. The topics in the negotiations include the new theme park location, ownership, size, nature of the topic areas, local employment and hospitality training programs. The case al … Read more »

This is a hypothetical case in which Universal Studies, a major U.S. theme parks and resorts business, has to negotiate with the Chinese central government to build its first theme park in the country. The students are divided into groups, and each student is assigned a role as a negotiator or as observers. The topics in the negotiations include the new theme park location, ownership, size, nature of the topic areas, local employment and hospitality training programs. The case allows students to experience the difficulties of negotiations in an intercultural environment.
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from
Tao Zhigang,
Shangjin Wei,
Penelope Chan
Source: University of Hong Kong
20 pages.
Release Date: 20, July 2011. Prod #: HKU956-PDF-ENG
Negotiating in China: How Universal? HBR case solution

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