Provide annually by 5-6 major new joint venture in China, Hong Kong China Gas executives began extracting cross-border negotiations lessons from its 80 existing Chinese joint ventures. Chairman Alfred Chan and CEO Peter Wong knew that HKGC growth strategy significant mainland expansion through negotiating joint ventures for gas and water supply systems in various urban and rural locations in China run required – often block in the face of entrenched local interests, which could have … Read more »

Provide annually by 5-6 major new joint venture in China, Hong Kong China Gas executives began extracting cross-border negotiations lessons from its 80 existing Chinese joint ventures. Chairman Alfred Chan and CEO Peter Wong knew that HKGC growth strategy significant mainland expansion through negotiating joint ventures for gas and water supply systems in various urban and rural locations in China run required – often in the face of entrenched local interests, which might have blocked power. Conversations with HKGC the negotiating team showed an increasingly sophisticated negotiating approach of target identification and party-mapping to “social mapping” and building guanxi, creative too much style and tactics in order to work effectively, in what areas of equity, controlling, area, and exclusiveness.
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from
James K. Sebenius,
Michael Shih-ta Chen,
Medha Samant
Source: Harvard Business School
27 pages.
Release Date: 18, November 2008. Prod #: 909 028 PDF-ENG
The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China HBR case solution

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