HBSP (USA)
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The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China
Sebenius, James K.; Shih-ta Chen, Michael; Samant, MedhaCase HBS-909028-ETo deliver 5-6 major new Chinese joint ventures annually, Hong Kong China Gas executives began extracting cross-border negotiating lessons from their 80 existing Chinese JVs. Chairman Alfred Chan and CEO Peter Wong knew that HKGC's growth strategy required significant mainland expansion through negotiating joint-ventures to run gas and water distribution systems in diverse urban and rural locations throughout mainland China--often in the face of ...Starting at €8.20
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Chinese Negotiation (Spanish version)
Graham, John L.; Lam, N. MarkArticle HBS-R0310EStrategyagrarianism, morality, the Chinese pictographic language, and wariness of strangers. Ignore them at any time during the negotiation process, and the deal can easily fall apart.Starting at €8.20