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WYOFF AND CHINA – LUQUAN: NEGOTIATING A JOINT VENTURE (A) HARVARD CASE STUDY 908046.

18379. WYOFF AND CHINA – LUQUAN: NEGOTIATING A JOINT VENTURE (A) HARVARD CASE STUDY 908046.

This paper provides a Berkeley Research case analysis and case solution to a Harvard Business School strategic management case study by James K. Sebenius and Cheng Qian on joint venture negotiations between Pennsylvania-based Wyoff Corp. (a leading US chemical company) and China-based China-LuQuan (a major Chinese state-owned chemical producer) to make a chemical catalyst in China. The case looks at both the Chinese and the American perspectives of the challenges and opportunities in the stalled negotiations. The paper includes problem statement, problem analysis, identification and assessment of alternatives, recommendations and implementation plan. KEYWORDS: case studies case solution sino-US joint venture negotiations cross-cultural issues negotiation styles Chinese management American management China market entry. APA Style. 12 pages, 15 footnotes, 8 bibliographic sources. 4,211 words.

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