Northern Telecom in China–1972-94 Harvard Case Solution & Analysis

Nortel, a major Canadian telecommunications company, has been doing business in China since 1972. By mid-1994, Nortel has successfully developed two joint ventures in China, but the other two were bogged down in negotiations. Art McDonald, chairman of Nortel China, is considering a number of alternative ways to accelerate negotiations. "Hide
by Neil Abramson, Janet X. Ai Source: Richard Ivey School of Business Foundation 22 pages. Publication Date: June 17, 1997. Prod. #: 97G005-PDF-ENG

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Northern Telecom in China–1972-94

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