Wyoff and China – LuQuan: Negotiating a Joint Venture (A), Spanish Version Harvard Case Solution & Analysis

Through procrastinated joint venture discussions between Pennsylvania-based Wyoff Corp. and Jina-based China-LuQuan, strategic and cross cultural dialogue challenges are investigated both from American and Chinese perspectives. A top US chemical company has been seeking methods to ensure the business's foothold in the emerging marketplace since the late 90s of China. When approached by China-LuQuan in 2000, a major Chinese state-owned chemical producer for a joint venture chance to make a popular substance catalyst in China, Wyoff, Leveraging its exceptional technology, demanded onesided provisions and played hardball, destroying both the price and the association with China-LuQuan.

Wyoff and China-LuQuan Negotiating a Joint Venture (A), Spanish Version Case Solution

After seven years in year 2007, Wyoff confronted market pressure to again inquire about a joint venture with China-LuQuan on two other kinds of products. Both parties had to conquer doubt that is past to work out things on a chain of tactical issues: investment, product slate, marketing, technology, direction, organization, staffing, etc. In the discussions, cross-cultural themes (e.g. trust, relationships, communicating, time, autonomy, face, etc.) and different dialogue styles created challenges along with the business and tactical dilemmas. The (A) instance sets up the discussions, highlights dilemma impasses, investigates cross cultural frictions, and introduces tactical challenges. The (B) instance describes the strategies, approaches, and effects of these discussions.

PUBLICATION DATE: January 25, 2008 PRODUCT #: 910S17-HCB-SPA

This is just an excerpt. This case is about STRATEGY & EXECUTION

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Wyoff and China – LuQuan: Negotiating a Joint Venture (A), Spanish Version

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