Wyoff and China-LuQuan: Negotiating a Joint Venture (B) Harvard Case Solution & Analysis

Through procrastinated joint venture discussions between Pennsylvania-based Wyoff Corp. and Jinan-based China LuQuan, tactical and cross cultural dialogue challenges are investigated both from American and Chinese views. Wyoff, 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. Both parties had to conquer doubt that is previous to work out things on a string of tactical issues: investment, merchandise slate, advertising, technology, management organization, staffing, etc.

Wyoff and China-LuQuan Negotiating a Joint Venture (B) Case Solution

In the discussions, cross cultural topics (e.g., trust, relationships, communicating, time, face, etc.) and different dialogue styles created challenges along with the company and tactical problems. The (A) instance sets up the discussions, highlights problem impasses, investigates cross cultural clashes, and presents tactical challenges. The (B) instance describes the strategies, approaches, and outcomes of these discussions.

PUBLICATION DATE: September 18, 2008 PRODUCT #: 909014-HCB-ENG

This is just an excerpt. This case is aboutĀ GLOBAL BUSINESS

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