Assignment
Case: Negotiating with Chinese Business Partners.
This case requires you to develop a negotiation strategy in a complex cultural context. While you may never be in a negotiation with a Chinese partner, the concepts and techniques can be applied to other negotiating contexts. The following are the companion articles:
• Graham & Lam (2003) The Chinese Negotiation, Harvard Business Review.
• Fang, T. (2006) Negotiation: The Chinese Style, Journal of Business and Industrial Marketing.
Length: 1000 to 1500 words.
Question:
• Graham and Lam describe the importance of the Zhongjian Ren, or intermediary, in addition to a translator, in all negotiations with Chinese business people. Nowhere does the case mention that the EDC director had developed a Zhongjian Ren, or intermediary, to act as their go-between and guanxi manager for this case.
Was hiring Anne Cheung as a translator enough to ensure the deal progressed successfully? Why or why not? How would you improve the preparation and the handling of the meeting?
• What should the EDC directors do now?
Format your assignment according to the give formatting requirements:
• The answer must be using Times New Roman font (size 12), double spaced, typed, with one-inch margins on all sides.
• The response also includes a cover page containing the student's name, the title of the assignment, the course title, and the date. The cover page is not included in the required page length.
• Also include a reference page. The references and Citations should follow APA format. The reference page is not included in the required page length.