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商品編號： 9-909-028 出版日期： 2008/11/18 作者姓名： Sebenius, James K.;Shih-ta Chen, Michael;Samant, Medha 商品類別： Other 商品規格： 27p 再版日期： 地域： China;Hong Kong 產業： Electricity, gas, water & wastewater 個案年度： 2008 -
商品敘述：
To deliver 5-6 major new Chinese joint ventures annually, Hong Kong China Gas executives began extracting cross-border negotiating lessons from their 80 existing Chinese JVs. Chairman Alfred Chan and CEO Peter Wong knew that HKGC''s growth strategy required significant mainland expansion through negotiating joint-ventures to run gas and water distribution systems in diverse urban and rural locations throughout mainland China--often in the face of entrenched local interests who could have blocking power. Discussions with HKGC''s negotiation teams revealed an increasingly sophisticated negotiating approach from target identification and party mapping, to ""social mapping"" and building guanxi, to creative deal design and tactics, in order to most effectively work out issues of equity, management control, territory, and exclusivity.
涵蓋領域：
Negotiation;Cross-cultural relations;International business;Joint ventures
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