Negotiation in China: How Universal?

Case Solution

Tao Zhigang, Shangjin Wei, Penelope Chan
University of Hong Kong ()

This is a fictional case where Universal Studios, a large US theme park and resort company, has to negotiate with China’s central government to build its first theme park in the country. Students are divided into groups and each student is assigned a role as one of the negotiators or as an observer. Negotiation topics include the location of the new theme park, ownership structure, size, type of theme zones, employment in local hospitality, and training programs. The case allows students to experience the difficulties of negotiating in an intercultural setting.

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