Browning Haverford Meets Ningbo Prime Dental Care: The Beginning of a Beautiful Friendship?

Nandani Lynton

科研成果: 其它稿件案例

摘要

Catherine Dreyer, leader of Browning Haverford’s implementation team for a new joint venture in China, faces a complex problem. How can she convince the Chinese GM that he must change his way of doing business to transform a successful domestic company into part of a multinational? Browning Haverford is a British company focused on personal hygiene products entering into a joint venture with Ningbo Prime Dental Care Corporation. This case illustrates key cross-cultural management and communication elements in Sino-European cooperation and negotiations, and also raises typical challenges posed by inadequate due diligence in the acquisition of or partnership with a Chinese company. The case is about the common pitfalls of quick deal-making and the complexities of the cross-cultural management issues that arise in such a transaction. This case is often used as the basis for a negotiation simulation that challenges students to adapt their communication style and strategy, and to develop their own viable recommendations for addressing a difficult situation. The case and negotiation simulation (see teaching note) can be used for graduate-level study, EMBAs, and executive programs. It provides an excellent teaching tool in a course on doing business in China, doing business with Europe, or cross-cultural negotiation.
源语言英语
页数6
出版状态已出版 - 1 1月 2010

案例编号

NEG-14-070

案例规范编号

NEG-14-070-CE

案例类型

Field

更新日期

2016-06-18

来源

China Europe International Business School

关键词

  • Acquisition
  • Communication
  • Cross-Cultural Management
  • Multinational Corporation (MNC)
  • Negotiation

案例学科表

  • 综合管理
  • 战略
  • 谈判

案例行业表

  • 制造

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