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Negotiating a supply contract in China. Case comment: Negotiating a supply contract in China
Author(s) -
Chen Min,
Nudelman Robert
Publication year - 2008
Publication title -
thunderbird international business review
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.553
H-Index - 37
eISSN - 1520-6874
pISSN - 1096-4762
DOI - 10.1002/tie.20204
Subject(s) - negotiation , bric , china , context (archaeology) , business , supply chain , process (computing) , emerging markets , marketing , political science , finance , law , paleontology , biology , computer science , operating system
This case highlights the challenges inherent in strategy implementation in the Brazil, Russia, India, and China (BRIC) context, especially the impact of cultural context on the negotiation process. It also illustrates the role that multiple providers within a global supply chain can play in strengthening a negotiator's hand. The accompanying commentary from Robert Nudelman, an executive with extensive business development experience in Asia, offers suggestions for companies contemplating market entry into China, including the importance of having the right people involved in a negotiation. He also emphasizes the importance of prenegotiation planning to the outcome of the negotiation. © 2008 Wiley Periodicals, Inc.