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The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China Case Solution & Answer

5-6 deliver great new Chinese joint ventures each year, Hong Kong China Gas executives began learning across borders of its 80 existing Chinese joint ventures. Alfred Chan President and CEO Peter Wong knew that the growth strategy requires significant continental expansion HKGC negotiating joint venture to carry out the gas distribution systems and water in various urban and rural areas across China Continental – often in the face of well-established local interests that could have power lock. Discussions with the negotiating teams revealed HKGC identification approach increasingly sophisticated negotiating objectives and mapping of the party, the “social mapping” and building guanxi, very creative and tactical design, to work more effectively in issues of equity, management control, territory and exclusivity.
by
James K. Sebenius,
Michael Shih-ta Chen,
Medha Samant
Source: Harvard Business School
27 pages.
Date Posted: November 18, 2008. Prod #: 909028-PDF-ENG
The Hong Kong and China Gas Company Ltd: negotiating joint ventures in solving the case of China

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