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Richmond Engineering in China
內容大綱
Richmond Engineering is a successful Vancouver-based entrepreneurial manufacturer of roadway light poles that has decided to expand into Asia rather than attempting to compete in Eastern Canada or the United States. The process of finding and qualifying leads for joint ventures, the stages for developing an agreement according to Chinese business practice, and the pressures of negotiating with the Chinese are all described in detail.
學習目標
<ul><li>To teach the mechanics of negotiating to build a joint venture relationship in the context of modern China.</li><li>To illustrate the difficulties that smaller entrepreneurial companies have negotiating agreements in promising but very challenging international business environments.</li></ul>This case is suitable for either a comparative management or an international entrepreneurship class. Students have the opportunity to learn the:<ul><li>aspects of the post - Tiananmen Chinese business environment</li><li>difficulties of qualifying and pursuing opportunities in China</li><li>difficulties of operating in China with the limited resources and organizational systems of a small entrepreneurial company</li><li>mechanics of building long-term guanxi relationships in the context of negotiating a Chinese joint venture.</li></ul>