Jang, Sujin; Chua, Roy - In: Negotiation Excellence:Successful Deal Making
In 1988 Komatsu, Japan's leading construction-equipment manufacturer, and Dresser, a giant in the American energy … increasingly difficult for Dresser and Komatsu to stay on the same page, let alone to trust each other. As conflict escalated and … partnership was dissolved. The experience of Komatsu and Dresser is not rare. The business world bristles with stories of …