Hong Kong Disneyland, a joint venture between the Walt Disney Company and the Hong Kong government, was conceived during the Asian financial crisis as a strategy for making Hong Kong a major tourist destination and providing Disney with a foothold into the potentially lucrative China market....

Entering into cross-cultural negotiations is a bit like heading out as the captain of the Titanic. When surveying the negotiation terrain, you will easily spot the most evident parts of culture — food, music, history, art, literature, and language — these are the tips of the icebergs...

The Paris Peace Conference at the end of World War I surely ranks among the most costly of diplomatic failures, a “peace to end all peace” (Fromkin, 1992). After he directly contributed to some of the early mistakes made by the American delegation, Walter Lippmann observed these errors...

In early 2010, the Renault–Nissan Alliance was the fourth largest automotive group in the world. With 350,000 employees and operations in 190 countries, the Alliance had sold 6.1 million vehicles — more than 9% of the world total — and taken in revenue of €86.5 billion (US$120 billion)...

In 1988 Komatsu, Japan's leading construction-equipment manufacturer, and Dresser, a giant in the American energy industry, combined their resources in a joint venture. The partnership was seen as a match made in heaven; the companies expected it to create what they called “a mountain of...

You have been getting erratic performance from your mobile handset the last few days and you decide to bring it back to the mobile service provider for repairs. At the customer service counter, the service representative examined the equipment and informed you that you have violated the warranty...

While a great deal has been written about negotiation styles in Japan (Graham, 1984; March, 1988; Kramer, 1989) and in China (Pye, 1982; Blackman, 1997; Faure, 1998; Fang, 1999), negotiation in India appears to be the poor cousin as far as the negotiation literature goes. The scant attention, however, is surprising...

Omnicorp Technologies has scheduled its annual strategy and budgeting retreat. Once a year the organization's directors convene for discussion of resources and strategic planning. This is a time for negotiating — for the organization, for one's department, or sometimes for one's own self...

Negotiators striving for excellence, whether in business, politics, or family interactions, need to take into account the emotional dynamics they frequently witness and experience as they navigate complex interdependent agreements. This is not always easy as negotiations are challenging social...