case study of international business negotiation

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International Negotiation: Cases and Lessons

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Case Studies

Since ENS was established in 1978, it has become the trusted partner of global brands and large corporations. To understand the pivotal role ENS has played in various industries, here are a few stories of how our programs have transformed the way people and organisations view negotiations and the successful outcomes it has helped achieve.

• Posted by ENS Team

Untangling a $100 million crisis

The possibility of a second five-year marketing agreement between the world's largest producer of a certain commodity and a major trading house looked to be destroyed. Our advisers were called in by the producer company to give process advice, check the quality of preparation and to rehearse the team. The second agreement was signed to the benefit of both parties.

Resurrecting a monopoly relationship critical to delivering shareholder value

Video - ahold delhaize: fact based negotiating using scale to improve buying in europe.

A negotiation case study video about using scale to improve buying in Europe.

Restoring Predictability in a World-wide Commodity Agreement

Achieving cultural shift in workplace agreement negotiations.

A client in the energy industry was faced with complex workplace negotiations and impending hostile strike action. ENS was called in to intervene and facilitate peaceful negotiations between the two parties.

Humanising the Process of Hostile EBA Negotiations

A client in the printing industry needed to conduct three separate negotiations quickly to avoid threatened strike action. We helped all sides to focus on relationship aspects and 'humanise' the process. Negotiations were concluded quickly, industrial action was avoided and the level of hostility significantly reduced.

Strategic Response to a Price Increase Demand

A client received a demand for a cost increase of over 20%. ENS trained the negotiating team and developed a negotiating strategy that focused on identifying and managing risks via structured questioning. After the negotiation, costs were reduced by more than 20% without straining the business relationship.

Empowering Key Staff to Become Effective Negotiators

The client was renegotiating an annual supply contract with a large supplier that set a contract price based on faulty assumptions on upward annual price reviews.

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Please note you do not have access to teaching notes, international business negotiation: automobiles and ships: case study.

Cross Cultural Management: An International Journal

ISSN : 1352-7606

Article publication date: 6 February 2009

The purpose of this case study is to provide an opportunity for students to conduct realistic business analysis applying subject material related to cross‐cultural issues presented in the international business and international management courses.

Design/methodology/approach

The hypothetical case study requires students to participate in a complex international business negotiation while treating cross‐cultural issues. Two profiled hypothetical companies are negotiating to transport product from Japan to the USA. Negotiation issues are identified and national cultural considerations are emphasized.

The case reflects refinements based upon its use during the past few years. Students are provided a realistic experiential exercise. Student feedback indicates a heightened sensitivity to cross‐cultural considerations and business negotiation skills that transcends their assigned textbook readings and traditional testing.

Research limitations/implications

As with any classroom exercise, differences do exist with “real‐world” business practice. Students do not fully appreciate the pressures and tensions experienced by business professionals with respect to selecting a particular revenue stream from a series of potential revenue streams and resource limitations constraining managerial decision making.

Practical implications

The case study provides an experiential exercise for students to apply theories and concepts learned from the textbook and the instructor's lectures.

Originality/value

The case study offers a complex view of the myriad of cross‐cultural considerations inherent in an international business negotiation. The case study provides value to the instructor and the students as it reinforces discipline theories and concepts in a meaningful way creating an active learning environment fostering academic excellence.

• Cross‐cultural management
• Cross‐cultural studies
• International business
• Negotiating
• United States of America

Lombardo, G.A. (2009), "International business negotiation: automobiles and ships: CASE STUDY", Cross Cultural Management: An International Journal , Vol. 16 No. 1, pp. 102-113. https://doi.org/10.1108/13527600910930068

Emerald Group Publishing Limited

Copyright © 2009, Emerald Group Publishing Limited

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Successful International Negotiations

A Practical Guide for Managing Transactions and Deals

• © 2020
• Marc Helmold 0 ,
• Tracy Dathe   ORCID: https://orcid.org/0000-0002-9671-6489 1 ,
• Florian Hummel 2 ,
• Brian Terry 3 ,
• Jan Pieper 4

IUBH Internationale Hochschule, Berlin, Germany

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Holzkirchen, Germany

Regent's University London, London, UK

• Introduces a variety of approaches to conduct successful business negotiations
• Includes specific recommendations for 25 countries around the world with detailed examples
• Emphasizes important cross-cultural aspects for negotiating and deal making

Part of the book series: Management for Professionals (MANAGPROF)

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Table of contents (22 chapters)

Front matter, best-in-class negotiations in the international context.

• Marc Helmold

Prisoners’ Dilemma and Negotiation Types

Competencies and criteria for successful negotiations, negotiations as integral part of the corporate strategy, negotiation execution—value add and the zoma, negotiation concepts, negotiations in different cultures and internationalization.

• Tracy Dathe, Marc Helmold

Business Negotiations in Industry

A-6 concept for successful international negotiations, nonverbal communication, tools for negotiations.

• Marc Helmold, Brian Terry, Florian Hummel

Outsourcing Negotiations

• Brian Terry, Marc Helmold

Negotiations in the Global Economy

Negotiations in companies with financial difficulties.

• Marc Helmold, Tracy Dathe

Negotiations in the Service Industry

• Florian Hummel

Negotiations in Project Management

Negotiations in different countries, negotiations in europe.

• Marc Helmold, Catherine Lee, Agne Aleksandraviciute, Mari Zakaryan, Damiano Filingeri, Daria Vlasova

Negotiations in the Americas

• Marc Helmold, Nisha Becker, Juanira Gonzalez, Maria del Pillar Herrera
• Intercultural negotiations
• Conflict management
• Non-verbal communication
• Negotiation breakthrough
• Communication variations across cultures

About this book

Editors and affiliations.

Marc Helmold, Florian Hummel, Jan Pieper

Tracy Dathe

Regent's University London, London, UK

Brian Terry

About the editors

Marc Helmold  is a professor at the iubh International University (IUBH) at the campus in Berlin. He teaches Bachelor, Master and M.B.A. students in negotiations in the international context, performance management and supply chain management. From 2010 until 2017 he had several positions as the head of supply chain management and procurement in the market leader in the railway industry. In 2016 he has been appointed professor at the iubh in Berlin. 

Tracy Dathe  is a freelance business advisor and lecturer in the fields of financial management and international communication. She owes her expertise in international cooperation not least to her practical experience in the industry. From 2012 to 2016, as CFO of an automotive spare part manufacturer, she was responsible for general commercial management at the German headquarter, as well as for the subsidiaries in China, France, Italy, Sweden, the Czech Republic, Turkey and the USA. 

Brian Terry  is an academic at Regent's University London and director at his own management consultancy. His expertise lies in supply chain management, IT and business process outsourcing. He has worked throughout the world, including North and South America, Western Europe, Japan and Australia. 

Jan Pieper is a professor of business economics & FDI advisor at the iubh university. He received his PhD in economics at Zürich University. 

Bibliographic Information

Book Title : Successful International Negotiations

Book Subtitle : A Practical Guide for Managing Transactions and Deals

Editors : Marc Helmold, Tracy Dathe, Florian Hummel, Brian Terry, Jan Pieper

Series Title : Management for Professionals

DOI : https://doi.org/10.1007/978-3-030-33483-3

Publisher : Springer Cham

eBook Packages : Literature, Cultural and Media Studies , Literature, Cultural and Media Studies (R0)

Copyright Information : Springer Nature Switzerland AG 2020

Hardcover ISBN : 978-3-030-33482-6 Published: 22 January 2020

Softcover ISBN : 978-3-030-33485-7 Published: 22 January 2021

eBook ISBN : 978-3-030-33483-3 Published: 21 January 2020

Series ISSN : 2192-8096

Series E-ISSN : 2192-810X

Edition Number : 1

Number of Pages : XX, 354

Number of Illustrations : 2 b/w illustrations, 111 illustrations in colour

Topics : Global/International Culture , Cross-Cultural Management , Emerging Markets/Globalization , Organizational Studies, Economic Sociology , Management , Cultural Management

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International Business Case Studies For the Multicultural Marketplace

DOI link for International Business Case Studies For the Multicultural Marketplace

Get Citation

This comprehensive guide presents specific, real-life examples of the strategies and tactics used by some of the world's most successful international businesses and organizations to excel in the global marketplace. Divided into six major sections, this important book features more than 30 case studies that span critical issues of international business--globalization; negotiation; marketing; product/service quality; joint ventures and strategic alliances; and culturally diverse workforces. Each case study focuses on a particular company, region, or management style to clearly illustrate proven techniques for capitalizing on the cultural diversity of people, products, and markets. With contributions from more than two dozen business executives and professors, spanning the globe from Japan, to Germany, China to Mexico, this casebook provides a broad spectrum of current and future approaches to acheiving international and cross-cultural business success.

TABLE OF CONTENTS

Part | 138  pages, global strategic alliances, chapter | 10  pages, the new china hotel in beijing, tentative withdrawal from a joint venture, chapter | 12  pages, confronting globalization, chapter | 11  pages, the potato business, chapter | 14  pages, nissan united kingdom, ltd., strategic alliance in india, 7 westel (a), chapter | 8  pages, international gateway company, ltd., chapter | 20  pages, beijing jeep corporation, chapter | 16  pages, orient—u.s. leasing corporation, chapter | 6  pages, kuwaiti/chinese business partnership, part | 33  pages, globalization, chapter | 9  pages, international espionage at ibm hitachi, ltd., motorola analog division, opening a closed city, part | 95  pages, international business negotiations, confrontation or collaboration, chapter | 7  pages, litigation isn't the japanese way, testing solar stoves in mexico, the alpaca industry of peru, chapter | 17  pages, motorola's attempts to increase market share and profits in japan, client development in japan, chapter | 15  pages, anheuser-busch (a), anheuser-busch (b), part | 59  pages, international management, cross-cultural collaboration at eurosys, between a rock and a hard place, ssa mexicana, motorola, inc., cpstg, merck & company, inc., selling development to somalia, part | 53  pages, managing a culturally diverse work force, chapter | 13  pages, managing a culturally diverse work force in a southern african gold mine, managing a diverse work force in indonesia, banking on diversity, the maquiladora industry and mexican unions, part | 21  pages, international service excellence, a quality implementation case, service excellence in the travel industry.

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Home » Case Studies

Case Studies

Researchers and students asked us for case studies, so we delivered. We hope that you're able to learn from these practical examples from around the world. Check out our negotiation training when you're ready to elevate your negotiation capability.

Issues in Negotiation: How to Solve a Problem

Negotiating with WalMart Buyers

How Microsoft Outnegotiated Netscape in the Browser War

Trust Building in a Trilateral China Japan Western Negotiation

Nepal–India Water Negotiations (Power Asymmetry)

Business Expansion Woven From Trust

Camp David Third Party Intervener

The Cost of Death on Chinese Roads

The Panama Canal Negotiations

Contract Renegotiation with the Chilean Government

A Negotiation Case Study: Exploring the Enron Case in India

Scientists and Bureaucrats - Orientation Issues

Gaming in Shanghai

Andorra Versus the European Community (EC)

How Giving Face in China Translates to Negotiation Success

Creative Problem-Solving in Negotiations

Power in Negotiation

Kuwait Invasion Negotiation Perspective

Lehman Leadership Negotiation Rivalry

Chinese Water Selling Negotiation

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Negotiation →

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• 04 Apr 2016

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Negotiation

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