To learn how to analyze a negotiation from the perspective of each party when one is a government and the other a private-sector organization; a subpoint here is the difference between short-term and longer-term interests. To address the difficulties of balancing business ethics and financial objectives; an important point here is to address what it means to be ethical in a for-profit business environment. To understand the long-term effects of short-term actions.
Grogan, C. and Brett, J. (2017), "Google and the Government of China: A Case Study in Cross-Cultural Negotiations", Kellogg School of Management Cases. https://doi.org/10.1108/case.kellogg.2016.000140Download as .RIS
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