IBUS 592 Ivey Business School Negotiating Production in China

Answer those questions one by one. At least 600 words.

The fact that Lim was the only English-speaking member of TNE meant that she could keep all communications to herself. What actions by Skutis eventually uncovered the problem? What strategies would you suggest Skutis—and any other international company developing a relationship with a Chinese company—should follow to prevent this becoming an issue?
What mistakes did Jurgens and his team make in their negotiations with TNE? What effect might those mistakes have on the company’s relationship with future manufacturers?
What is the likelihood that Skutis will receive compensation from TNE through the legal case? What are the strengths and weaknesses of the Skutis legal case?
4.What actions could Jurgens and his team have taken to improve outcomes and avoid many of the problems they encountered?

5.What characteristics of negotiation can one expect to uncover when negotiating with the Chinese in business. Were any of these evident in the case?

6.What decisions should Skutis make at the 2017 strategic planning meeting?

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