Abstract

This is a fictitious case in which Universal Studies, a major U.S. theme parks and resorts company, has to negotiate with China's central government to build its first theme park in the country. Students are divided into groups and each student is assigned a role as one of the negotiators or as an observer. The topics covered in the negotiation include the new theme park's location, ownership structure, size, nature of theme zones, local employment and hospitality training programmes. The case allows students to experience the difficulties of conducting negotiations in a cross-cultural setting.

Citation

Zhigang, Tao, Shang-Jin Wei, and Penelope Chan. Negotiation in China: How Universal? Cambridge, MA: Harvard Business Review, September 2010.

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