Integrative Negotiation Process:
There were issues in this negotiation, which were optima for both sides without much negotiation. The amount of infrastructure that the Chinese could provide and the scholarships for the Chinese Students. There were not big issues and benefited both parties.
Creating Options:
The Fa Rong created a good share of the options: There were issues such as the 51% ownership, which was not negotiable, but the option of having joint decision making capability was. The design specification issue was not really clarified in the final contract. This could come back to haunt the negotiation team in the future. We know that the American team could not provide the most up-to-date technology due to restrictions of the American government, but the final issue of exactly what would be forthcoming was not resolved. The issue of the 7.5 million to 10 million equity was resolved by the fact that the Chinese government would pay ½ the housing if the equity......
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