In 1980s, the Chinese government was planning to buy a new technology developed by K. G. Marwin Inc Trilliamp Process. The government was planning to implement this technology at the ethylene facility in Lanzhou, the capital of Gansu province. Marwin had exceptional negotiation skills, and this helped in a contract with Chinese Government. Marwin recommended Auger-Aiso, a Japanese company the most capable for producing the turbines. However, the Chinese government also invited other manufacturers from United States for the production of machinery. The case discusses the negotiation among these competitors and manufacturers and the Chinese government and how the negotiation was undergone. ...
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