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Top 10 International Business Negotiation Case Studies

International business negotiation case studies offer insights to business negotiators who face challenges in the realm of cross-cultural business negotiation..

By PON Staff — on July 11th, 2024 / International Negotiation

If you engage in international negotiation , you can improve your odds of success by learning from these 10 well-known international business negotiation case studies:

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• Apple’s Apology in China

When Apple CEO Timothy D. Cook apologized to Apple customers in China for problems arising from Apple’s warranty policy, he promised to rectify the issue. In a negotiation research study, Professor William W. Maddux of INSEAD and his colleagues compared reactions to apologies in the United States and in Japan. They discovered that in “collectivist cultures” such as China and Japan, apologies can be particularly effective in repairing broken trust, regardless of whether the person apologizing is to blame. This may be especially true in a cross-cultural business negotiation such as this one.

• Bangladesh Factory-Safety Agreements

In this negotiation case study, an eight-story factory collapsed in Bangladesh, killing an estimated 1,129 people, most of whom were low-wage garment workers manufacturing goods for foreign retailers. Following the tragedy, companies that outsourced their garment production faced public pressure to improve conditions for foreign workers. Labor unions focused their efforts on persuading Swedish “cheap chic” giant H&M to take the lead on safety improvements. This negotiation case study highlights the pros and cons of all-inclusive, diffuse agreements versus targeted, specific agreements.

• The Microsoft-Nokia Deal

Microsoft made the surprising announcement that it was purchasing Finnish mobile handset maker Nokia for $7.2 billion, a merger aimed at building Microsoft’s mobile and smartphone offerings. The merger faced even more complexity after the ink dried on the contract—namely, the challenges of integrating employees from different cultures. International business negotiation case studies such as this one underscore the difficulties that companies face when attempting to negotiate two different identities.

• The Cyprus Crisis

With the economy of the tiny Mediterranean island nation Cyprus near collapse, the International Monetary Fund (IMF), European Central Bank (ECB), and the European Commission teamed up to offer a 10-billion-euro bailout package contingent on Cyprus provisioning a substantial amount of the money through a one-time tax on ordinary Cypriot bank depositors. The move proved extremely unpopular in Cyprus and protests resulted. The nation’s president was left scrambling for a backup plan. The lesson from international business negotiation case studies such as this? Sometimes the best deal you can get may be better than no deal at all.

• Dissent in the European Union

The European Union (EU) held a summit to address the coordination of economic activities and policies among EU member states. German resistance to such a global deal was strong, and pessimism about a unified EU banking system ran high as a result of the EU financial crisis. The conflict reflects the difficulty of forging  multiparty agreements  during times of stress and crisis.

• North and South Korea Talks Collapse

Negotiations between North Korea and South Korea were supposed to begin in Seoul aimed at lessening tensions between the divided nations. It would have been the highest government dialogue between the two nations in years. Just before negotiations were due to start, however, North Korea complained that it was insulted that the lead negotiator from the South wasn’t higher in status. The conflict escalated, and North Korea ultimately withdrew from the talks. The case highlights the importance of pride and power perceptions in international negotiations.

• Canceled Talks for the U.S. and Russia

Then-U.S. president Barack Obama canceled a scheduled summit with Russian President Vladimir Putin, citing a lack of progress on a variety of negotiations. The announcement came on the heels of Russia’s decision to grant temporary asylum to former National Security Agency contractor Edward Snowden, who made confidential data on American surveillance programs public. From international business negotiation case studies such as this, we can learn strategic reasons for  breaking off ties , if only temporarily, with a counterpart.

• The East China Sea Dispute

In recent years, several nations, including China and Japan, have laid claim to a chain of islands in the East China Sea. China’s creation of an “air defense” zone over the islands led to an international dispute with Japan. International negotiators seeking to resolve complex disputes may gain valuable advice from this negotiation case study, which involves issues of international law as well as perceptions of relative strength or weakness in negotiations.

• An International Deal with Syria

When then-U.S. Secretary of State John Kerry and his Russian counterpart, Sergey Lavrov, announced a deal to prevent the United States from entering the Syrian War, it was contingent on Syrian President Bashar al-Assad’s promise to dismantle his nation’s chemical weapons. Like other real-life negotiation case studies, this one highlights the value of expanding our focus in negotiation.

• A Nuclear Deal with Iran

When the United States and five other world powers announced an interim agreement to temporarily freeze Iran’s nuclear program, the six-month accord, which eventually led to a full-scale agreement in 2015, was designed to give international negotiators time to negotiate a more comprehensive pact that would remove the threat of Iran producing nuclear weapons. As Iranian President Hassan Rouhani insisted that Iran had a sovereign right to enrich uranium, the United States rejected Iran’s claim to having a “right to enrich” but agreed to allow Iran to continue to enrich at a low level, a concession that allowed a deal to emerge.

What international business negotiation case studies in the news have you learned from in recent years?

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• DOI: 10.35678/2539-5645.31.2021.40-52
• Corpus ID: 246465966

NETFLIX: A CASE STUDY ON INTERNATIONAL BUSINESS STRATEGY DEVELOPMENT

• I. Onyusheva , Ann S. Baker
• Published in The EUrASEANs: journal on… 30 November 2021
• Business, Economics, Computer Science

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Internationalization of Business

Cases on Strategy Formulation and Implementation

• © 2018
• Stefan Schmid 0

ESCP Europe, Berlin, Germany

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• Features cases from multiple industries to provide a unique learning experience for students and executives
• Provides a concise up-to-date theoretical overview of internationalization strategies
• Facilitates discussion points in each chapter that make readers apply their knowledge to various real-life situations

Part of the book series: MIR Series in International Business (MIRSIB)

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About this book

This book illustrates the various facets of internationalization in managerial practice, starting with a strategic outline of the many options firms have when formulating internationalization strategies. Designed as a textbook for Bachelor, Master and MBA classrooms, the core of the book consists of six case studies on firms from diverse industries, such as sporting goods, aviation, grocery discount, motorcycle, computer and IT, and fast-food. The cases present a variety of ways of entering and operating in foreign markets, such as export, franchising, joint ventures, strategic alliances, greenfield-investments, acquisitions and mergers. In addition to market entry strategies, the cases provide readers, educators and students with insights into target market strategies, timing strategies, allocation strategies and coordination strategies of well-known companies.

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Case Studies

The theory of international business: the role of economic models.

A review of 50 years of research since Knickerbocker (1973): competitive dynamics in international business

• Case studies in international business
• International business textbook
• Cross-country venture strategy
• International mergers and acquisitions
• M&A strategy
• Strategies of internationalization

Table of contents (7 chapters)

Front matter, strategies of internationalization: an overview.

Stefan Schmid

Adidas and Reebok: Is Acquiring Easier than Integrating?

• Stefan Schmid, Tobias Dauth, Thomas Kotulla, Philipp Leding

Airbus: Managing the Legacy of a Complex International Merger

• Stefan Schmid, Frederic Altfeld

Aldi and Lidl: From Germany to the Rest of the World

• Stefan Schmid, Tobias Dauth, Thomas Kotulla, Fabienne Orban

KTM and Bajaj: An Austrian-Indian Partnership in the Motorcycle Industry

• Stefan Schmid, Simon Mitterreiter

Lenovo: From Chinese Origins to a Global Player

• Stefan Schmid, Cigdem Polat

McDonald’s: Is the Fast Food Icon Reaching the Limits of Growth?

• Stefan Schmid, Adrian Gombert

Editors and Affiliations

About the editor, bibliographic information.

Book Title : Internationalization of Business

Book Subtitle : Cases on Strategy Formulation and Implementation

Editors : Stefan Schmid

Series Title : MIR Series in International Business

DOI : https://doi.org/10.1007/978-3-319-74089-8

Publisher : Springer Cham

eBook Packages : Business and Management , Business and Management (R0)

Copyright Information : Springer International Publishing AG, part of Springer Nature 2018

Hardcover ISBN : 978-3-319-74088-1 Published: 12 January 2019

eBook ISBN : 978-3-319-74089-8 Published: 30 December 2018

Series ISSN : 2511-2244

Series E-ISSN : 2511-2252

Edition Number : 1

Number of Pages : VII, 171

Number of Illustrations : 49 b/w illustrations, 7 illustrations in colour

Topics : International Business , Marketing , Business Strategy/Leadership

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Samsung Electronics: Global strategies

This case study describes how Samsung Electronics transformed into a world-class company and the strategic challenges it faces as it looks to sustain its success in both developed and emerging markets. It has been 20 years since Lee Kun-Hee announced the New Management initiative that played a crucial role in transforming Samsung from a second-tier Korean firm producing low-quality products to a first-rate global electronics firm. In less than two decades, Samsung has become a leading global brand known for innovative products. In 2012, Samsung achieved $188bn in sales, had the leading global market share in the mobile phone and TV businesses, and was the 9th most valuable brand in the world according to Interbrand. A key factor in Samsung’s growth was its push into emerging markets: while other multinational firms were reluctant to enter emerging markets due to risky business environments, Samsung created strong positions in many emerging markets, including the priority markets of China and India. The case provides a platform for exploring how Samsung was able to achieve success in both developed and emerging markets at the same time – a feat that its main competitors such as Nokia and Apple did not achieve. A closer look at the strategic approaches in the key emerging markets of India and China illustrates how Samsung’s performance varied across products and regions. The case also provides an opportunity to discuss the topic of innovation and how multinational companies (MNCs) such as Samsung can come up with solutions to the unique challenges faced by price-sensitive emerging market consumers having to deal with institutional voids. Even though the context is consumer electronics, the lessons that this case provides should appeal to other companies and industries as they seek to strategically position themselves for future challenges and opportunities in both developed and emerging markets.

Our objective in this case is to stimulate discussion and reflection on the following key issues: 1) Organizational transformation: Lee and his top management team led Samsung to prosperity through the New Management initiative that created a more focused, efficient and international organization. 2) Strategic innovation: Samsung achieved success in emerging markets by importing innovations from developed markets and focusing on local innovations and adaptations. 3) Competing in emerging markets: Samsung’s advantages in speed have contributed to its success in developed markets. Can its strengths in speed be helpful in both emerging markets and developed markets at the same time? 4) Sustaining success: Samsung is a leader in key product categories in both developed and emerging markets – can it remain on top in the fast-moving consumer electronics industry in the face of strong global and local competition?

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IMD retains all proprietary interests in its case studies and notes. Without prior written permission, IMD cases and notes may not be reproduced, used, translated, included in books or other publications, distributed in any form or by any means, stored in a database or in other retrieval systems. For additional copyright information related to case studies, please contact Case Services .

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Top 40 Most Popular Case Studies of 2021

Two cases about Hertz claimed top spots in 2021's Top 40 Most Popular Case Studies

Two cases on the uses of debt and equity at Hertz claimed top spots in the CRDT’s (Case Research and Development Team) 2021 top 40 review of cases.

Hertz (A) took the top spot. The case details the financial structure of the rental car company through the end of 2019. Hertz (B), which ranked third in CRDT’s list, describes the company’s struggles during the early part of the COVID pandemic and its eventual need to enter Chapter 11 bankruptcy. 

The success of the Hertz cases was unprecedented for the top 40 list. Usually, cases take a number of years to gain popularity, but the Hertz cases claimed top spots in their first year of release. Hertz (A) also became the first ‘cooked’ case to top the annual review, as all of the other winners had been web-based ‘raw’ cases.

Besides introducing students to the complicated financing required to maintain an enormous fleet of cars, the Hertz cases also expanded the diversity of case protagonists. Kathyrn Marinello was the CEO of Hertz during this period and the CFO, Jamere Jackson is black.

Sandwiched between the two Hertz cases, Coffee 2016, a perennial best seller, finished second. “Glory, Glory, Man United!” a case about an English football team’s IPO made a surprise move to number four.  Cases on search fund boards, the future of malls,  Norway’s Sovereign Wealth fund, Prodigy Finance, the Mayo Clinic, and Cadbury rounded out the top ten.

Other year-end data for 2021 showed:

• Online “raw” case usage remained steady as compared to 2020 with over 35K users from 170 countries and all 50 U.S. states interacting with 196 cases.
• Fifty four percent of raw case users came from outside the U.S..
• The Yale School of Management (SOM) case study directory pages received over 160K page views from 177 countries with approximately a third originating in India followed by the U.S. and the Philippines.
• Twenty-six of the cases in the list are raw cases.
• A third of the cases feature a woman protagonist.
• Orders for Yale SOM case studies increased by almost 50% compared to 2020.
• The top 40 cases were supervised by 19 different Yale SOM faculty members, several supervising multiple cases.

CRDT compiled the Top 40 list by combining data from its case store, Google Analytics, and other measures of interest and adoption.

All of this year’s Top 40 cases are available for purchase from the Yale Management Media store .

And the Top 40 cases studies of 2021 are:

1.   Hertz Global Holdings (A): Uses of Debt and Equity

2.   Coffee 2016

3.   Hertz Global Holdings (B): Uses of Debt and Equity 2020

4.   Glory, Glory Man United!

5.   Search Fund Company Boards: How CEOs Can Build Boards to Help Them Thrive

6.   The Future of Malls: Was Decline Inevitable?

7.   Strategy for Norway's Pension Fund Global

8.   Prodigy Finance

9.   Design at Mayo

10. Cadbury

11. City Hospital Emergency Room

13. Volkswagen

14. Marina Bay Sands

15. Shake Shack IPO

16. Mastercard

17. Netflix

18. Ant Financial

19. AXA: Creating the New CR Metrics

20. IBM Corporate Service Corps

21. Business Leadership in South Africa's 1994 Reforms

22. Alternative Meat Industry

23. Children's Premier

24. Khalil Tawil and Umi (A)

25. Palm Oil 2016

26. Teach For All: Designing a Global Network

27. What's Next? Search Fund Entrepreneurs Reflect on Life After Exit

28. Searching for a Search Fund Structure: A Student Takes a Tour of Various Options

30. Project Sammaan

31. Commonfund ESG

32. Polaroid

33. Connecticut Green Bank 2018: After the Raid

34. FieldFresh Foods

35. The Alibaba Group

36. 360 State Street: Real Options

37. Herman Miller

38. AgBiome

39. Nathan Cummings Foundation

40. Toyota 2010

International Strategy and Leadership: Case Studies Summer Course

Through intensive studies of a well-known international company, we gain valuable insights in order to make proper analysis of the company’s market situation and international opportunities. Based on these analyzes, we create a strategy that must be applicable for markets worldwide. By visiting the company in three different markets and using specific tools, you discuss and learn how to make plans for implementation of the strategy, including considerations about cultural differences.

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Leif h. rasmussen.

Cand.merc. (Copenhagen Business School, 1982). Head of Marketing, Faxe Brewery A/S, 1985-1989. Marketing Director, The Danish Brewery Group A/S, 1990-1996. Sales and Marketing Director, Royal Unibrew, 1997-2007. CEO and Owner, Imexpo. With DIS since 2007.

Peter Friis-Mikkelsen

Master in Law (Copenhagen University, 1991). Past Work experience includes: Partner Group Manager (2002-2005) & Business Manager (2005-2008) both at Microsoft DK; VP Sales at ScanJour A/S (2008-2011), VP Sales Europe at Medical Insight A/S (2011-2012). Current Founder/Partner at COO Consulting (2012-). With DIS since 2016.

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HBS Case Selections

NIO: A Chinese EV Company's Global Strategy

• William C. Kirby
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Target: Responding to the Recession

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Hometown Foods: Changing Price Amid Inflation

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Elon Musk: Balancing Purpose and Risk

Tesla's ceo compensation plan.

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China Rapid Finance: The Collapse of China's P2P Lending Industry

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Forbidden City: Launching a Craft Beer in China

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Booking.com

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Unilever's Response to the Future of Work

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AT&T, Retraining, and the Workforce of Tomorrow

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United Housing - Otis Gates

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The Home Depot: Leadership in Crisis Management

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The Great East Japan Earthquake (B): Fast Retailing Group's Response

• Hirotaka Takeuchi
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Insurer of Last Resort?: The Federal Financial Response to September 11

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Under Armour

• Rory McDonald
• Clayton M. Christensen
• Daniel West
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Hunley, Inc.: Casting for Growth

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Bitfury: Blockchain for Government

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Deutsche Bank: Pursuing Blockchain Opportunities (A)

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Maersk: Betting on Blockchain

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Yum! Brands

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Bharti Airtel in Africa

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Li & Fung 2012

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Sony and the JK Wedding Dance

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United Breaks Guitars

David dao on united airlines.

• Benjamin Edelman
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Marketing Reading: Digital Marketing

• Joseph Davin

Social Strategy at Nike

• Mikolaj Jan Piskorski
• Ryan Johnson

The Tate's Digital Transformation

Social strategy at american express, mellon financial and the bank of new york.

• Carliss Y. Baldwin
• Ryan D. Taliaferro

The Walt Disney Company and Pixar, Inc.: To Acquire or Not to Acquire?

• Juan Alcacer
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Dow's Bid for Rohm and Haas

• Benjamin C. Esty

Finance Reading: The Mergers and Acquisitions Process

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Apple: Privacy vs. Safety? (A)

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Sidewalk Labs: Privacy in a City Built from the Internet Up

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Data Breach at Equifax

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Apple's Core

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Design Thinking and Innovation at Apple

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Apple Inc. in 2012

• Penelope Rossano

Iz-Lynn Chan at Far East Organization (Abridged)

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Barbara Norris: Leading Change in the General Surgery Unit

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Adobe Systems: Working Towards a "Suite" Release (A)

• David A. Thomas
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Home Nursing of North Carolina

Castronics, llc, gemini investors, angie's list: ratings pioneer turns 20.

• Robert J. Dolan

Basecamp: Pricing

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J.C. Penney's "Fair and Square" Pricing Strategy

J.c. penney's 'fair and square' strategy (c): back to the future.

• Jose B. Alvarez

Osaro: Picking the best path

• James Palano
• Bastiane Huang

HubSpot and Motion AI: Chatbot-Enabled CRM

• Thomas Steenburgh

GROW: Using Artificial Intelligence to Screen Human Intelligence

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GitLab and the Future of All-Remote Work (A)

• Prithwiraj Choudhury
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TCS: From Physical Offices to Borderless Work

Creating a virtual internship at goldman sachs.

• Iavor Bojinov
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Starbucks Coffee Company: Transformation and Renewal

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JCPenney: Back in Business

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Arup: Building the Water Cube

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(Re)Building a Global Team: Tariq Khan at Tek

Managing a global team: greg james at sun microsystems, inc. (a).

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Organizational Behavior Reading: Leading Global Teams

Ron ventura at mitchell memorial hospital.

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Anthony Starks at InSiL Therapeutics (A)

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Wolfgang Keller at Konigsbrau-TAK (A)

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The 2010 Chilean Mining Rescue (A)

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IDEO: Human-Centered Service Design

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Midland Energy Resources, Inc.: Cost of Capital

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Globalizing the Cost of Capital and Capital Budgeting at AES

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Cost of Capital at Ameritrade

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Finance Reading: Cost of Capital

Circles: series d financing.

• Paul W. Marshall
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Andreessen Horowitz

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Entrepreneurship Reading: Partnering with Venture Capitalists

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David Neeleman: Flight Path of a Servant Leader (A)

• Matthew D. Breitfelder

Coach Hurley at St. Anthony High School

• Scott A. Snook
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Shapiro Global

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Kathryn McNeil (A)

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Carol Fishman Cohen: Professional Career Reentry (A)

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Alex Montana at ESH Manufacturing Co.

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Michelle Levene (A)

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John and Andrea Rice: Entrepreneurship and Life

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International Business Strategy

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With stagnated demand in many home economies, the need to internationalize and exploit foreign market opportunities has never been more paramount for businesses to succeed at a global level. However, this process raises a number of questions, such as: can firms use their knowledge of one market in the next? Can firms pursue internationalization on several fronts at the same time? How should firms handle cultural and institutional differences between markets?

This textbook provides students with the core research in international business and strategy, including organization, efficiency, external relationships and the challenges found in an increasingly multicultural world. Each part begins with a presentation of the issues and controversies faced in that particular area, followed by a synthesis of the research which provides avenues for future research. To facilitate and encourage further debate and learning, each part also includes at least one original case study.

Compiled by two of the World's leading scholars of international business, and supplemented with critical commentaries and a range of integrative case studies, this comprehensive textbook provides advanced students of international business and strategy with a resource that will be invaluable in their studies and beyond.

TABLE OF CONTENTS

Part | 114  pages, basic concepts of international business, chapter | 7  pages, introduction, chapter | 11  pages, the foreign investment decision process*, chapter | 12  pages, international investment and international trade in the product cycle*, chapter | 27  pages, the uppsala internationalization process model revisited, chapter | 25  pages, the eclectic paradigm as an envelope for economic and business theories of mne activity*, chapter | 23  pages, the internalisation theory of the multinational enterprise, case study i: internationalization of brewery companies, part | 141  pages, global strategy, chapter | 8  pages, chapter | 24  pages, globalisation, economic geography and the strategy of multinational enterprises*, chapter | 21  pages, semiglobalization and international business strategy*, chapter | 31  pages, do regions matter, do managers behave the way theory suggests, chapter | 20  pages, towards more realistic conceptualisations of foreign operation modes*, chapter | 4  pages, case study ii: danone, part | 96  pages, organizing the multinational enterprise, chapter | 16  pages, organizing for worldwide effectiveness, chapter | 19  pages, firm resources and sustained competitive advantage*, knowledge, bargaining power, and the instability of international joint ventures*, mimetic and experiential effects in international marketing alliance formations of us pharmaceuticals firms, chapter | 5  pages, case study iii: renault–nissan–daimlar, part | 117  pages, external relationships, overcoming the liability of foreignness*, chapter | 29  pages, down with mne-centric theories, network view of mncs' socio-political behavior*, chapter | 32  pages, weight versus voice, case study iv: axis communications, culture and international business, chapter | 3  pages, chapter | 14  pages, cultural distance revisited, transforming disadvantages into advantages, merging without alienating, psychic distance and buyer–seller interaction*, case study v: unicre dit group, part | 83  pages, emerging markets, the determinants of chinese outward foreign direct investment*, market driving multinationals and their global sourcing network*, chapter | 17  pages, strategies that fit emerging markets*, chapter | 9  pages, the hidden risks in emerging markets*, case study vi: internationalization of indian pharmaceutical multinationals.

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