What were the President of Beijing Jeep, Don St. Pierre's unsuccessful and successful problem-solving strategies to spark renewed negotiations with BAW and the government? (Chapter 14)
What norms of Chinese culture explain why some strategies were ineffective or harmful? What positions did Ji Chunhai hold at Beijing Jeep? Why does Ji Chunhai have a confrontation with St. Pierre?
How did St. Pierre use informal politics and personal connections to achieve success?
Thinking about St. Pierre's intuitive use of SOAR, what lessons should IS students take from St. Pierre’s actions?
How were negotiations able to resolve the joint venture's problems? (Chapter 17)
What types of negotiating tactics did both sides employ?
What faction on the Chinese side seem to favor BJ?
What lesson should IS students take from this?
Negative press
High context culture
Ji Chunhai's reaction (pp. 187-88, 249-51)
David Rockefeller’s connections
Letter-writing campaign
Hulan Hawke’s letter to Zhao Ziyang via connections (pp. 186-87)
Deng Xiaoping's protégé
*Zhao Ziyang, Premier
Zhao Ziyang's protégé
*Zhu Rongji, Vice-minister of State Economic Commission 1983-1987
Later becomes important leader
Politburo Standing Committee 1993-2003
Premier 1998-2003
New factional divisions
State planners
Free marketers
Deng Xiaoping, Rank 1
Chair of State Military Commission in formal power structure
Hu Yaobang, Rank 4
Head of informal power structure
Secretary-general of CCP 1980
Chairman of Central Committee 1981
*Zhao Ziyang, Rank 5
Head of formal power structure
Premier 1980
Zig-zag Policies
What faction did Time magazine think was in power in the 1980s?
State Planning: Chen Zutao (Chinese National Automotive Industry)
Market: Zhang Jianmin (Vice Mayor of Beijing)