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Practical Solutions to Global Business Negotiations by Claude Cellich

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Case A

Chinese Negotiations

East Meets West in Shoe Manufacturing Negotiations

Background

Brown Casual Shoes, Inc., located in Houston, Texas, is a second-generation, family owned company that specializes in casual footwear for men, women, and children. The company has been in operation for 30 years and has manufacturing facilities in Houston, Texas, and Cincinnati, Ohio. Over the years, the company has expanded its operations throughout the United States and Canada. It sells directly to retail shoe stores such as Payless, to discount stores such as Walmart and Kmart, and to wholesale outlets such as Costco. The company prides itself on manufacturing its shoes solely in the United States. Over the past 5 years, the company has felt the impact ...

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