Abstract
Question 1
The first part of the essay deals with the pros of the negotiation enumerating what was good and why. The second part will deal with the negative points or the cons listing out what were the reasons for failure and recommendations to alleviate the effects of these failures.
Question 2
This text deals with the Hutchisons' strategies and mistakes done by Cardno with respect to Hutchison. There are two main reasons why Cardno won the projects. Each part deals with one of these reasons and also explains Cardno's flaws. The first positive point of Cardno's behavior is that they have negotiated with the Indonesians for 20 years and now know how to deal with them. Cardno had studied their way of life, their culture and the differences between the two cultures. Indonesians give high regard and respect their fellow countrymen. The age and the social position of the foreign partner is considered very important too. It has been proved that social positions can have a real impact on the business relationship; it improves it.
