MEDLEE: IN PURSUIT OF A HEALTHY JOINT VENTURE – Confidential Instructions for T.S. Lee, Vice President, Lee Medical Supply

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Publication Date:
January 01, 2001

Industry:
Government

Industry:
Pharmaceuticals

Source:
Program on Negotiation at Harvard Law School (PON)

Confidential Instructions for T.S. Lee, Vice President, Lee Medical Supply for product #PON323.

Two-party, four-issue negotiation between representatives of two companies with different national and corporate cultures regarding a possible joint venture. MedDevice, a U.S.-based Fortune 500 company that manufactures high technology medical equipment, and Lee Medical Supply, a small Thailand-based company that distributes medical equipment in Southeast Asia, seek to conclude a joint venture. The venture, to be named MedLee, Ltd., will take the form of a Bangkok sales office that distributes MedDevice brand medical equipment. The CEOs have met and signed a Memorandum of Understanding. They have now instructed their subordinates (Pat Armstrong, the Director of International Strategic Market Research at MedDevice, and T.S. Lee, the Vice President and son of the owner of Lee Medical Supply) to conduct preliminary negotiations on four issues they consider central to the joint venture: decision making, staffing, profit distribution, and a conflict resolution mechanism. MedDevice and Lee Medical Supply differ greatly in their corporate cultures. The respective negotiators must develop a way for companies with such divergent cultures to work together.

This is a role play case.

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MEDLEE: IN PURSUIT OF A HEALTHY JOINT VENTURE – Confidential Instructions for T.S. Lee, Vice President, Lee Medical Supply

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