ALAN MACCHARLES is a former partner at Monitor Deloitte where he spent almost 28 years in a range of roles and geographies. He previously built a Chinese pre-deal advisory practice to over 100 professionals. Alan advises the C-Suite of multinational clients.

MARK SCHAUB is a senior partner of King & Wood Mallesons and has been working as a lawyer in China since 1993. He is the author of several books in relation to doing business in China. Schaub regularly appears on BBC television and other media outlets.

Preface xi

List of Abbreviations xiii

Section I Why a Joint Venture? 1

Chapter 1 Introduction: Why International Joint Ventures Are So Popular. . . and So Hard 3

Chapter 2 The Washing Machine: How the Jv Formation Process Actually Works 31

Chapter 3 Create a Process: Be Quick, Be Involved and Be Pragmatic 65

Chapter 4 Securing Internal Alignment: How to Avoid Damaging 'own Goals' 105

Section II Preparing a Jv 125

Chapter 5 Good Process Attributes: What Indicates a Negotiation Is Likely to Conclude Successfully? 127

Chapter 6 Options: Small Town Versus Big Town Marriages (or, It Makes Sense to Limit Partner Options) 151

Chapter 7 Know Yourself and Your Proposed Partner 171

Chapter 8 Negotiation Team: How to Assemble a Winning Team and Select the Right Lead Negotiator 195

Chapter 9 Picking An Advisor 213

Section III Negotiation and Aftermath 243

Chapter 10 What Are the Major Commercial Negotiation Points in An Ijv? 245

Chapter 11 The Joint Venture Contract: Negotiating An International Joint Venture Contract 279

Chapter 12 Jv End Stages - Successful Exit, Manageable De-coupling Or Toxic Dispute 317

Appendix A Generic Business Plan Table of Contents 355

Appendix B Task- and Partner-related Criteria Across Studies 359

Appendix C Illustrative Principles Developed Prior to First Negotiation Meeting 363

Appendix D Research Findings Summary 367

References 371

About the Authors 377

Acknowledgments 379

Index 381