Google and the Chinese Government: A Case Study in Cross-Cultural Negotiations Develop a Negotiation Planning Document Using the Kellogg Format in Exhibit 11 Google Number Chinese Government Purpose of Negotiation Priority: 1 Position: Focus on profit and brand management Priority: 2 Position: Technological and economic gain Interests: A population of 1.3 billion and a growing economy make the Chinese market extremely important to Google takes action: Wants Google to provide its citizens and companies access to the best technology, ultimately achieving technological parity with the United States. Furthermore, China knows that the national economy will improve due to access and use of the Internet. Level of Censorship Priority: 2 Position: Does not want to comply with the level of censorship required by China Priority: 1 Position: Requires Google to comply with the Chinese level of censorship Interests: Google's image in the media and among investors will be seriously damaged if it takes action antithetically to his philosophy of "Don't be evil". It could have negative repercussions on the future prosperity of the company. Interests: Chinese leaders want to improve their nation's economy while preserving political stability. They want to censor political discussions to prevent the "Westernization" of China, Timeline for Google's takeover of Chinese dominance. Priority: 3 Position: Google wants to acquire ".cn" as soon as possible before companies from other countries intervene. Priority: 4 Position: China also wants to collaborate with Google as soon as possible, but it is not so urgent for China, interests: the sooner it manages to distance itself from its American roots by adopting the ".cn" domain, the sooner it will become a member of Google . "in-group" in Chinese cul...... middle of paper ...... that Yahoo faced when information turned over to the Chinese government was used to sentence people to prison terms. By complying with the Chinese government but also having such protective features, Google can enter the Chinese market and maximize its profits while minimizing harmful effects while differentiating itself from other companies such as Yahoo and MSN. Furthermore, China will be able to obtain economic and technological advantages by collaborating with Google while continuing to control public opinion. By limiting Google through censorship, with minimal compromises on some services, China will be able to assert its status as an independent player in the global market as well. Work Cited: James S. O'Rourke IV, Brynn Harris, Allison Ogilvy: Google in China: Government Censorship and Corporate Reputation Journal of Business Strategy Vol. 28N. 2 2007