商务英语阅读材料资料3文档.docVIP

PAGE PAGE 8 材料 3 Selling Water for China by Dr Bob March This negotiation case is published with permission from Dr Bob Marchs excellent book Chinese Negotiator. Overview Acqua International (AQ) is a Europe-based multinational company that has interests in water and other environment-related businesses. In China, the company has joint ventures with medium-size and large municipalities to produce potable water. To increase its investments in China, the AQ Group arranged, through its local subsidiary Pacific Acqua International (PAQ), to enter into a strategic alliance with Tak Foy and Co.