Negotiating with Chinese Business Partners: What Are You Going to Give Us? Net Present Value (NPV) / MBA Resources

Introduction to Net Present Value (NPV) - What is Net Present Value (NPV) ? How it impacts financial decisions regarding project management?

NPV solution for Negotiating with Chinese Business Partners: What Are You Going to Give Us? case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. Negotiating with Chinese Business Partners: What Are You Going to Give Us? case study is a Harvard Business School (HBR) case study written by Stephen Grainger. The Negotiating with Chinese Business Partners: What Are You Going to Give Us? (referred as “Chinese Travelled” from here on) case study provides evaluation & decision scenario in field of Innovation & Entrepreneurship. It also touches upon business topics such as - Value proposition, Negotiations.

The net present value (NPV) of an investment proposal is the present value of the proposal’s net cash flows less the proposal’s initial cash outflow. If a project’s NPV is greater than or equal to zero, the project should be accepted.

NPV = Present Value of Future Cash Flows LESS Project’s Initial Investment

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Case Description of Negotiating with Chinese Business Partners: What Are You Going to Give Us? Case Study

In 2005, three international information technology professionals formed an international joint venture to design and construct information technology systems for shopping centres and office buildings. Despite being relative newcomers to working in the Chinese marketplace, in 2012, the company won a contract for a large job in China. However, when the company's three directors travelled to China to meet with their Chinese business partners, they encountered several unexpected, questionable situations. Their Chinese business partners were not there to meet them; rather, they had travelled to another country. The three directors met instead with representatives from the Chinese government consortium overseeing the construction project, and these officials pressed the three company directors regarding what they had brought for them. Their limited preparation and lack of contingency plans challenged their ability to maintain respect and move forward. How could they recover the situation and still achieve their goals of a signed contract? Stephen Grainger is affiliated with Edith Cowan University.

Case Authors : Stephen Grainger

Topic : Innovation & Entrepreneurship

Related Areas : Negotiations

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Calculating Net Present Value (NPV) at 6% for Negotiating with Chinese Business Partners: What Are You Going to Give Us? Case Study

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 6 %	Discounted Cash Flows
Year 0	(10013084)	-10013084	-	-
Year 1	3448464	-6564620	3448464	0.9434	3253268
Year 2	3962744	-2601876	7411208	0.89	3526828
Year 3	3975218	1373342	11386426	0.8396	3337670
Year 4	3223813	4597155	14610239	0.7921	2553562
TOTAL			14610239		12671328

The Net Present Value at 6% discount rate is 2658244

In isolation the NPV number doesn't mean much but put in right context then it is one of the best method to evaluate project returns. In this article we will cover -

Different methods of capital budgeting

What is NPV & Formula of NPV,
How it is calculated,
How to use NPV number for project evaluation, and
Scenario Planning given risks and management priorities.

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Capital Budgeting Approaches

Methods of Capital Budgeting

There are four types of capital budgeting techniques that are widely used in the corporate world –

1. Profitability Index
2. Payback Period
3. Net Present Value
4. Internal Rate of Return

Apart from the Payback period method which is an additive method, rest of the methods are based on Discounted Cash Flow technique. Even though cash flow can be calculated based on the nature of the project, for the simplicity of the article we are assuming that all the expected cash flows are realized at the end of the year.

Discounted Cash Flow approaches provide a more objective basis for evaluating and selecting investment projects. They take into consideration both –

1. Magnitude of both incoming and outgoing cash flows – Projects can be capital intensive, time intensive, or both. Chinese Travelled shareholders have preference for diversified projects investment rather than prospective high income from a single capital intensive project.
2. Timing of the expected cash flows – stockholders of Chinese Travelled have higher preference for cash returns over 4-5 years rather than 10-15 years given the nature of the volatility in the industry.

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Formula and Steps to Calculate Net Present Value (NPV) of Negotiating with Chinese Business Partners: What Are You Going to Give Us?

NPV = Net Cash In Flowt1 / (1+r)t1 + Net Cash In Flowt2 / (1+r)t2 + … Net Cash In Flowtn / (1+r)tn
Less Net Cash Out Flowt0 / (1+r)t0

Where t = time period, in this case year 1, year 2 and so on.
r = discount rate or return that could be earned using other safe proposition such as fixed deposit or treasury bond rate. Net Cash In Flow – What the firm will get each year.
Net Cash Out Flow – What the firm needs to invest initially in the project.

Step 1 – Understand the nature of the project and calculate cash flow for each year.
Step 2 – Discount those cash flow based on the discount rate.
Step 3 – Add all the discounted cash flow.
Step 4 – Selection of the project

Why Innovation & Entrepreneurship Managers need to know Financial Tools such as Net Present Value (NPV)?

In our daily workplace we often come across people and colleagues who are just focused on their core competency and targets they have to deliver. For example marketing managers at Chinese Travelled often design programs whose objective is to drive brand awareness and customer reach. But how that 30 point increase in brand awareness or 10 point increase in customer touch points will result into shareholders’ value is not specified.

To overcome such scenarios managers at Chinese Travelled needs to not only know the financial aspect of project management but also needs to have tools to integrate them into part of the project development and monitoring plan.

Calculating Net Present Value (NPV) at 15%

After working through various assumptions we reached a conclusion that risk is far higher than 6%. In a reasonably stable industry with weak competition - 15% discount rate can be a good benchmark.

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 15 %	Discounted Cash Flows
Year 0	(10013084)	-10013084	-	-
Year 1	3448464	-6564620	3448464	0.8696	2998664
Year 2	3962744	-2601876	7411208	0.7561	2996404
Year 3	3975218	1373342	11386426	0.6575	2613770
Year 4	3223813	4597155	14610239	0.5718	1843226
TOTAL					10452064

The Net NPV after 4 years is 438980

(10452064 - 10013084 )

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Calculating Net Present Value (NPV) at 20%

If the risk component is high in the industry then we should go for a higher hurdle rate / discount rate of 20%.

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 20 %	Discounted Cash Flows
Year 0	(10013084)	-10013084	-	-
Year 1	3448464	-6564620	3448464	0.8333	2873720
Year 2	3962744	-2601876	7411208	0.6944	2751906
Year 3	3975218	1373342	11386426	0.5787	2300473
Year 4	3223813	4597155	14610239	0.4823	1554694
TOTAL					9480793

The Net NPV after 4 years is -532291

At 20% discount rate the NPV is negative (9480793 - 10013084 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Chinese Travelled to discount cash flow at lower discount rates such as 15%.

Acceptance Criteria of a Project based on NPV

Simplest Approach – If the investment project of Chinese Travelled has a NPV value higher than Zero then finance managers at Chinese Travelled can ACCEPT the project, otherwise they can reject the project. This means that project will deliver higher returns over the period of time than any alternate investment strategy.

In theory if the required rate of return or discount rate is chosen correctly by finance managers at Chinese Travelled, then the stock price of the Chinese Travelled should change by same amount of the NPV. In real world we know that share price also reflects various other factors that can be related to both macro and micro environment.

In the same vein – accepting the project with zero NPV should result in stagnant share price. Finance managers use discount rates as a measure of risk components in the project execution process.

Sensitivity Analysis

Project selection is often a far more complex decision than just choosing it based on the NPV number. Finance managers at Chinese Travelled should conduct a sensitivity analysis to better understand not only the inherent risk of the projects but also how those risks can be either factored in or mitigated during the project execution. Sensitivity analysis helps in –

What will be a multi year spillover effect of various taxation regulations.

What can impact the cash flow of the project.

What are the key aspects of the projects that need to be monitored, refined, and retuned for continuous delivery of projected cash flows.

What are the uncertainties surrounding the project Initial Cash Outlay (ICO’s). ICO’s often have several different components such as land, machinery, building, and other equipment.

Understanding of risks involved in the project.

Some of the assumptions while using the Discounted Cash Flow Methods –

Projects are assumed to be Mutually Exclusive – This is seldom the came in modern day giant organizations where projects are often inter-related and rejecting a project solely based on NPV can result in sunk cost from a related project.

Independent projects have independent cash flows – As explained in the marketing project – though the project may look independent but in reality it is not as the brand awareness project can be closely associated with the spending on sales promotions and product specific advertising.

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Negotiation Strategy of Negotiating with Chinese Business Partners: What Are You Going to Give Us?

References & Further Readings

Stephen Grainger (2018), "Negotiating with Chinese Business Partners: What Are You Going to Give Us? Harvard Business Review Case Study. Published by HBR Publications.