Negotiating important contracts in China : shadow play from start to finish ?

Download the report


Director, EPR (Enterprise Resource Planning), Taïshan, Areva NP

François BRUCKER

Senior Advisor, Control and Command business unit, Areva NP

Seminar Business life | Friday July 3, 2009 - 9h30 - 12h

In order to cope with the marked increase in its energy needs, China is expanding its production of electricity from nuclear power. Having started to operate second-generation power stations which represent the dominant technologies, China has now equipped itself with the necessary know-how and adapted it to specific models. Areva NP is in the process of building two new third-generation reactors in Taïshan. Negotiation of these contracts highlighted certain special features, such as the cultural differences between the French company and the Chinese, the attitudes of Chinese clients which are sometimes disconcerting, and great lack of transparency in the decision-making process. These will be the last reactors constructed by Areva NP in China because the Chinese are ready to make these reactors themselves. They are currently clients but they will undoubtedly become partners in the future, bringing low-cost means of production for the construction of numerous reactors which Areva NP intends to build throughout the world.

The entire article was written by:


This session was published in issue n°80 of the Journal de l'École de Paris du management, entitled Ingéniosité.

Google Analytics cookies
This site uses cookies from Google Analytics, these cookies help us to identify the content that interests you the most and to identify certain malfunctions. Your navigational data on this site is sent to Google Inc.