An Analysis of International Business Negotiation: A case study of Toshiba and Western Digital
Yuichiro Yamamoto （Meiji University）
This paper is an attempt to analyze an issue of international business negotiation by looking at
the case of negotiation between Toshiba, a Japanese major electric manufacturing conglomerate and Western Digital Corp.（WD), an American storage company. WD became a parent company of SanDisk Corp.（SD), which has a joint venture of memory chip business with Toshiba memory in Japan. WD and Toshiba have negotiated over a sale of Toshiba’ s memory business for about a year in 2017.
The approach of this study is to investigate whether it was necessary to negotiate and they are
making an effective or meaningful negotiation until their settlement in December 2017 after legal dispute started in May 2017.
The results of this study indicate that business partners should try to consider their interest
and mutual benefit in the joint venture business first and consider the necessity of the legal
dispute although a legal dispute may be effective as a strategic tool to achieve an interest in the business venture. This analysis will give an overview of an international business negotiation framework to achieve a meaningful solution while avoiding any problems.