Joint Venture is a Journey: DKU Library’s Author Talk with Industry Leaders

On March 13, 2025, Duke Kunshan University (DKU) Library hosted a thought-provoking event titled “Unlocking International Joint Ventures: A Face-to-Face with Industry Leaders” as part of the DKU Library Author Talk Series. The event gathered a diverse audience of business professionals, students, and academics eager to gain insights into the complexities of international joint ventures (JVs).

This panel discussion featured Dr. Alan MacCharles, Senior Director of Executive Education and Lifelong Learning at DKU, and Mr. Mark Schaub, International Partner at King & Wood Mallesons. Dr. Tim Klatte, Partner and Head of Forensic Advisory Services at Grant Thornton Shanghai, moderated the session. The event opened with remarks from Dr. John Quelch, Executive Vice Chancellor at DKU and John deButts Professor of Practice at Duke University’s Fuqua School of Business.

Mengjie Zou, Interim University Librarian and Research and Instruction Librarian at DKU, warmly welcomed the distinguished speakers. With the publication of Unlocking International Joint Ventures: Keys to Formation Success through Cultural, Commercial, and Legal Decision-Making co-authored by Dr. MacCharles and Mr. Schaub, she also took the opportunity to highlight the DKU Author Works Collection, located in the Library’s first-floor east lounge, where the physical book is now available.

In his opening remarks, Dr. Quelch praised the book as the “most important and strategic work on international joint ventures”. He emphasized the critical role of communication in establishing trust between JV partners, noting that without effective communication, the foundation for a successful collaboration quickly erodes. This theme of communication being the cornerstone of trust resonated throughout the panel.

A key takeaway from the panel was the importance of understanding differences in cross-border partnerships. Dr. MacCharles shared a case about a challenging JV between a U.S. and a Chinese company, where the American side misinterpreted the nature of the partnership. The U.S. partner’s treating the venture like a merger and acquisition (M&A) deal led to frustration and a lack of cooperation from the Chinese side. He drew an analogy between JVs and marriage, emphasizing that they involve collaboration, shared risks, and mutual rewards, rather than one party assuming control.

Mr. Schaub, who has advised on major cross-border mergers and acquisitions, added that successful collaboration does not require both cultures to think similar from the start. Instead, he stressed the importance of understanding each partner’s values and working styles to ensure smooth cooperation. For instance, Chinese companies tend to be more flexible and willing to adapt, while German companies are often more rigid in their commitment to plans. Recognizing these differences upfront can help prevent misunderstandings and build a more effective working relationship.

The discussion also highlighted the critical role of negotiation in joint ventures. Dr. Klatte posed the question of what makes a good negotiator and how they can influence the success of a JV. Both authors agreed that skilled negotiators are essential for structuring favorable terms and ensuring long-term collaboration. They emphasized that the best negotiators are those who are not only experienced but also deeply motivated to make the partnership work. Mr. Schaub noted that for Chinese companies expanding internationally, it is crucial not only to find professionals who understand the local culture but also to have someone who truly understands the needs and desires of Chinese companies.

Beyond strategic insights, the panel provided practical advice on managing the legal and contractual aspects of joint ventures. Dr. MacCharles and Mr. Schaub shared real-world cases and solutions from their JV experiences. They underscored the importance of having an experienced legal team to navigate the often-complex regulatory landscape of international business, and also highlighted the necessity of tailoring JV contracts to align with both business objectives and local government regulations.

The event concluded with a Q&A session, offering further reflections on the evolving nature of international joint ventures. Dr. MacCharles and Mr. Schaub reiterated that no two joint ventures are alike. Each partnership is unique, requiring careful consideration of cultural, commercial, and legal factors to ensure success. They expressed hope that their book would not only serve as a valuable resource for professionals but also as a guide for business/management students, equipping future business leaders with a deeper understanding of the complexities of international joint ventures.

About the Authors

Dr. Alan MacCharles

• Senior Director of Executive Education and Lifelong Learning, Duke Kunshan University
• Dr. MacCharles joined Duke Kunshan University in November 2024 to lead the development of client programs and deeper integration of Executive Education and Lifelong Learning. Prior to joining DKU, he had a career spanning almost 28 years with Deloitte, the last 18 of which were in China where he was Strategy and M&A partner. Over his career, he has been involved in dozens of joint venture formations, hundreds of commercial due diligence projects, and numerous strategy engagements. His clients have spanned financial services, life sciences, hospitality and manufacturing.

Mr. Mark Schaub

• International Partner, King & Wood Mallesons
• Mark Schaub, co-author of Unlocking International Joint Ventures, specializes in foreign direct investment, cross-border M&A, intellectual property, and private equity in China. Lived full time in Shanghai from 1993 to 2018, he was the first foreign lawyer at King & Wood Mallesons in 2000. He has advised on projects worth over USD 20 billion across sectors like automotive, autonomous cars, consumer, life sciences manufacturing and tech, with deals ranging from USD 500,000 to over USD1 billion.