Intercultural Communication Strategies IP
Deliverable Length:
1,000–1,200 words APA Style
One of your vendors that work
closely with your franchise wants to purchase $10 million in materials and
services from suppliers in China, Japan, and South Korea. It was recommended
that the company use an approach to business negotiations that provides a
win-win for both parties. Management was also told they needed to know the
background of the Asian negotiator and that they should use a “middleman” to help
them with the negotiation. Because of your work in China, the vendor would like
your advice in this business dealing.
The middleman stressed the
importance of etiquette and social customs in addition to the win-win model.
What else should the U.S. company (vendor) find out
about each culture before it starts negotiating? What are the differences?How do these Asian countries view contracts?How should the U.S. company (vendor) begin
negotiations?What are the steps as they apply to these 3 countries?Discuss how the company would negotiate using the
win-win model. What sort of strategies would it use?
What trade agreements apply, and how
do they affect the negotiations?
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