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Business Negotiation Assignment

   

Added on  2020-03-23

12 Pages2389 Words371 Views
Running head: BUSINESS NEGOTIATION-AN INTERNATIONAL PERSPECTIVEBusiness NegotiationName of the Student:Name of the University:Author’s Note:

1BUSINESS NEGOTIATION-AN INTERNATIONAL PERSPECTIVEExecutive SummaryThis case is about a failed negotiation between Japanese Company Osatech and AmericanCompany Videomart. The problems about the case are discussed in introduction. The things thatwent wrong in perspective of international communication due to cultural difference betweenJapan and America are discussed in first part of discussion, the second part of discussion dealswith suggestions as a CEO of the United States Co that would be implanted in the planningprocess of negotiation, setting of climate of the negotiation and at the framing stage ofnegotiation. The report ends with a conclusion which recommends many measures which couldhave made the negotiation process between Osatech and Videomart successful.

2BUSINESS NEGOTIATION-AN INTERNATIONAL PERSPECTIVEContentsIntroduction......................................................................................................................................3Discussion........................................................................................................................................4Planning.................................................................................................................................................6Setting the Climate...............................................................................................................................8Framing of Negotiation........................................................................................................................8Conclusion.......................................................................................................................................9References......................................................................................................................................10

3BUSINESS NEGOTIATION-AN INTERNATIONAL PERSPECTIVEIntroductionThe case is about the issues that evolved during negotiation between Videomart which isAmerica’s top video-game company and aims to get a license agreement which will enable themto sell software to Osatech, the renowned video software company of Japan The issues describedin this case are related to the cross-cultural difference between the Americans and Japanesewhich also determine the difference between the negotiation styles between these countries. TheAmericans plan to strike a business deal really fast and that is why in the second meeting withthe Japanese Company, the Americans discussed about the market share, projected sales,profitability, product needs, delivery date and time schedule. However, the Japanese style ofdoing business is to exchange information and establish relationships. Japanese are cautiousabout striking a business deal as they prefer to build trust before doing business. The culturaldifference between the two countries resulted in a failed negotiation (Adair et al. 2001)Discussion1) From an intercultural communication perspective there are various things that wentwrong in this case. The Japanese team brought with them an engineer who is also a translator.Though the Americans did not understand and speak Japanese, yet they did not bring a translatorin the second round of negotiation meeting. The presence of an engineer and translator in theJapanese team clearly demonstrates the high-context culture of Japan and in this case Japaneseteam wanted to discuss engineering challenges and analyze whether American CompanyVideomart will be the right choice for them to do business. However, the presence of two vicepresidents in the American team of sales and marketing clearly reflects the low-context culture ofAmerica where they divulge information faster than the Japanese and are eager to sign a business

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