Intercultural Communication: Analysis of a Failed Business Negotiation

This report analyzes a case study of a failed negotiation between Videomart (American) and Osatech (Japanese) companies, focusing on the intercultural communication perspectives. The analysis explores the communication barriers, cultural differences, and stereotypes that led to the breakdown of the negotiation. The report examines the root causes of the issues, such as differing management cultures, assumptions, and lack of understanding of each other's business practices. The student offers insights into how the negotiation could have been handled differently, particularly from the perspective of the American CEO, emphasizing the importance of patience, understanding cultural nuances, and adapting communication strategies. The report concludes with a discussion of the impact of cultural supremacy, differing perceptions, and the role of effective communication in international business deals.

INTER CULTURAL COMMUNICATION PERSPECTIVE 1
Inter cultural Communication Perspective
Student’s Name
Institution Affiliation
Date
Question.1

INTER CULTURAL COMMUNICATION PERSPECTIVE 2
What went wrong (from an inter cultural communication perspective)?
Following the origin of the two companies based on different nations with diverse
management culture, it was possible to initiate a negotiation process at risk of perception
interference. The barrier contributed by the factor of knowledge exists between the two parties
and the availability of sophistication. Culture supremacy between the two nations that is Japan
and America added much difficulty in understanding between these two nations. The behavior of
the two different races controlled the way of their thinking and their norms as well. The
Americans company being superior, they had full control of the business. Their conscious
informed them that they were the best thinkers with ethical norms and behavior; hence they
deserved to lead in the deal (Piller, 2017).
The representatives of these companies had the wrong stereotype that made it difficult to
come into conclusion. Each company appears to had informed opinion during presentation and
this affected how the deal had to reach into an agreement. Even though the Japanese were to reap
much from the contract, it was difficult to change their stand. They had already set a negative
attitude towards each other. Moreover, the Japanese were determined to distance themselves
from the agreement and avoided the American deal on grounds of insatisfication with the terms
(Jandt, 2017).
Question.2
How would you have handled the negotiation if you had been the Chief Executive Officer of the
United States Co.?
As the chief executive officer of the United States Co., I would start preparing on the best
deal to use as a persuasive power for the Japanese to see our presentation as a favorable for their
demands that can deliver to them a maximized profit to their company. Through this, as a

INTER CULTURAL COMMUNICATION PERSPECTIVE 3
company we had to develop patience for the Japanese company to digest our reasoning and reach
a sound judgment. Additionally, I would have taken into account all the assumptions in the
agreement to allow for effective communication with the Japanese (Barker, 2016). The
negotiation could be possible through learning of other people’s beliefs and their perception on
various issues surrounding any particular agreement. Hence, I would have focused much more
on the culture, traditions and beliefs of the Japanese before entering into the deal. Most
importantly, as the chief executive officer I would accept the Japanese offer to give time to
analyze the progress of the deal and make further adjustment later.

INTER CULTURAL COMMUNICATION PERSPECTIVE 4
References
Barker, G. G. (2016). Cross-cultural perspectives on intercultural communication
competence. Journal of Intercultural Communication Research, 45(1), 13-30.
Gallois, C., & Giles, H. (2015). Communication accommodation theory. The international
encyclopedia of language and social interaction, 1-18.
Jandt, F. E. (2017). An introduction to intercultural communication: Identities in a global
community. Sage Publications.
Piller, I. (2017). Intercultural communication: A critical introduction. Edinburgh University
Press.