international business communications 8

k Type: Individual Project   Deliverable Length: 1,000–1,200 words    
Points Possible: 100   Due Date: 4/28/2014 11:59:59 PM  CT [removed]    

Weekly tasks or assignments (Individual or Group Projects) will be due by Monday and late submissions will be assigned a late penalty in accordance with the late penalty policy found in the syllabus. NOTE: All submission posting times are based on midnight Central Time.

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.

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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?