International Business Communications
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?
| Objective:
|
Discuss various styles of verbal communications and how different cultures use them.
Explain how language affects communication. Explain how different cultures influence the negotiation process. Identify regional, international, and cultural differences in communications. Describe intercultural communication processes and list ways to develop effective intercultural communication skills. Review effective cross-cultural approaches, styles, and tones of written and oral business communications. Synthesize ways to improve communications with people whose first language is something other than English. Use effective communication techniques. |
| Comments: | This exercise begins to bring in all of the different issues of communicating interculturally. The students should discuss the mindsets of each culture including the different economic, political, educational, social, hierarchical, and interactive systems. They should also bring up the different types of attitudes in each country (i.e., attitudes toward women; work; ethics; religion; whether they are individualistic or collective; and the type of language, including verbal and nonverbal). They should also look at the way they perceive contracts: for example, are they just guidelines or the letter of the law? Then, with all of this information about these cultures, the students should discuss how they would begin negotiations, the steps involved, and background about the win-win model. They also need to investigate the trade agreements in these countries to see how they will help or hinder business. |
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