Question Details

A company wants to buy $30 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.

The middleman stressed the importance of etiquette and social customs in addition to the win-win model.

    * What else should the U.S. company find out about each culture before it starts negotiating? What are the differences?
    * How do these countries view contracts?
    * How should the U.S. company begin the 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?