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.
Q1. What else should the U.S. company find out about each culture before it starts negotiating? What are the differences?
Q2. How do these countries view contracts?
Q3. How should the U.S. company begin the negotiations?
Q4. What are the steps as they apply to these 3 countries?
Q5. Discuss how the company would negotiate using the win-win model. What sort of strategies would it use?
Q6. What trade agreements apply, and how do they affect the negotiations?