TABLE OF CONTENTS How would you present your business proposal to a Malaysian client?
Who will decide on your proposal in Indonesia?
How do you negotiate prices with Koreans?
Where will you entertain your Japanese client?
How do you establish trust with your prospective agent in Thailand?
These questions are at the heart of global business success. Today's businesspeople need to master cross-cultural negotiation skills more than ever. In this chapter, through several cross-cultural encounters, you will find valuable tips and skills for dealing with clients, suppliers, partners, and employees from different cultures. We will read about the experiences of John Smith, an American salesman who shows some of the mishaps that can occur when traveling to secure business in Malaysia, Indonesia, Korea, Japan, and Thailand.
You will learn how Malaysians pass the buck, who makes decisions in Indonesia, how to deal with the boss in Korea, and who will end up paying for a $400 Sushi dinner with the Japanese. The chapter will then take you through several cases in negotiating globally, managing global operations, mastering multicultural meetings, negotiating work orders, managing multinational joint ventures, and conducting training sessions across cultures.
John Smith, an American marketing manager, wondered about the probation note he had received from his boss after he returned from a four-week overseas sales trip throughout Asia. He worked for a wholesale distribution outlet that supplied its clients with high-quality clothing and garments based on licenses from top American brands. Due to his...
