GROUP ONE
黃家怡
潘筠函
李偉如
吳淑容
莊霈柔
102110069
103110258
103210600
104110474
104120091
America
Japan
Visit
Japan
American
Premier
CBS negotiator
Japanese negotiators
 young
 ambitious
 ask
for many
requirements
 express
opinion bluntly
CBS negotiator
 keep
silence
TWO DAYS LATER
We are sorry for the rude behavior
Japan changed the attitude
and expressed support
Case Analysis
Why do American and Japan
negotiators did not make deal at
first meeting?
Case Analysis
individualist cultures
collectivist cultures
Case Analysis
The number of team member
one person
personal views
development
personal ability
Case Analysis
strong collective consciousness
collective decision-making
sense of security
Case Analysis
feel not respect &
having despising
feeling
because
only one person
Case Analysis
making decision
speed up
cost less $$
more patient
everyone attend
same consciousness
more time
 proud
of most
powerful
country in the
world
CBS negotiator
keep silence
without
any expression
on face

-> not agree

-> thinking

Silence is part
often part of
communication
Case Analysis
speaking
Show
ideas
clearly
American
directly
Personality
free
Ambiguous
Euphemism
expression
offend
American
reckless
Japanese
polite
We are sorry
for the rude
behavior
fully understand Japanese culture – polite way
expecting other to adapt
be like me
more research on culture
avoid disappoint & mistake
CASE TWO
Conversation

The
Deputy President
and the employee

Do the employees
understand the meaning
of the words which the
Deputy President said?
Do they have
the different
ways of
thinking?
Why do the
Chinese employee
avoid to answer
directly?
CASE THREE
USA – Health Snacks
Japan – Toka Foods
Health Snacks was looking for opportunities to enter the Japanese market,
and Toka Foods was well positioned in Japan to facilitate that process.
Toka Foods was interested in gaining access to new technology.
Since Health Snacks was a leader in the adaptation of new technology to
business processes, the joint venture seemed ideal.
At the time of the establishment of the joint venture executives both from
Health Snacks and Toka Food had spent many hour hammering out and
agreement that would help both sides realize their objectives.
After the first six months several disagreements surfaced regarding
the management of the joint venture. One of the issues was who
should get copies of written communications regarding production
schedules and marketing plans. The Americans felt that they were not
sufficiently included in discussions relating to the joint venture. The
Japanese managers were frustrated by the number of requests for
reports from the American side.
The negotiations had been very difficult and had taken much longer
than executives from Health Snacks had anticipated. The Japanese
were slow and deliberate in their approach to the negotiation.
Everything seemed to take a long time, and once the Japanese side
had made up its mind on a point, it was difficult to agree on any
changes. Everything had to go back and be rediscussed by Japanese
executives.
Case Analyses (1)
Why did they fail to communicate?
Case Analyses (2)
How can they work through
Cross-Cultural Communication?