The purpose of this assignment is to try your hand as an international business consultant. The exercise provides practical application of many of the course objectives including identifying cultural patterns, demonstrating how these patterns influence business situations and researching foreign cultures.
Read the following cross-cultural scenario. (adapted from the textbook)
Roger Brown, marketing vice president for an American lumber company, was making a sales presentation to a plywood wholesaler in Tokyo. Roger had just proposed what he considered to be a fair price for a large shipment of first-quality plywood. Much to his amazement, the three Japanese executives did not respond immediately but rather sat across the table with their hands folded and their eyes cast downward, saying nothing. Fifteen seconds passed, then 30, and still no response. Finally, Roger became so exasperated that he said with a good deal of irritation in his voice, “Would you like for me to repeat the offer?” From that point onward, the talks were stalled.
What advice would you give Roger for any future interactions with the Japanese?
In this example, a basic cultural conflict occurs among the parties involved. Using the textbook, Hofstede Insights Country Comparison, GoinGlobal Country Career Guides, state.gov, etc., identify the source of the conflict and suggest how it could have been avoided or minimized.
In at least 300 words answer the following questions:
- What went wrong? (Was there an example of prejudice?)
- Why did it happen?
- What would you recommend to avoid this situation in the future?
Be specific and use the language of the course to support your position. For example, is this conflict related to Power-Distance? Uncertainty Avoidance? How do you know?
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