Instruction for Intercultural Negotiation

This case study should be approximately 2 pages in length, typewritten, double spaced, proofread, and your own work.

The experience of Canwall in China illustrates cultural priorities and shows an outcome that was not what the Canadians had expected. It is important for negotiators to understand their counterparts and balance the need for enforceable agreements on the one hand with need for nurturing trusting relationships on others. Time magazine, nearly two decades ago, ran this statement:
The successful negotiation between Japanese and Western business usually ends up looking very much like one between two Japanese.

I. Read the case carefully and answer the following two questions in your case study:
1. What cultural factors that worked against the Canadians in terms of intercultural communication competence? (name at least 2 factors) (10 points)

2. If you were hired as their intercultural consultant, what advice would your give based on your knowledge of culture and intercultural communication from this class?

 
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