A team members of three work for a company in midwestern part of the United States that manufactures bathroom fixtures such as sinks, toilets', and bathtubs. your company's senior management has decided to make serious effort to expand sales of its fixtures into the Chinese market. and to begin the process, your team has been chosen to make a 10 days trip to Beijing and Shanghai to meet with the purchasing executives at half-dozen Chines residential and commercial real estate construction development. In the discussion; 1. emphasis is place on trust and Mutual connections, 2.the Chinese are interested in ling term benefits. 3. Chinese seem to have compelling need to dwell on the subject of friendship, 4. initial business meeting are devoted to pleasantries such as serving tea and chitchat, 5 so as not to lose, Chinese prefer to negotiate through an intermediary. 6. the Chinese are sensitives to national slights and are still addicted to propagandistic slogans and codes, 7. the Chinese are well aware of Americans' reputation for impatience. they will often take their time in decision making to gain an advantage in negotiations, 8.the Chinese generally believe that foreign businesspersons will be highly qualified technically in their specific area of expertise. 9. Chinese posture becomes rigid whenever they feel their goals are being compromised. 10. once Chinese decide upon who and what in the best they show great steadfastness. 11. Foreigners should not focus on the individual Chinese person but rather on the group of individuals who are working for a particular goal. 12. in negotiation wit the Chinese, nothing should be considered final until it is has been actually realized. A) what business Strategy will the Negotiation process be with the Chinese Purchasing executives. when it comes to Hofstede's frame work with America and Chinese culture when it comes to long term and short terms culture. B) give some theories from Organizational behavior point of view.
A team members of three work for a company in midwestern part of the United States that manufactures bathroom fixtures such as sinks, toilets', and bathtubs. your company's senior management has decided to make serious effort to expand sales of its fixtures into the Chinese market. and to begin the process, your team has been chosen to make a 10 days trip to Beijing and Shanghai to meet with the purchasing executives at half-dozen Chines residential and commercial real estate construction development. In the discussion; 1. emphasis is place on trust and Mutual connections, 2.the Chinese are interested in ling term benefits. 3. Chinese seem to have compelling need to dwell on the subject of friendship, 4. initial business meeting are devoted to pleasantries such as serving tea and chitchat, 5 so as not to lose, Chinese prefer to negotiate through an intermediary. 6. the Chinese are sensitives to national slights and are still addicted to propagandistic slogans and codes, 7. the Chinese are well aware of Americans' reputation for impatience. they will often take their time in decision making to gain an advantage in negotiations, 8.the Chinese generally believe that foreign businesspersons will be highly qualified technically in their specific area of expertise. 9. Chinese posture becomes rigid whenever they feel their goals are being compromised. 10. once Chinese decide upon who and what in the best they show great steadfastness. 11. Foreigners should not focus on the individual Chinese person but rather on the group of individuals who are working for a particular goal. 12. in negotiation wit the Chinese, nothing should be considered final until it is has been actually realized. A) what business Strategy will the Negotiation process be with the Chinese Purchasing executives. when it comes to Hofstede's frame work with America and Chinese culture when it comes to long term and short terms culture. B) give some theories from Organizational behavior point of view.
Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment
Section: Chapter Questions
Problem 1CE
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A team members of three work for a company in midwestern part of the United States that manufactures bathroom fixtures such as sinks, toilets', and bathtubs. your company's senior management has decided to make serious effort to expand sales of its fixtures into the Chinese market. and to begin the process, your team has been chosen to make a 10 days trip to Beijing and Shanghai to meet with the purchasing executives at half-dozen Chines residential and commercial real estate construction development. In the discussion; 1. emphasis is place on trust and Mutual connections, 2.the Chinese are interested in ling term benefits. 3. Chinese seem to have compelling need to dwell on the subject of friendship, 4. initial business meeting are devoted to pleasantries such as serving tea and chitchat, 5 so as not to lose, Chinese prefer to negotiate through an intermediary. 6. the Chinese are sensitives to national slights and are still addicted to propagandistic slogans and codes, 7. the Chinese are well aware of Americans' reputation for impatience. they will often take their time in decision making to gain an advantage in negotiations, 8.the Chinese generally believe that foreign businesspersons will be highly qualified technically in their specific area of expertise. 9. Chinese posture becomes rigid whenever they feel their goals are being compromised. 10. once Chinese decide upon who and what in the best they show great steadfastness. 11. Foreigners should not focus on the individual Chinese person but rather on the group of individuals who are working for a particular goal. 12. in negotiation wit the Chinese, nothing should be considered final until it is has been actually realized. A) what business Strategy will the Negotiation process be with the Chinese Purchasing executives. when it comes to Hofstede's frame work with America and Chinese culture when it comes to long term and short terms culture. B) give some theories from Organizational behavior point of view.
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