Negotiations Case

One of my vendors that work closely with my franchise wants to purchase $10 million in materials and services from suppliers in China, Japan, and South Korea. It was recommended that my company use an approach to business negotiations that provides a win-win for both parties. Management was also told they needed to know the background of the Asian negotiator and that they should use a “middleman” to help them with the negotiation. Because of your work in China, the vendor would like your advice in this business dealing.

The intermediary stressed the importance of etiquette and social customs in addition to the win-win model. The first thing we need to to do is research the company and their culture etiquettes. Then I will need to find the right person to conduct the negotiation and train others members involve information that they will need to know when doing business with this company as to the do’s and don’ts and how to have a win-win business negotiation. Then we should send the company our business information with the person that will be conducting the negotiation rank within our company. This will establish a first step business approach before doing business with one another.

When doing business with China, Japan and South Korea the U.S. vendor must know the social customs as well as each country etiquette for this will play an important role on business negotiation. One should present there company information to each individual that it is seeking business before scheduling a meeting. When looking to do business with one of these countries it is best to know how each conduct negotiation and the right way to introduce oneself. Another key factor is the period when setting up a meeting making sure the time- frame does not conflict with these countries holidays and they have set time for meetings.

How do these Asian countries view contracts?

Asian countries unlike western countries do not view contracts as binding sort of speaking they see a contract as a business relationship only. They believe in changing the contract down the line if it was verbally mistaken or misunderstood. Asian countries believe in period when doing business negotiation, which simply means that they believe in doing the work or supplying the product or service within the specific