One of your vendors that work closely with your franchise wants to purchase $10 million in materials and services from suppliers in China, Japan, and South Korea. It was recommended that the 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.
- What else should the U.S. company (vendor) find out about each culture before it starts negotiating? What are the differences?
- How do these Asian countries view contracts?
- How should the U.S. company (vendor) begin