Reference no: EM133162604
Simulation
Maltavan Briefing Sheet
You are representatives of Daijo Electronics. Two representatives of a Canadian company have requested a meeting. You are unaware of their purpose, status, or rank. One of you is Batori daijo - the founder and current president of the company. It is part of Maltavan culture that the top executive attend any new business contact meeting. It is expected - of course - that any other respectable company would follow the same practice. Batori Daijo is accompanied by two junior associates. These associates are Batori's subordinates and treat the president with great respect; never sitting without permission, never questioning the president's line of thought, and always looking after the company's best interests. The associates will do much of the talking for Batori especially if the Canadian representatives are of a lesser rank than the president is.
Maltavan culture is a high power-distance culture. Power rests in the hands of the few, and their authority is greatly respected. Maltavan culture also has some unique attributes: subordinates should never sit until permission is granted if in the presence of those of a superior rank -it is considered a sign of great disrespect. For this reason, no one in Maltavan culture is allowed to sit until his rank/relation to others has been determined. To sit without this protocol is viewed as being rude and uncivilized. The handshake is unknown. Instead, Maltavans greet each other by crossing two hands (palms out) in front of their face. Direct eye contact is usually very limited. Maltavans like to discuss personal issues such as family before concluding any business deals. Maltavans use this approach as a way to judge the character of the outsiders. Lastly, Maltavans consider anyone who criticizes superiors to be of questionable character and unworthy of being trusted.
It is likely that the Canadians will offer your company some kind of deal. Your company is well known for its quality computer parts, which you sell at a reasonable price for $420,000 for 10,000 units. You used to sell them for $400,000 for 10,000 units but found that you could easily get a better price. It costs your company $375,000 to produce the parts so any price over $400,000 is a good price. Also, it is a tradition to "haggle" in Maltavan culture. Thus, the first price that is offered is never the price agreed on.
Maltavans believe that a price should always be negotiated slowly and will refuse any initial offers even if they are good offers. It is acceptable for your company to ship the parts to another company with just a small down payment, but this kind of treatment is reserved for the most trustworthy and respectable individuals and companies, with which you have a pre-existing relationship. No deals will be concluded with untrustworthy characters or those who have shown disrespect to the company or to its president. Whatever your answer, you will show your guest respect by listening to them for at least several minutes and will always treat them respectfully, regardless of their behavior.
- What assumptions do you currently have about the other perspective?
- What types of considerations, communication methods, actions or otherwise do you believe will be important for you to use or pay attention to when you interact with the other perspective?
- What do you think the other perspective may be thinking about you?
- Prepare for the meeting - what will you do or say to be welcoming to the other persona and increase the chance of creating a successful business relationship? What are your objectives?
- Do you believe this will be a successful transaction?
- Is there anything else you are thinking of or focused on after reading your current situation?