Negotiating with foreign suppliers

Reference no: EM1364928

A company wants to buy $30 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.

The middleman stressed the importance of etiquette and social customs in addition to the win-win model.

- What should the U.S. company find out about each culture before it starts negotiating? What are the differences?

- How do these countries view contracts?

- How should the U.S. company begin the negotiations?

- What are the steps as they apply to these 3 countries?

- Discuss how the company would negotiate using the win-win model. What sort of strategies would it use?

- What trade agreements apply, and how do they affect the negotiations?

Reference no: EM1364928

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