The paper 'Intercultural Communication and Negotiation Skills - Brown Casual Shoes" is a good example of a business case study. Culture plays an essential role in business negotiations. The difference in cultures in different societies may lead to culture shock among other cultural disagreements concerning the approaches used in business negotiations. Hofstede’ s model of national culture presents a view that every society has a dominant culture that defines the majority of its operations. China and the U. S are societies that are founded on different cultural backgrounds. China is a society that endeavours to establish long term relationships between partners while the U. S is hasty in forming such a relationship.
It is the responsibility of different cultures to understand each other to ensure that there is coherence, compromise and understanding in the negotiation process between divergent cultures. 1.0 Introduction The international platform has become exceedingly complex considering that more business enterprises compete for an expansion of their market share and a differentiation of their products in the global market. Brown Casual Shoes, Inc. is one such company that endeavours to increase its product popularity in the Chinese market.
The company desires to partner with Chung Sun Manufacturing and the first visit to Shanghai China for business negotiation was met by numerous challenges arising from cultural differences. The main objective of this paper is to analyse Brown Casual Shoes, Inc. ’ s case in relation to cultural differences. This will be through the identification of intercultural communication problems and relating them to a model in negotiations. The paper will conduct a literature review and provide possible solutions to the problem. 2.0 Identification of problems/issues 2.1 Intercultural issues Differences in the approach given to the negotiation considering that the Chinese take longer hours negotiation compared to Americans (Solomon, 1999). The method of persuasion witnessed among the Chinese during the presentation of the proposal was characterized by numerous questions (Solomon, 1999).
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