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Mustang Jeans, Study Guide. Do not submit.
Disclaimer: This video material accompanies your text and is made by McGraw Hill. The video is in no way a current representation of either of the two business cultures that were portrayed.
The cultural behaviors of the “American” or “Japanese” in the video do not accurately reflect business behaviors in these countries so please do not generalize based on the video. The video is meant as a classroom exercise to analyze a specific cultural encounter. Total 20 points.
Ponder the following questions.
What was striking about the attitude of the seller. Think about at least 3 attributes of behavior and how it ties into the dimensions of culture we studied in class
What was striking about the attitude of the buyer? Think about 3 attributes of behavior and do the same as above.

How could either party have created a win win situation. What was at stake here? What were the negotiations about?
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How did these 2 cultures solve problems? Hint: See pic.
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How would you characterize both players in terms of (1) HI LO context, (2) Linear active versus reactive or multi-active, (3) Hi power distance versus low power distance? Ponder an example that illustrates each of the 3 characteristics.
How would you characterize both players in terms of (1)Ascriptive vs Aspirational, (2)specific versus diffuse (3) Neutral versus emotional. (4) Sequential time versus Synchronous time , (5).Universalistic versus Particularistic. Ponder an example that illustrates each of these

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