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Submitted By omootapo243
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What went wrong with the negotiations between econ and Nagaoka
This negotiation is regarded as an international business negotiations and as such it should follow some basic steps identified. These stages include Nontask sounding, Task related exchange of information, persuasion and Agreement. On a general note this the negotiation did not follow these stages as such there was a problem in reaching an agreement. On specific reasons why this negation fail would be,
Language barrier- there is a major language barrier between the two categories of participant. while Econ group uses English as their major language, Nagaoka uses Japanese as their own language. Even though there is an interpreter that could help translate both language to one another, there is still a problem of understanding what is interpreted. Words in English could mean a different thing in Japanese when it is interpreted. So understanding the translated word is a major problem for the Japanese and that hinders the two company reaching an agreement.
Another problem encountered in this negotiations is the difference in culture. While Econ is a USA company that is cultured with fastness and getting approval immediately from their clients, Nagaoka is a Chinese company that is more relaxed in their negotiations. Japanese companies prefer to consult with their stakeholders before making decision and that is different in USA. So cultural differences played out when peter tried to get Washami response as regards discounts on large volume, he said that would require a more time implying that we (Japanese) don’t get make our decisions quickly we take more time. Another example from the text is the name calling process. While the USA company prefer a first name, the Japanese company preferred being called by their last name. Also nodding in USA meant yes while in japan it mean I hear what you are saying not a yes. So all these pointed to the fact that cultural differences played out in this negotiation and an agreement can not be achieved.
Another problem encountered in this negation is understanding who id the boss in the Japanese team. USA system places leadership on an individual no matter your age and status, in japan, the system places leadership in the eldest person as such Mr. Washani is the boss of the team. So directing questions to Asakawa is unlike the culture in japan as such he refuses to respond and that hinders the teams to get an agreement.

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