QUESTION IN RELATION TO CASE STUDY

1. What went wrong ( from an intercultural communication perspective )?
2. How would you have handled the negotiation if you had been the Chief Executive Officer of the United States Co.?

Note: Consider the planning, setting of climate, and framing of the negotiation.

SCENE: A CONFERENCE ROOM IN JAPAN

The Americans are anxious. Six months after an initial meeting, Osatech, the renowned Japanese video software company, has finally agreed to meet with \an American negotiating team in its headquarters in Osaka. Videomart, number one in America’s video-game industry, hopes to get a licensee agreement with the Japanese company to sell its software. The Americans should be anxious. Osatech has an impeccable reputation for creating one successful game after another. Landing a contract with it would be a real coup. Now, after what seemed to the Americans an eternity, Osatech has agreed that it is in the companie’s mutual interest to meet and work out an acceptable deal – or so it seems.