5 Intercultural Competence
5.0 Statement of the problem
Negotiations in Japan
Thomas Schneider, a distinguished and successful employee in the export department of a medium-sized German pharmaceutical company, has just returned from a business trip to Japan. He is asked by his colleague Bernd Neumann, how the sales negotiations with the Japanese partners have gone.
| Neumann: | How did the negotiations in Kyoto proceed? Could you apply the Japanese skills from your last language course? |
| Schneider: | Things worked out well with the Japanese, but the negotiations didn’t go as smoothly as I’d imagined. We had to make significant price concessions. |
| Neumann: | Did the Japanese drive such a hard bargain? That wasn’t normally to be expected. |
| Schneider: ... |
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