international negotiation

Case study : An American in Shanghai The chief executive officer (CEO) of a North American electronic equipment manufacturing company pays a visit to a well-known Chinese manufacturer based in Shanghai to explore the possibility of the two firms forming a busi- ness partnership. The Chinese company is very willing to discuss a possible link between the two companies. It is keen to acquire new technology to meet increasingly sophisticated customer demands, which will enable the company to boost its already strong position in the Chinese market, as well as to tap into regional and international markets. When the American CEO arrives at the Chinese manufacturerâ??s office in Shanghai, he finds that a formal presentation has been arranged for him, the foreign visitor. During the presentation, the Chinese general manager gives a brief introduction to his company. The Chinese interpreter translates what the general manager says word for word. The company is one of Chinaâ??s second- class enterprises, the general manager says. On hearing this, the CEOâ??s enthu- siasm for a business partnership immediately evaporates. Accordingly, as the presentation ends, the CEO leaves the building without requesting any further discussions. The next day, the American complains about the Chinese company to a local official who has been acting as his unofficial culture guide. He is taken aback by” “the CEOâ??s unfavourable comments, and explains that in China a â??second-class enterpriseâ? is a locally owned major state enterprise. The official goes on to say that it could be difficult at this stage to arrange a follow-up meeting to discuss a business partnership. The reason is that the Chinese general manager has lost â??faceâ? due to the CEOâ??s abrupt departure from the presentation which was specially arranged for himReview the Mini-Case: An American in Shanghai (found on pages 17â??18 of the textbook). Answer the following questions:To what extent were the Chinese interpreter and the Chinese general manager responsible for the situation that has arisen?How should the CEO have handled the situation immediately following the Chinese general manager’s introduction?Discuss other complications that could arise when trying to negotiate in a foreign country when one has limited knowledge about local customs and business practices and steps that negotiators can take to increase their cultural awareness and avoid misunderstandings when dealing with international counterparts.Please refer to the Case Study: An American in Shanghai Guidelines and Rubric document to complete each rubric to earn the maximum grade
int_660_case_study_an_american_in_shanghai_guidelines_and_rubric.pdf

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INT 660 Case Study: An American in Shanghai Guidelines and Rubric
After reviewing the Mini-Case: An American in Shanghai (found on pages 17â??18 of the textbook), students will answer the following questions:
1. To what extent were the Chinese interpreter and the Chinese general manager responsible for the situation that has arisen?
2. How should the chief executive officer (CEO) have handled the situation immediately following the Chinese general managerâ??s introduction?
3. Discuss other complications that could arise when trying to negotiate in a foreign country when one has limited knowledge abo ut local customs and
business practices and steps that negotiators can take to increase their cultural awareness and avoid misunderstandings when dealing with international
counterparts.
Guidelines for Submission: Your case study should follow these formatting guidelines: Use of at least one source, one to two pages double-spaced, 12-point
Times New Roman font, one-inch margins, and citations in APA format.
Critical Elements
Stakeholder
Responsibility
Exemplary (100%)
Meets â??Proficientâ? criteria and
justifies reasoning with clear
and relevant examples
Alternative Actions of
CEO
Meets â??Proficientâ? criteria and
substantiates ideas with
research
Additional
Complications
Meets â??Proficientâ? criteria and
justifies reasoning with clear
and relevant examples
Steps to Increase
Cultural Awareness
Meets â??Proficientâ? criteria and
substantiates ideas with
research
Proficient (90%)
Accurately describes the extent
to which both the Chinese
interpreter and the Chinese
general manager were
responsible for the situation
Provides appropriate
recommendations for how the
CEO should have handled the
situation immediately following
the introduction
Identifies complications that
can arise when conducting
negotiations in a foreign
country when one has limited
cultural knowledge
Describes steps that negotiators
can take to increase their
cultural awareness and avoid
misunderstandings
Needs Improvement (70%)
Does not sufficiently describe
the extent to which both
stakeholders were responsible
for the situation
Not Evident (0%)
Does not include a description
of the Chinese interpreter or
the Chinese general manager â??s
involvement in the situation
Value
20
Does not sufficiently address
possible alternative
recommendations for how the
CEO should have handled the
situation immediately following
the introduction
Identifies potential
complications but explanation is
lacking
Does not include alternative
actions for how the CEO should
have handled the situation
immediately following the
introduction
25
Does not identify complications
that can arise during
international negotiations
20
Does not sufficiently describe
steps that negotiators can take
to increase their cultural
awareness and avoid
misunderstandings
Does not include steps
negotiators can take to increase
their cultural awareness and
avoid misunderstandings
25
Articulation of
Response
Submission is free of errors
related to citations, grammar,
spelling, syntax, and
organization and is presented in
a professional and easy to read
format
Submission has no major errors
related to citations, grammar,
spelling, syntax, or organization
Submission has major errors
related to citations, grammar,
spelling, syntax, or organization
that negatively impact
readability and articulation of
main ideas
Submission has critical errors
related to citations, grammar,
spelling, syntax, or organization
that prevent understanding of
ideas
Earned Total
10
100%

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