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TABLE OF CONTENTS
1. Introduction. 2
2. Negotiations with Japanese and Americans. 2
? ? 2.1 The impact of culture on negotiations 2
? ? ? ? ? 2.1.1 ? The Japanese Culture?????????????????..??????..2
? ? ? ? 2.1.2 ? The American Culture????????????????????????3
? 2.2 ? Differences in negotiation styles between Japan and the US??????????5
? 2.3 ? The profile of a Japanese and an American negotiatior 6
3. The case of Motorola and Toshiba 9
? 3.1 Introduction to Joint Ventures 9
? 3.2 General facts about Toshiba, Motorola and TSC 10
? 3.3 Objectives and agreements 10
? 3.4 Factors of success 11
? 3.5 Lessons drawn from the case 12
4. Our intercultural team work 13
? 4.1 Our team work process 15
? 4.2 ? Presentation Performance????????????????????????.15
? 4.3 ? Individual Assessments .??????????????????????..??.16
5. Bibliography 18
6. Appendix: Additional information on the Motorola-Toshiba Joint Venture 1987 19
7. Powerpoint Slides 21
Introduction
?The idea of a corporate global village where a common culture of management unifies the practice of business around the world is more dream than reality? (Kanter 1991: 152).
This quotation points out the importance of knowing other cultures before doing business worldwide. For mergers and acquisitions as well as for any kind of negotiation it is imperative to know the other party, especially if the environment is a different one and cultural roots differ from those at home. If two cultures, as different as the Japanese and the American cultures start doing business together, it is important to be aware of difficulties that may arise which is why the intention of this part of the paper is firstly to illustrate the differences between those two countries and secondly to highlight the example of the Toshiba-Motorola joint venture one way to a successful cross-cultural partnership.
Negotiations with Japanese and Americans.
3 2.1 ? The impact of culture on negotiations
2.1.1?
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