TelSys International: A Marriage of Two Cultures
1. Cultural differences between American and Malaysian negotiating styles must be
understood and anticipated if the negotiation process is to be successful. Discuss
significant differences between American and Malaysian negotiating styles in the
following areas:
a. Low Context Culture vs. High Context Culture
b. Task Orientation vs. Relationship Building Orientation
c. Informal Style vs. Formal Style
d. Short Time Horizon vs. Long Time Horizon
e. Decision-making in Low Power Distance vs. High Power Distances Cultures
2. There are two fundamental philosophies of international negotiation: Competitive and
Collaborative. The competitive approach is also referred to as the “traditional” approach;
historically, U.S. negotiators have used it most frequently. The collaborative approach is
referred to as “principled” or “synergistic” negotiation. Major differences between these
two approaches are outlined in the table below. Which of these two approaches would be
most successful in the TelSys – VCG negotiation? Why?
Purpose
Basis of
Agreement
Conflict
Resolution
Approach
Competitive Negotiation
To maximize individual benefits
(win-lose paradigm)
Legal system; based on mitten laws
and contracts
Compromising between conflicting
positions, persuasion, and
concessions
Collaborative Negotiation
To maximize joint benefits
(win-win paradigm)
Trust; based on building human
relationships and one's word
Generating mutually satisfying options,
focus on satisfying basic interests of all
parties
3. As leader of the TelSys or VCG negotiating team, what actions would you take to best
prepare for the August 1995 negotiating sessions in Malaysia?
1
Footwear International
1. What role or roles does local politics play in the Footwear case? What are the positions
taken by the principle local political groups?
2. What issues are of greatest concern to Footwear?
3. What actions can Footwear’s management team take in the near term to resolve this
potential crisis?
Treating AIDS: A Global Ethical Dilemma
Answer Case Questions # 1, 2, 3, & 5
Moto: Coming to America
Answer Case Questions #1, 2, 3, & 4
2
Guanxi in Jeopardy
1. What are the main characteristics of Chinese culture? How do they differ with those of
Americans? How does this relate to the negotiation process?
2. What are the criteria that should be used in selecting a JV partner? Have they been met in
this situation? Why or why not?
3. Evaluate the makeup of Electrowide’s team? Did they make appropriate choices for this
negotiation? Why or why not?
4. Should Barb Morgan have been on the negotiating team? Why or why not?
West Indies Yacht Club Resort
1. If you were Dowd, what short-term and long-term recommendations would you make to
Johnson?
2. BVI employees, especially those in the Water Sports Department, don’t seem to be
motivated by tips. Why do you think this is so? What alternative arrangements might be
made?
3. Does the fact that Kimball, Johnson, and Fitch work from the United States have any
potential impact on local employees?
4. Things are not all bad at the West Indies Yacht Club Resort. Who are the expatriate
managers who seem to be effective and why are they effective?
3
South African Breweries Group
1. In this case, there are several human resource issues that are not usually discussed in
business schools. Your task is to identify four of these issues, and discuss the importance
of dealing with these issues.
Maywood Inc.
1. What cultural differences exist between Singapore and the United States have affected
Maywood’s operation of the new Asia Pacific regional headquarters?
2. What organizational issues have surfaced with Maywood’s operations in Singapore?
3. What local or regional Human Resource Management problems has Maywood Inc. faced
in Singapore?
4