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1 what cultural differences do the US, Germany and India have ?

2 Which county is suitable to locate corporate regional headquarters and bottling and distribution facilities?



3. The International Cola Alliances the most peaceful area Border skirmishes are frequent. most stemming from minor misunderstandings that To introduce some of the complexities involved in ecame inflated by vast cultural and religious differences These distinct cultural differences between your coun- To examine what happens when countries seek to do try and your neighbors will likely become even more evi It will be up to you to decide how to respond to them. While it is important for you to retain your own cultural integrity-for example. another country you will likely greet him or her in the cultural style of your Objectives doing business across international borders business with one another without the benefit of a common language and customs dent a s you pusue the negotiation when you first meet a delegate from Background Even with a common language, communication can break country-you understand the importance of being sensi down, and inter pretations of words and actions often can confound understanding and incur negative attributions tive to one another. If you understand, for example, that is to bow on meeting of the cultural style of another purpose. Add to this the differences of personal needs that whereas you shake hands, you may wish to bow instead exist from individual to individual, as well as national and Because you are negotiating the venture across bor- cultural needs that exist from country to country. These ders, and each country has a different primary language. limitless variables make cooperation across borders even you have agreed to negotiate in English, but none of you are entirely fluent. Therefore, a few phrases will creep in from your own languages Wear your countrys flag in a visible place at all times The Stony You are a delegation from a country that would like to enter into a large cooperative effort with a number of Instructions other countries for the production and distribution of a Step 1 (30-40 minutes-may be done before class) popular soft drink produced by the American company Working in small groups (5-7), develop a profile of your International Cola. In the past, countries in your region country and its people based on profile sheets 1 and 2. of the world have been resistant to allowing foreign soft After you have completed profile sheets 1 and 2 drinks into their markets, despite consumer demands. briefly discuss them to be sure there is mutual under- However, recent thinking is that the advantages of allow standing of what the groups behavior and negotiating ing this competition outweigh the disadvantages. stance are to be during the negotiation International Cola has expressed an interest in scting Step 2(20minuay be done before class) Based on the profile sheets, decide which International Cola facilities you believe you should have in your country and why you believe they should be in your country rather up a botling plant, a regional corporate headquarte, andPsc four distribution depots. Their goal, of course, is to do this in the most economically efficient way possible to maximize profits. However, because the executives at International Cola believe this area to be a rich new mar- than one of the others thar will be represented For exam- ple. if you have a highly educated population, you may ket with outstanding potential and are therefore eager to get in, they have ceded to the demands of the variouse thar you s governments in the proposed alliance. These require Inter- gue that you should be the home of the regional corpo- rate headquarters; be aware, however, that another country s of the various national Cola to allow for local control of the facilities: mght argue that you should not have bottling and distri bution facilities because these do not require a highly to maintain only 49 percent interest in the facilities with local partners holding 51 percent ownership, and to allow the participating governments to work out among them- selves the details of where the facilities will be locatedou believe educated or skilled labor force On the negotiation sheet, make a list of the facilities your country should have and some notes as For the countries involved, having one or more of these having one or more of these to what your anguments will be for havi notes on what you believe the other countries facities located within their bordern will bring jobs, rex ontgumenats will be and how you expect to enue, and a certain amount of prestige. (It is possable for a single country to have all six of the facilities regional headquarters, bottling plant, distribution depots.) Step 3 (30-45 minutes-in class) Everyone in your Each of the countries involved shares at least two bor group should pin a copy of your countrys flag and motto ders with the other countries. This has not always been on himself or herself in a visible place. One to three
representatives from your group (delegation) should nego- tiate the arrangements for International Colas facilities with the representatives from the other delegations. Be sure to use the cultural norms of your country during the negotiation, but do not tell the others what your social norms are Representatives should introduce themselves to one another on an individual basis. After personal introduc tions, representatives should form a circle in the center of the room with their delegations behind them, briefly describe their countries, state their positions, and begin negotiations. During negotiations, representatives should make an effort to use their new language at least three times. They should not use English for any of the six phrases listed Delegation representatives and the other members of their groups may communicate with one another at any point during the negotiation, but only in writing. Group members may also communicate among themselves, but only in writing during the negotiation. Any group or representative may ask for a side meeting with one or more of the other groups during the negotia tion. Side meetings may not last more than five minutes At any time in the negotiation, the delegation may change its representative. When such a change is made, the new representative and the other delegates must rein- troduce themselves and greet one another Those members of each delegation who are not directly negotiating should be active observers. Use the observer sheet to record situations in which other groups insulted them, shamed them, or were otherwise offensive At the end of 45 minutes, the negotiation should be concluded whether or not an agreement has been reached
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