VS.

NEGOTIATION

Case 4Group 9

The PRESENTER:

SALWA BINTI ZAIN 206512NABILAH BINTI HAMID 206337FOO CHUIN KHAI 205686 NG CHUN WON 206410

INTRODUCTION

PROBLEM IDENTIFICATION

1. Mr Stefan expect to have the meeting on that day he arrived but the marketing representatives informed that meeting was postponed two days later.

2. although he already informed the representative that he is well prepared and ready for the meeting but the representative reluctant to informed on his behalf.

PROBLEM IDENTIFICATION

3. During their first meeting , there still no outcome and agreements was made , and the Vice President suggest for another meeting for

the next day .

PROBLEM IDENTIFICATION

COMPARISON BETWEEN US CULTURE AND MEXICO CULTURE

COMMUNICATION STYLE TIMES

UNCERTAINTY AVOIDANCE POWER DISTANCE

COMMUNICATION STYLEUNITED STATES

Low-context culture.

Direct(explicit).

Straight forward so implies less chance of misunderstanding particularly.

Short-term relationship.

MEXICOHigh-context culture.

Indirect(implicit).

Non-verbal communication.

High commitment to long-term relationship.

TIMESUNITED STATES

Monochronic.

very concerned about the time.

Thinking that taking time

to build relationship is waste of time and nothing meaningless.

Hasty, rushed and pushy.

MEXICO Polychronic.

Have manaña attitude (too relaxed and always delays doing things).

Take time to trust on relationship.

Lack a sufficient sense of urgency.

UNCERTAINTY AVOIDANCEUNITED STATES

Low uncertainty avoidance.

Risk taker.

Try to minimize rule as possible.

Comfortable with uncertainty.

MEXICO High uncertainty avoidance.

Risk avoidance.

Prefer formal rule.

Uncomfortable with uncertainty( want things clear, concise and consistent).

POWER DISTANCE

UNITED STATES

Low power distance.

Can make their own decision.

Democratic.

MEXICO

High power distance.

Decisions finalized by top management.

Autocratic.

INDIVIDUALISM VS COLLECTIVISMUNITED STATES

Individualism.

Making decision based on individuals needs.

Look after themselves only.

MEXICO

Collectivism

Decision-making based on what is best for group.

Long-term commitment to the member group.

SUGGESTIONS

Stefan should follow the arrangement of the marketing representative of the Mexico who have the time orientation which is synchronic that starts the meeting two days later.

1.0 Stefan should understand the difference of time dimensions between USA and Mexico.

2.0 Stefan should get to know more about the context cultures of Mexico which is different with his country.

Stefan should understand that Mexico is high context culture country and rest after the long trip and have a chance to see more of the local sights and enjoy their hospitality.

SUGGESTIONS

3.0 Stefan should find a intermediary to smoothen the business.

 Third party who is origin from USA and currently stay in Mexico for a period of time can smoothen the business between Stefan and Mexican.

SUGGESTIONS

CONCLUSION

• We need to recognize, understand and respect the cultural differences between countries to avoid misunderstanding

• Cultural differences are important to identify and to provide us with a sense of belonging

THE END