Management and negotiation styles usa vs. japan

Team members:
Víctor Amores Meghan Gallagher Ralph Hippe
Trixi Mittermann

Michael Mödl

Team members:
Víctor Amores Meghan Gallagher Ralph Hippe
Trixi Mittermann

Michael MödlAmerican vs. Japanese Negotiation Culture
Agenda Introducing Case Role Play
Different Cultural approaches

1) Introduction
2) Introduction of the case 3) Example: Episode of American-Japanese BusinessNegotiatons 4) Different cultural approaches to meetings and negotiations 5) Integration process in practice: What Motorola and Toshiba did

Integration Process

Role Play 2
Conclusions

6)Example: Episode of Motorala-Toshiba negotiations 7) Conclusion

American vs. Japanese Negotiation Culture
Agenda Introducing Case Role Play
Different Cultural approaches

Joint venture:

-between two industry giants
- with complementary expertise

Integration Process

Role Play 2
Conclusions

- transferring their particular number one technology to the Joint Venture.

Americanvs. Japanese Negotiation Culture
Introduction Introducing Case Role Play
Different Cultural approaches

Japan: Toshiba
Features: - Excellence in memory and process technology - Access to Japan„ssemiconductor market (40% share of world consumption)

Integration Process

Role Play 2

Objectives:
Conclusions

- Enhance technology, make an excellent product - Complement its innovativeskills and manufacturing mettle - Become one of the world‟s leading makers of all things electric

American vs. Japanese Negotiation Culture
Introduction Introducing Case Role Play
DifferentCultural approaches

America: Motorola
Features:

-Excellence in microprocessor technology
Objectives:

Integration Process

Role Play 2
Conclusions

- Enhance technology, make an excellentproduct - Assistance from Toshiba in penetrating Japan„s huge semiconductor market

American vs. Japanese Negotiation Culture
Introduction Introducing Case Role Play
Different Cultural approaches...