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Article Information:
Title:
International business negotiation: automobiles and ships: CASE STUDY
Author(s):
Gary A. Lombardo
Journal:
Cross Cultural Management: An International Journal
Year:
2009
Volume:
Issue:
Page:
102 - 113
DOI:
10.1108/13527600910930068
Publisher:
Emerald Group Publishing Limited
Acknowledgements:
This case study is prepared by the author and does not necessarily represent the views of the United States Merchant Marine Academy, the Maritime Administration, the Department of Transportation, or any other US Government agency.
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Abstract:
Purpose – The purpose of this case study is to provide an opportunity for students to conduct realistic business analysis applying subject material related to cross-cultural issues presented in the international business and international management courses.
Design/methodology/approach – The hypothetical case study requires students to participate in a complex international business negotiation while treating cross-cultural issues. Two profiled hypothetical companies are negotiating to transport product from Japan to the USA. Negotiation issues are identified and national cultural considerations are emphasized.
Findings – The case reflects refinements based upon its use during the past few years. Students are provided a realistic experiential exercise. Student feedback indicates a heightened sensitivity to cross-cultural considerations and business negotiation skills that transcends their assigned textbook readings and traditional testing.
Research limitations/implications – As with any classroom exercise, differences do exist with “real-world” business practice. Students do not fully appreciate the pressures and tensions experienced by business professionals with respect to selecting a particular revenue stream from a series of potential revenue streams and resource limitations constraining managerial decision making.
Practical implications – The case study provides an experiential exercise for students to apply theories and concepts learned from the textbook and the instructor's lectures.
Originality/value – The case study offers a complex view of the myriad of cross-cultural considerations inherent in an international business negotiation. The case study provides value to the instructor and the students as it reinforces discipline theories and concepts in a meaningful way creating an active learning environment fostering academic excellence.
Keywords:
Cross-cultural management,
Cross-cultural studies,
International business,
Japan,
Negotiating,
United States of America
Article Type:
Case study
Article URL:
www.emeraldinsight.com/10.1108/13527600910930068