Web Summary, Internationl Business

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REFEERENCE O'Briant, E. (2000) When in China… IIE Solutions; Norcross. Vol 32, Iss. 7, pp. 22 - 25.

COUNTRY China - Japan - South Korea INTEREST Cultural, Language and other differences LOCATION Proquest This is one of the most comprehensive articles on the issue of cultural differences. It identifies a number of 'real-life' situations that one may face and prescribes the type of behavior that would be considered 'right' in each of the three countries. The use of practical cases highlights particular behaviors, such as avoiding the use of red pen and joining in at karaoke, which are overlooked in the more academic articles.

Language differences are also covered in this article. Focus is made on addressing a colleague from each of the three countries, which is critical to ensure a positive initial relationship. A particular case is noted whereby a western response to a question causes severe embarrassment to the Asian businessperson.

For the final assignment the article is a useful resource for exploring the difference in western culture to that of China, Japan and South Korea.

REFEERENCE Engholm, C. (1992) Asian Bargaining Tactics: Counterstrategies for Survival - Part 2. East Asian Executive Reports; Washington, Vol. 14, Iss. 8, p. 10.

COUNTRY China INTEREST Communication Traps, Negotiation Strategies LOCATION Proquest As the title suggests, this article identifies tricks and traps used in meetings and business relationships by Chinese business people. Drawing the conclusion that military tactics are being imitated, the article is a must read for a company expanding into China.

After highlighting the particular communication trap, recommendations are made on how to respond. These responses explore successful negotiation strategies in China. One particular case is referred to whereby, a major deal fell apart, because the Taiwanese felt that the Americans did not trust them. The analysis of...