BEC案例分析

She was especially optimistic because of her successful telephone communications with her counterparts in Japan. But when she arrived with her two assistants, John Gresham and Mel Watt, she was told by her Japanese hosts how surprised they were that she should come to negotiate in person. Margaret was usually not included in the after-hours socializing, and frequently the Japanese negotiators would direct their questions to John or Mel rather than to Margaret.
Drawing on his experience as a past president of the Toastmasters Club in his hometown, the U.S. executive started his presentation with a few humorous anecdotes to set a relaxed mood. At the end of his presentation, however, he sensed that his talk had not gone well. In fact, the presentation was not well received, for the German company chose not to distribute the U.S. company’s products.
However, he failed to notice that the Germans thought that he was not very serious about the business when he started his presentation with several jokes, though it is quite ok in the States. On the other hand, the Germans considered the American executive too young for such an important job, as Germans value the experienced in their country, while the Americans think highly of those who are competent.
Case 4
Explain why Margaret was treated as she was?
Margaret Errington, a corporate attorney for a San Francisco department store chain, was responsible for negotiating leases for their outlets abroad. Because she had been particularly successful in similar negotiations in Europe, she was looking forward to securing attractive leasing agreements from a shopping small developer in Osaka, Japan.
But one time in New York, an accident occurred on the subway; the train didn’t come at all. My colleague and were forced to take a taxi. “I hope we’re not going to be late,” she said anxiously. As soon as we got out of the taxi, she pulled me up the stairs in a run. In the end, we weren’t late.
案例分析
When the American entered the conference room where he would be making his presentation, he did all the right things. He shook hands firmly, greeted everyone with a friendly guten tag, and bowed his head slightly as is customary in Germany.
When we finished, the chairperson allowed us to leave without attempting to persuade us to stay longer. We all had other things to do.
We depend on a map to reach the next appointment location within half an hour. Fortunately, in the US, the street signs are very clear. The signs not only indicate the name of the street but also the range of numbers on that particular block, a real convenience for foreigners who are looking for a building. Generally, the destination can be reached within half an hour.
However, Koreans, unlike the Japanese, have relatively little loyalty to their companies. There is a good deal of job mobility in Korea, for employees are always on the lookout for better job opportunities. Koreans, however, have a strong sense of loyalty to their bosses within the company.
After receiving what he considered to be several excellent leads from a friend at the Rotary Club, he was surprised to be turned down by all four prospective candidates. They were very appreciative of being considered for the position, but all preferred to stay with their current employer. Frank just couldn’t understand why all four of these Koreans chose to pass up an increase in salary and fringe benefits.
Case 2
Why businesspeople are supposed to be punctual for their appointments?
A Chinese businessman wrote the following account of his trip to America: For purposes of my visit to the United States, my American friends planned my schedule as they would an American’s. Sometimes, in one day there would be two meetings in the morning and two meetings in the afternoon. These meetings were not at the same place. There were considerable distances between appointments.
After one meeting, I had to get to the next one within half an hour. Once I got there, we would exchange “hello” and then plunge right into the topic at hand without much additional socializing. During the talk, we all looked at our watches now and then in order to determine what other subjects we would discuss in the remaining time.
Case 3 Explain the folloFra Baidu biblioteking embarrassing situation in the passage to Frank.
Frank McDougal had been chosen to set up a branch office of his engineering consulting firm in Seoul, Korea. Although the six engineering consultants who would eventually be transferred to Seoul were Americans, Frank was interested in hiring local support staff. He was particularly interested in hiring a local person with excellent accounting skills to handle the company’s books. He was confident that he would be able to find the right person for the job because his company was prepared to offer an excellent salary and benefits package.
When Korean employees do change companies, they frequently are following bosses who take them along when they move. Even though it may be every bit as difficult for foreign firms to recruit Koreans away from their current jobs as it would be to recruit Japanese, the nature of the workers’ loyalty is different in these two countries.