Case Study 8

1
Case Study 8
International Management

• Moto Coming to America

Chris Allan Sian Hughes Samantha Kempthorne Emily
McIntyre
2
Definition of Topic

• Cultural Communication
• Internationalism
• Noise
• Intercultural Negotiation
• National Culture
• Globalisation
• Decision-Making Process

3
Contrasting Variables
Dimension Japan U.S.A.
GLOBE Non-assertive Assertive
Future-oriented Less Future-oriented
Hofstede Uncertainty Avoidance Low Uncertainty Avoidance
Collectivist Individualist
Trompenaar Particularistic Universalistic
Neutral Affective
Diffuse Specific
Ascription Achievement
Context High Context Low Context
Communication Ningensei Adversarial
Feedback Delayed Immediate
4
QUESTION 1What was Motos purpose agenda for
the first meeting with Crowell? How does he try
to implement his agenda?

• Contact
• Building Trust
• Gift giving
• Building Relationships
• Taking Negotiation to Next Step
• Being Ambassador for KKD

5
QUESTION 2What happened to introduce noise into
the communication from Moto to Crowell, and vice
versa?
Noise is defined as anything that serves to
undermine the communication of the intended
meaning.
6
Elements of Noise from Case Study

• Noise transmitted from Crowell to Moto.
• Introduction
• Business card
• Boasting
• Interrupting Moto
• First Name basis
• Noise transmitted from Moto to Crowell.
• Introduction
• Business card
• Speech and Reflection
• Language barrier

7
QUESTION 3What was the significance of the
dolls? What went wrong?

• Unique cultural gift kind gesture
• Relationship Building
• Symbolism
• Cultural differences cause for controversy
• Common ground for courtesy
• Example of differences in Japanese and American
  business

8
QUESTION 4Why did Crowells remarks about
Allmack threaten a loss of face from Motos
perspective?

• Relationship building vs. Status building
• Humiliation
• Threat of loss of face
• American efficiency vs. Japanese negiotiations
• Implications

9
QUESTION 5How did Moto feel about Kubushevskys
behaviour early on? How did their relationship
change?

• Initially, George was amiable polite, but not
  interested in forming deeper relationship.
• During their first drinking session, George
  Moto opened up to each other.
• Created mutual respect
• Formed more intimate bond
• Moto felt comfortable with George thankful for
  his friendship valuable lessons.

10
George Motos Relationship

• Polite, Business-like
• Awkward, One-sided
• Friendly, Trusting, Respectful

11
Negotiation
12
Cultural Variables in the Decision Making Process
13
CONCLUSION

• Ideal intercultural communication
• Careful Encoding
• Selective Transmission
• Careful Decoding of Feedback
• Follow-up Actions
• Applied to Case Study
• Managers must be aware of how culture is
  reflected in communication
• Be culturally sensitive to avoid
  miscommunications.
• Adjust own communication style to convey messages
  successfully to a receiver.