1.27 INTERCULTURAL COMMUNICATION:

RECOGNIZING CULTURAL VARIATIONS [LO-6] Your company represents a Canadian toy company that is negotiating to buy miniature truck wheels from a manufacturer in Osaka, Japan. In the first meeting, your boss explains that your company expects to control the design of the wheels as well as the materials that are used to make them. The manufacturer’s representative looks down and says softly,

“Perhaps that will be difficult.” Your boss presses for agreement, and to emphasize your company’s willingness to buy, he shows the prepared contract he’s brought with him.

However, the manufacturer seems increasingly vague and uninterested. In an email message to your instructor, identify the cultural differences that may be interfering with effective communication in this situation.