1. What are the different approaches both parties take toward business negotiations?

2. What are the mistakes both parties have committed in this cross-cultural negotiation process, and what should they have done better?

3. What are the key characteristics of a successful cross-cultural negotiator?

4. How could both sides have prepared better to anticipate the problems faced in the negotiation?

This case deftly illustrates the serious consequences that can occur when two people from very different cultures attempt to negotiate—even when they both think they’ve done their preparatory research and understand how the other side operates. It touches upon some of the fundamental issues common to all negotiations such as preparation, customs, trust, relationships, honesty, pride, strategy, communication, expectations, and more. Students may find some humor in the internal dialogue of the two negotiators, although the case describes an eventual breakdown in communications with disastrous results.