Justina is recently promoted to be the vice president of global business development in an American MNC. Her position requires her to bring in new business from clients around the world. Her first assignment is to travel to China. On her first meeting with her Chinese clients, she greeted them in fluent Mandarin and then quickly got down to business. Mr. Luo was impressed by her efficiency and confidence, but he did not give Justina his business. 

 

Required: 1) Why do you think Justina failed to close the deal with her Chinese client? Discuss. 2) How she could have done things differently in order to close the deal successfully?