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Question:

Are you ok with walking away?

A TRIP TO MINTANA MINTANAN BRIEFING SHEET You are representatives of Daijo Electronics. Two representatives of an American company have requested a meeting. You are unaware of their purpose, status, or rank. One of you is Batori Daijothe founder and current president of the company. It is part of Mintanan culture that the top executive of the company attend any new business contact meeting. It is expected-of course-that any other respectable company would follow the same practice. Batori Daijo is accompanied by one or two junior associates. These associates are Batori's subordinates and treat the president with great respect: never sitting without permission, never questioning the president's line of thought, and always looking after the company's best interests. The associates will do much of the talking for Batori especially if the American representatives are of a lesser rank than the president is. Mintanan culture is a high power-distance culture. Power rests in the hands of the few, and their authority is greatly respected. Mintanan culture also has some unique attributes: subordinates should never sit (until permission is granted) in the presence of those of superior rank-it is considered a sign of great disrespect! For this reason, no one in Mintanan culture is allowed to sit until his or her rank/relation to others has been determined. To sit without this protocol is viewed as being rude and uncivilized. The handshake is unknown. Instead, Mintanans greet each other by crossing two hands (palms out) in front of their face. Direct eye contact is usually very limited. Mintanans like to discuss personal issues such as family before concluding any business deals. Mintanans use this approach as a way to judge the character of outsiders. Last, Mintanans consider anyone who criticizes superiors to be of questionable character and not worthy of being trusted. It is likely that the American representatives will offer your company some kind of deal. Your company is well known for its quality computer parts, which you sell at the reasonable price of $230,000 for 10,000 units a year's supply). You used to sell them for $200,000 for 10,000 but found that you could easily get a better price. It costs your company $150,000 to produce the parts, so any price above $200,000 for 10,000 units is a good price. Also, it is traditional to "haggle" in Mintanan culture. Thus, the first price that is offered is never the price that should be agreed on. Mintanans believe that a price should always be negotiated slowly, and will actually refuse any initial offers even if they are considered worthy. It is acceptable for your company to ship your parts to another company with just a small down payment, but this kind of treatment is reserved only for trustworthy and respectable individuals and companies. It goes without saying however, that no deals should be concluded with untrustworthy characters or those who have shown disrespect to the Daijo Company or its president. Whatever your answer, you will show your guests respect by listening to them for at least 15-20 minutes, and will always treat them with respect-regardless of their behavior