Simulation Will!!! You are representatives of Daijo Electronics. Two representatives of a Canadian company have requested a meeting. You are unaware of their purpose, status, or rank. One of you is Batori daijo the founder and current president of the company.. It is part of Maltavan culture that the top executive 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 twojunior associates. These associates are Batori's subordinate 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 talkl ng for Satori especially if the Canadian representatives are of a lesser rank than the president is. Maltavan culture is a high power-distance culture. Power rests in the hands of the few. and their authority is greatly respected. Maltavan culture also has some unique attributes: subordinates should never situ until permission is granted if in the presence of those of a superior rank -it is considered a sign of great disrespect. For this reason, no one in Maltavan culture is allowed to sit until his rank/relation to others has been determined. To sit without this protocoi is viewed as being rude and uncivilized. The handshake is unknown. Instead, Maltavans greet each other by crossing two hands {palms out} in front of their face. Direct eye contact is usually very limited. Maltavans like to discuss personal issues such as family before concluding any business deals. Maltavans use this approach as a way to judge the character of the outsiders. Lastly, Maltavans consider anyone who criticizes superiors to be of questionable character and unworthy of being trusted. It is likely that the Canadians will offer your company some kind of deal. Your company is well known for its quality computer parts, which you sell at a reasonable price for $420,000 for 10,000 units. You used to sell them for $400,000 for 10,000 units but found that you could easily get a better price. It costs your company $375,000 to produce the parts so any price over $400,000 is a good price. Also, it is a tradition to "haggle" in Maltavan culture. Thus, the rst price that is offered is never the price agreed on. Maltavans believe that a price should always be negotiated slowly and will refuse any initial offers even if they are good offers. It is acceptable for your company to ship the parts to another company with just a small down payment, but this kind of treatment is reserved for the most trustworthy and respectable individuals and companies, with which you have a pre-existing relationship. No deals will be conciuded with untrustworthy characters or those who have shown disrespect to the company or to its president. Whatever your answer, you will show your guest respect by listening to them for at least several minutes and will always treat them respectfully, regardless of their behavior...... : :1\" .. too will take part in a Cross-Cultural negotiation between Canadians and the ctitious country of Maltava. You will be divided into groups. Within the groups you will be assigned to either a home country {Canada} or the host country [Maltava]. 1. Read the material provided to you about your country. 2. Create a negotiation plan that you will use in negotiation with the other country based on the materials provided. 3. Create your sbde of the negotiation as a role play. You should have enough to create a discussion that will last 7 to 10 minutes. Simulation W You and another business associate are sales representatives from a Canadian manufacturing company. You both work directly under your company's president. You have been chosen to travel to the country of Maltava. Your company has learned that Daijo Electronics in Maltava can sell you the computer parts you need for a much cheaper price than can be purchased anywhere else. You have come to meet with the company's representatives. Your goal is to close a deal with them, asking them to ship 10,000 parts a year for a price of 5 400,000. Your best supplier currently sells your company 10,000 parts for $500,000. You did not want to come on this trip. You have heard rumors that Maltava has a culture of hierarchy and authority which is very different from Canadian democratic business principles. The only reason you came is because your boss refused to make the trip and demanded that you go instead at the last minute {your boss does things like this all the time- it's a miracle that your company is doing as well as it is, considering the fact that such an unmotivated individual is in charge\". You have seen little of the country so far as you arrived late last night and had a rough sleep at the hotel. This meeting is your first real experience with the host culture. You are familiar with the Maitavan culture. You have heard some reports that family is held in high esteem, and that most of the high tech companies doing business out of Maltava have sort of a family- iike loyalty to their company. Fortunately, you know that the representatives at the meeting will speak English, although you get the impression that they are not well versed in Canadian cultural norms. Your plan for success is simple: You simply lntend to propose a deal between your two companies in which your company will pay $400,000 for a year's worth of computer parts. [10,000 total]. You will also ask that the shipments be sent with your company providing a deposit payment only. Your boss prefers that the balance will paid at the end of the year. Your boss expects you to close the deal, which will be a great boon for your company. If you can close the deal, you and your colleague will split a $40,000 bonus! You have also been given a $20,000 travel allowance even though the trip only cost $10,000. That gives you and your partner $50,000 to split! You can do whatever you want with this money! As you and your partner walk into Daiio's corporate headquarters, you are amazed at the surroundings: expensive Maitavan furniture tapestries, artwork, etc. After being cleared by security and the receptionist (neither of whom spoke any English), you are shown into a modest looking room. There, the representatives of the company await you. You approach them - ready to act in your friendliest manner and ready to close the deal