Merp

Homework Assignment #2

You work for a CHIPCo, a company preparing to sell electronic components to Toshiba Corporation, in Japan. Toshiba is a highly respected electronics manufacturer. Selling to Toshiba would represent a lucrative business expansion for your company.

You are working through a trading company, who has made introductions between your company and Toshiba. You and your team have been engaged in “relationship-building” with your Japanese counterparts for two months. You’ve familiarized them with the quality of your products and on-time delivery record.

Negotiations have proceeded slowly, by American standards. You are preparing for a meeting with your counterparts to discuss payment terms. The timing for this meeting couldn’t be worse for your team. CHIPCo was required to recall several of its products. CHIPCo bore the costs of the recall, but the recall has been disruptive for customers.

You’ve decided to script the forthcoming discussions between your team and the Toshiba team. You’ve decided not to raise the issue of payment terms and instead address the quality issue with Toshiba. In doing so, you’ll focus on the speed and responsiveness of your company in dealing with the issue.

Assignment:

Based on what you’ve learned about doing business in Japan, prepare a 1 - 2 page strategy for handling the Toshiba-CHIPCo meeting. Use the information learned this quarter about the Japanese approach to conflict, emphasis on harmony, aversion to embarrassment, etc. in preparing your strategy.

Submittal Instructions:

This assignment is due by midnight, Sunday August 17th. Please send a word file to me at Vincent.padilla@sbcglobal.net .