QUESTION 1 What was Motos purpose & agenda for the first meeting with Crowell? How does he try to implement his agenda? Contact Building Trust Gift giving Building Relationships Taking Negotiation to Next Step Being Ambassador for KKD
QUESTION 2 What happened to introduce noise into the communication from Moto to Crowell, and vice versa? Noise is defined as anything that serves to undermine the communication of the intended meaning.
Elements of Noise from Case Study Noise transmitted from Crowell to Moto. - Introduction - Business card - Boasting - Interrupting Moto - First Name basis Noise transmitted from Moto to Crowell. - Introduction - Business card - Speech and Reflection - Language barrier
QUESTION 3 What was the significance of the dolls? What went wrong? Unique cultural gift & kind gesture Relationship Building Symbolism Cultural differences & cause for controversy Common ground for courtesy Example of differences in Japanese and American business
QUESTION 4 Why did Crowells remarks about Allmack threaten a loss of face from Motos perspective? Relationship building vs. Status building Humiliation Threat of loss of face American efficiency vs. Japanese negiotiations Implications
QUESTION 5 How did Moto feel about Kubushevskys behaviour early on? How did their relationship change? Initially, George was amiable & polite, but not interested in forming deeper relationship. During their first drinking session, George & Moto opened up to each other. – Created mutual respect – Formed more intimate bond Moto felt comfortable with George & thankful for his friendship & valuable lessons.
Cultural Variables in the Decision Making Process
CONCLUSION Ideal intercultural communication – Careful Encoding – Selective Transmission – Careful Decoding of Feedback – Follow-up Actions Applied to Case Study – Managers must be aware of how culture is reflected in communication – Be culturally sensitive to avoid miscommunications. – Adjust own communication style to convey messages successfully to a receiver.