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Negotiation is the most frequently used means of resolving conflicts between organizations. Particularly in international industrial marketing, when “big-ticket” and/or high technology products are involved, sales are most often negotiated. The General Medical MRI Negotiation Simulation (GM/MRI) has been developed specifically to provide a context for experiential learning and practical discussion of international business negotiations.

JAPANESE NEGOTIATION STYLE INSTRUCTIONS
The simulation becomes much more interesting for everyone if a little culture is brought into the game. Please try to incorporate the following three aspects of Japanese negotiation style into your behavior at the negotiation table. 1. Emphasize asking QUESTIONS. Even when they answer, ask the same question in another way. 2. Deliberately allow SILENT PERIODS.

3. Don’t settle any issues until the end. It is OK for you to bring up issues again later in the negotiation, even if the other side thinks they were settled.

BRAZILIAN NEGOTIATION STYLE INSTRUCTIONS
The simulation becomes much more interesting for everyone if a little culture is brought into the game. Please try to incorporate the following three aspects of Brazilian negotiation style into your behavior at the negotiation table. 1. Do not talk about business directly during the first 10 minutes of the game. Sports, the weather, the world economy are all OK. But, during the first 10 minutes if the other side brings up business, you change the subject. 2. Try to INTERRUPT your counterparts frequently.

3. Periodically reach across the table and pat your counterpart’s arm when you say something friendly.

Price Quotations
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Deep Vision 2000 MRI (basic unit)| $1,200,000|
| |
Product options:| |
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* 2D and 3D Time-of-flight (TOF) angiography for capturing fast flow| 150,000| | |
* Flow analysis for quantification of cardiovascular studies| 70,000| | |
* X2001 Software Package| 20,000|
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Service contract (2 years normal maintenance, parts, and labor)| 60,000| | |
Total price| $1,500,000|
| |

Standard Terms and Conditions

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Delivery| 6 months|
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Penalty for late delivery| $10,000/month|
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Cancellation charges| 10% of contract price|
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Warranty (for defective machinery)| parts, one year|
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Terms of payment| COD|
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Final Contract
Deep Vision 2000 MRIPrice $ ______________Product Options (circle those selected)| |
Angiography Price $ ______________Flow analysis Price $ ______________X2001 Software Price $ ______________| |
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Service Contract (list conditions)|
_____________________________________________________________________| Price $ ______________|
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Total Price $ ______________|
|
|
|
Terms and conditions| ________________|
| |
Delivery| ________________|
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Penalty| ________________|
| |
Cancellation Charges| ________________|
| |
Terms of Payment| |
________________| |
| |
________________| |
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Warranty| Parts _____ Labor _____ Years _____|
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Arbitration clause| Yes _____ No ____|
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_____________________________________________________________________| Signatures|
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_________________________________________| _________________________________________| Hospitals Representative| General Medical, Inc. Representative|

Japan 7

In the first segment the American Sales Manager breaks the silence. This is a mistake.

Silences or gaps in the conversation are part of everyday conversations in Japan. But, this is not the case in the US. Generally Americans are uncomfortable with breaks in the conversation. Japanese silences may have a persuasive intent, but often they do not. The key here is to give the Japanese a chance to respond, let them break the silence....
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