Canada Timber: Negotiating With The Japanese

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Case Study Canada Timber: Negotiating with the Japanese Summary Tim Wilder the CEO of Canada Timber was excited to go to Japan to meet with furniture manufacture Bonsai. Tim decided that two of his associates and his brother in law Johnny would accompany him on the trip to Japan. The Japanese fax a number of documents to Tim detailing the trip. Tim was impressed with the degree of detail but that was provided by the Japanese including all the names and qualifications of the people they would meet during their visit. Also the Japanese made all of the arrangements for transportation and lodging. When Tim and his associates arrived in Japan they were exhausted, they were meant by representatives of Bonsai who handed out business cards. Aim took the business cards but did not offer any in return. The next day Tim and his associates arrived at Bonsai, were a gift was presented to Tim from the company president. Tim was unsure if he should open a gift or not he decided to thank the president for the gift, but not open it. When the meeting began the president asked how the Canadians like Japan, Tim expressed an appreciation for being in the country and pointed out that one of his associates was married to a woman from Japan. Tim at this point offered a little too much information about what they did the night before. Then Tim went into business discussion pointing out how Canada Timber was a quality leader and discussed the products. After going over the costs during the meeting Tim asked Mr. Kusushi if the numbers were acceptable, which began a long period of silence. Mr. Kusushi smiled without saying anything. Tim asked if anything could be done to seal the deal today, and then pulled out a contract out of his briefcase lowered the price. Johnny then explained the important points of the sales contract. Mr. Kusushi said quietly while the details were explained.

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