Cultural Differences: Let’s Break a Deal

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In this scenario the manager of Mustang Jeans, Michael Sokolow, was closing a deal with the manager of the clothing company PopWear, Norio Tokunaka. PopWear was based out of Japan, and Norio was the Vice President of Merchandising for the company. Norio flew to the United States to sign off on a contract with Mustang Jeans. Michael had recently taken over the contract from an associate, Roger, who had worked closely with Norio. Michael and Norio had their first meeting, and the contract and the contract was not signed. There was then a second meeting, where Norio postponed the deal, due to a lack of connection between Norio and Michael. This situation relates to managing diversity and understanding the culture of those whom you are doing business with. In this case Michael was very prepared. He was ready for what he believed that the meeting was suited for. He did well at explaining why the change was made between Roger and himself. He knew that the first meeting did not go as planned, so he knew that a second meeting was made. Michael was not patient with Norio. He did not take the time to get to know him or his culture. Since this occurred Norio felt uncomfortable, and was more hesitant to close the deal. He did not give Norio the time to talk. He also pushed the contract too hard, he did not give Norio any time to think, the contract was continuously pushed in his direction. Talk to Roger more about Norio. Set up a longer time for meeting. Given more time to get to know Norio and what he likes and dislike. Given Norio more time to talk about what he

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