Case Study Of Canwall Case

566 Words2 Pages

There are many companies are going into global because of world economic. People are always rebating about the relationship between the negotiators come from different culture when they are in the process of negotiation. Many people might think that problem occurs when both parties are dissatisfied with the offer price.
However, this assumption is incomplete in reality. The main problem that causes the failure of negotiation is due to culture differences. Many companies are going global, people will negotiate with people come from different culture and different countries. If people do not realize what the main problem is, they will continue to have trouble with this problem.
By studying the detail in Canwall case, I will investigate the problems occurred in the process of negotiation, and find out why culture differences will make the negotiation is more difficult to achieve.
Firstly, we can analyze that Canadians are individualism while Chinese are collectivism. Canada negotiators are more concerned with their sales over establish relationship with Chinese negotiators. They care ab...

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