Q1 Answer
Western and Eastern approaches to negotiating differ very much. Firstly, westerners are very fast in making decisions from the negotiations. However, this is very different from the easterners who delay decisions and waste much time negotiating about the same thing. Secondly, the easterners negotiations must involve the three corners in the talks implying that the two negotiating company and the government must be involved something which not a must for the westerners. Furthermore, the westerners allow some arguments during the negotiations as a way of ensuring negotiations work with all parties satisfied. However, arguments are highly prohibited since it is seen as a barrier for better decisions.
Q2 Answer
The negotiations breakdown came as a result of lack of trust by the negotiating team of Alpha Shanghai towards San Yu. This arose because San Yu took much time to pay for the delivered goods by Shanghai. San Yu delayed the decision on the unit price very much something that mounted a lot of impatience to Nelson and her team. It reached a point where the team could not supply the parts more without payments for the past consignments. Besides, the approach and the talk presented by the team to SanYu concerning the matter were so harsh and different from their negotiation culture.
Q3 Answer
Nelson should have focused on using positive attitude and avoid emotions where necessary to keep the negotiations ongoing. Positive attitude plays a great role in enhancing the degree of patience which is very crucial in any negotiation with eastern nations. Besides, Nelson needed to use indirect communication approach which presents issues in a polite manner other than a direct approach which appears to be very rude and has a lot of harm to any negotiations. These two strategies would have played a greater role in promoting a long-lasting relationship between the two companies (Ibsen 112).
Works Cited
Ibsen, Robert. Real Negotiations. Frederiksberg: Samfundslitteratur, 2014. Print.
