GROUP 9-CASE STUDY 10

PREPARED BY:

• NUR FATHIN AMIRAH BINTI MUSA 204237

• NOORFARIHAN BINTI HALIm 204251

• NADYA KUSUMA DEWi 211200

• NINDYA YUNITA KUSUMA PUTERI 211199

• MR ABDULLAH YEEPABOH 193255

CROSS-CULTURAL SCENARIOS

At his first meeting with Nina Lauren, a U.S. manager, Juan

Velasquez, an Argentine businessman, complimented her on

her appearance and invited her out for drinks and dinner that

evening. Ms. Nina refused, saying that she preferred to keep

their relationship on a professional level. Discuss the

appropriateness of Mr. Juan invitation and Ms. Nina’s response

and the implications for building a solid business relationship.

MAIN PROBLEM

• Mr. Juan invite Ms. Nina for drinks and dinner, and also complimented her on her appearance.

• He want to be friendly and create a warm environment, and make Ms. Nina more comfortable.

• Ms. Nina misunderstanding and thought that the compliment and invitation have to do with something personal.

Why this problem happen?

Universalism vs Particularism

Universalism: U.S.Ms. Nina believe that agreements and contracts are used as the basis for doing business.Particularism: Argentina.Mr. Juan believe that deals are made based upon friendships.

Specific vs Diffuse

• Specific: U.S.Ms. Nina-strong separation between work and

private lifedirect in communications• Diffuse: Argentina.Mr. Juan-no clear distinction between work and

private lifework and private life are closely linked but

intensely protected

High context vs low context culture.

• High context: ArgentinaVerbal Communication Styles-Messages implicit and

indirect (saving face).Mr. Juan want to be friendly with Ms. Nina. But,

instead of saying he want to be friendly, he invite Ms. Nina for dinner.

Nonverbal Communication-Polychronic (committed to people, tend to build lifetime relationships)

Mr. Juan more focusing in build relationship with Ms. Nina rather that doing the business.

• Low context: U.S.Verbal Communication Styles-meet only to

accomplish objectives, direct in communication.

Ms. Nina more focusing on the business meeting, and she thought that the compliment and invitation have to do with something personel

Nonverbal Communication-Monochronic (committed to the job, accustomed to short-term relationships)

Ms. Nina more focusing in doing the business rather than build a relationship.

How to solve this problem?

Recommendation for Ms. Nina

• Ms. Nina should accept Mr. Juan’s invitation to leave a good impression on the first meeting.

• If she uncomfortable going alone, she can ask Mr. Juan whether she can bring accompany along.

• Rejecting the invitation could jeopardize the business deal.

Recommendation for Mr. Juan

• Do not take Ms. Nina’s rejection as rude.• Concentrate on one problem at a time. Mr.

Juan should discuss about the business first before invite Ms. Nina for a dinner.

• Mr. Juan should know that for U.S people, business lunch are more common than dinners.

Other recommendation

Be aware of non-verbal communication

Develop trust.

Tips for effective negotiation with Argentina.

Let the meeting flow, and at some times, push the process slightly.

Respect a person’s title, age, background connections, whether issue is being discussed.

Conclusion

Show empathy towards each other.

Both of them should try respecting and honoring

differences, and learn how to get along with each other.

It will make them more tolerant of each other view and

also reveal just how much our own cultural background

influences our perceptions and view of ideal social

interactions.

Being flexible towards each other.

They should bear in mind that not all Europeans are the same

in their way of conducting a business meeting. The culture is

not only vary dramatically within a single geographic region.

They also may be wildly different within region of a single

country. So, Mr. Juan and Ms. Nina should be ready to adapt

the differences in their culture.

Being considerate and understanding toward each other will

ensure the successful of the meeting and keep both parties

satisfy with the outcome from the meeting.