The experience of Canwall in China illustrates cultural priorities and shows an outcome that was not what the Canadians had expected. It is important for negotiators to understand their counterparts and balance the need for enforceable agreements on the one hand with need for nurturing trusting relationships on others. Time magazine, nearly two decades ago, ran this statement:

The successful negotiation between Japanese and Western business usually ends up
looking very much like one between two Japanese.

I. Read the case carefully and answer the following two questions in your case study:

What cultural factors that worked against the Canadians in terms of intercultural communication competence? Use specific examples from the case to illustrate your points. (name at least 2 factors: For example, one cultural factor can be difference between low-context culture and high-context culture)

If you were hired as their intercultural consultant, what advice would your give based on your knowledge of culture and intercultural communication from this class? (At least two measurable/specific advices)

II. Make sure to be specific in your points and connect your discussions and analysis to concepts in your textbook/lecturer notes. When referring to a concept/theory covered in class, use in-text citation. For example: (Lustig & Koester, 2013, p. 79) (Outline and Lecture Notes of Chapter 1, p. 5)