Int 452 International Sales And Negotiations Case Study

BOĞAZİÇİ UNIVERSITY
INTT 452 International Sales and Negotiations
Instructor: Osman Sabri Kıratlı

FINAL EXAMINATION
Name: Gamze Ayaz 2008501027

QUESTIONS
1) Country A is Japan, and Country B is United Kingdom. I choose these two countries because they have different cultures and languages. Japan’s automobile industry is soft, and UK is a good choice for education abroad. Moreover, Exporting to its automobiles to UK is a good strategic approach for NAC. The location of UK is suitable to for the transportation process. UK’s sea transportation industry is well developed due to its geographic conditions.

Japan’s cultural characteristics are:
• Face is very important for them. They believe they lose their face if they oppose to someone’s request.
It should be fairly constructed and efficient for each side. Arguing over positions produces unwise agreements which lead getting far away from the original interest of parties. Moreover, it is inefficient. Japan people gives a great importance in face, so bargaining on positions may lead them to save their face, which in turn leads more bargaining on positions. So, rather than focusing on positions, we should choose to focus on interests of both parties. Building relationships is important for Japan people, so to facilitate to build a strong, long term relationship focusing on interest rather than positions is
In the following years NAC may want to transportation its vehicles to Asia coasts and south coast of UK. In this case further negotiations can be arranged with BSL. It is enough to agree for three RoRo ships of BSL to transport NAC’s vehicles, for now. NAC assumes it can pay 40$ to $60 per cubic meter range for transportation. But price can be arranged if BSL accepts the other issues.
- Bottom lines: We should consider different amounts of ships –for example, 5 RoRo ships - dedicated to transport our vehicles, if BSL comes with an effective and logical offer. We can think an upper amount of payment in case of an agreement suitable with our position.
- Interests: We should consider mutual interest in negotiations.
We can achieve a certain agreement, with gives the best deal and suitable for our interest with using principled negotiation strategy. We should focus on the needs and wants of our company and BSL. Identifying their interests will help us to better position and provide offers which in turn facilitate making agreement. Our employees do not know British culture, so investigating their cultural characteristics is also beneficial for us to learn more about their