Managers hot seat

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Managers hot seat

  1. 1.  Scenario  Key Issues  Causes  Solutions  Recommendations
  2. 2.  Mr. Michael Sokolow is the Director of Foreign Sales of a clothing manufacturer and worldwide distributor based in New York.  Mr. Norio Tokunaka is the Vice President of Merchandising of a large retail clothes store in Japan.
  3. 3.  Language Barriers  Non Verbal Communication  Social Conventions › Direct/indirect communication › Importance of personal relationships  Limited display of emotions  Future relations
  4. 4.  Time pressure on Michael to get new contracts  Long Term versus short term orientation(Dejanz)  Uncertainty avoidance(hofsteed)  Cultural differences › Dominating attitude › Different approaches when handling conflicts(website)  Verbal/ Nonverbal communication(dejanz)
  5. 5.  Understand the other persons cultural background  Be sensitive towards people who are not comfortable in communicating in English  Pay attention to body language  Train employees on managing cross culture differences  Better Time scheduling of senior staff
  6. 6. Short Term  Bring Mr. Roger back for further correspondence with Mr. Norio  Provide training to develop Michaels cross cultural skills Long Term  Develop a framework for Managing cross-cultural differences › Select a more culturally oriented person to handle sales with other regions( i.e Japan) › Free up time to facilitate more relationship building with future international clients
  7. 7. “No culture can live if it attempts to be exclusive” Mahatma Gandhi

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