An American in shanghai - To what extent were the Chinese interpreter
Question # 00555219
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Updated on: 07/01/2017 05:23 AM Due on: 07/01/2017
An American in shanghai
The chief executive officer CEO of the North American electronic equipment
manufacturing company pays a visit to a well-known Chinese manufacturer based
in shanghai to explore the possibility of the two firms forming a business
partnership. The Chinese company is very willing to discuss a possible link
between the two companies. It is keen to acquire new technology to meet
increasingly sophisticated customer demands, which will enable the company to
boost its already strong position in the Chinese market, as well as to tap into
regional and international markets.
When the American CEO arrives at the Chinese manufacturer’s office in
shanghai, he finds that a formal presentation has been arranged for him, the foreign
visitor. During the presentation, the Chinese general manager gives a brief
introduction to his company. This Chinese interpreter translates what the general
manager says word for word. The company is one of china’s second class
enterprises, the general manager says. On hearing this, the CEO’s enthusiasm for a
business partnership immediately evaporates. Accordingly, as the presentation
ends, the CEO leaves the building without requesting any further discussions.
The next day, the American complains about the Chinese company to a local
official who has been acting as his unofficial culture guide. He is taken aback by
the CEO’s unfavorable comments, and explains that in china a “second-class
enterprise” is a locally owned major state enterprise.
The official goes on to say that it could be difficult at this stage to arrage a
follow-up meeting to disciss a business partnership. The reason is that the Chinese
general manager has lost “face” due to the CEO’s abrupt departure from the
presentation which was specially arraged for him.
The chief executive officer CEO of the North American electronic equipment
manufacturing company pays a visit to a well-known Chinese manufacturer based
in shanghai to explore the possibility of the two firms forming a business
partnership. The Chinese company is very willing to discuss a possible link
between the two companies. It is keen to acquire new technology to meet
increasingly sophisticated customer demands, which will enable the company to
boost its already strong position in the Chinese market, as well as to tap into
regional and international markets.
When the American CEO arrives at the Chinese manufacturer’s office in
shanghai, he finds that a formal presentation has been arranged for him, the foreign
visitor. During the presentation, the Chinese general manager gives a brief
introduction to his company. This Chinese interpreter translates what the general
manager says word for word. The company is one of china’s second class
enterprises, the general manager says. On hearing this, the CEO’s enthusiasm for a
business partnership immediately evaporates. Accordingly, as the presentation
ends, the CEO leaves the building without requesting any further discussions.
The next day, the American complains about the Chinese company to a local
official who has been acting as his unofficial culture guide. He is taken aback by
the CEO’s unfavorable comments, and explains that in china a “second-class
enterprise” is a locally owned major state enterprise.
The official goes on to say that it could be difficult at this stage to arrage a
follow-up meeting to disciss a business partnership. The reason is that the Chinese
general manager has lost “face” due to the CEO’s abrupt departure from the
presentation which was specially arraged for him.
Review the Mini-Case: An American in Shanghai attached and answer the following questions:
1. To what extent were the Chinese interpreter and the Chinese general manager responsible for the situation that has arisen?
2. How should the CEO have handled the situation immediately following the Chinese general manager’s introduction?
3. Discuss other complications that could arise when trying to negotiate in a foreign country when one has limited knowledge about local customs and business practices and steps that negotiators can take to increase their cultural awareness and avoid misunderstandings when dealing with international counterparts.
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Rating:
/5
Solution: An American in shanghai - To what extent were the Chinese interpreter