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business
business communication essentials
Intercultural Business Communication 5th Edition Lillian H. Chaney, Jeanette S. Martin - Solutions
How does group communication diff er from mass communication?Does this diff erence between these two forms of communication demand greater care on the part of the communicator (sender)? Discuss.
Do you agree that, in its fi nal form, communication is a manifestation of the personalities of both the sender and the receiver? Discuss.
What is noise? Elaborate the elements of noise encountered by the receiver. How can they be minimized?
What is empathy? How does it contribute to the eff ectiveness of communication?
Discuss the important barriers in the communication process.
Indicate the critical diff erence between successful and ineff ective communication.
Discuss communication as a two-way process of exchange of information.
Why do we communicate?
Why is communication important for good relationships and eff ective management?
Was it a win–win agreement? Discuss.
What factors infl uenced the computer company’s decision to accept the contract?
Comment on the terms and conditions put forth by the corporation.
Does this summary act as a good example of executive summaries for summer project reports? Discuss.
Analyse the sequence of points discussed in the executive summary.
Discuss the scope of this executive summary as an overview of the report “A Study of Consumer Behaviour for Marketing the Global Brand of Air Conditioners in India.
Mr Sinha has observed the norms of respectful and polite behaviour, but do you think something went wrong in his case? Account for your general impression of Mr Sinha’s performance at the interview.
Write out the responses that you consider most eff ective to these questions.
Do you fi nd Mr Sinha’s responses to the questions eff ective?Give reasons for your view on each answer given by Mr Sinha.
What can one learn from this case about business and professional interactions?
Was Mr James Wandel right in his reaction?
What went wrong in this exchange?
What do you learn about negotiation strategies from this case?
Was it impulsive of Rakesh to accept Mr Sharma’s terms against the advice of the two dealers and his sons? Discuss.
Discuss the strategy employed by Mr Roshan Lal Sharma to strengthen his position as the negotiator.
What were Jon’s presentation objectives? Was he successful in achieving them?
Discuss the benefi ts of using PowerPoint and visual aids when giving a presentation to a foreign audience.
Does the size of the venue aff ect the quality of the presentation?
Does the report contain all the necessary parts that help a reader understand it easily? Suggest the missing parts, if any.
Sum up the conclusions you draw from the report and give your recommendations.
Mention the reasons for taking up the survey.
Give a very brief overview of this report.
Rewrite the letter according to the principles of eff ective writing in business.
Point out the old-fashioned phrases and expressions.
Comment on the appropriateness of the sender’s tone to a customer.
Do you believe that some people are born writers? Give reasons for your answer.
What is fuzz? Explain Zinsser’s notion of fuzz with a few examples.
Could this situation be avoided? If no, why? If yes, how?
Sohan does not respond or react to the workers’ non-verbal expressions of their attitude towards him. Would his approach have been more eff ective if it were supported by some verbal communication?
It seems that Mr Kashiramka, the owner of the mill, was not sure at the interview that Sohan, an urban, universityeducated engineer, would be able to adjust to the rural mill work environment and culture. Was he right? What could be the reason for this skepticism?
What conclusions do you think Sohan, the new assistant engineer, and the mill’s employees reached about each other on the basis of non-verbal clues?
“I am too busy.” What does this statement show about the nature of the responses of some teachers?
What, according to you, is the real reason for the teacher’s inability to listen to Geeta? Are they really too busy to listen to students’ problems?
Discuss the barriers to sympathetic listening as shown by the responses of the teacher to Geeta.
Why is it important for the group leader to refrain from imposing his or her views on the group? Why do you suppose that in parliamentary procedure the chairperson is not allowed to participate in the discussion of a motion?Discuss why such requirements for group discussions in small and large
During the discussion, one of the group members becomes more concerned with expressing ideas about the causes of vandalism than with helping the group think of ways to control it. What does Meera do to get the group back on the right track?
How does Meera guide the group’s conversation?
Do you agree with the view that such abusive conversations on the telephone do not have any impact on business? Give reasons for your answer.
“Keep your cool.” What does this mean in terms of business courtesy?
Assume you are working as an operator at a call centre in India and are receiving irate calls from Americans and Western Europeans. How would you handle such calls? Imagine a situation and state what your response would be.
Analyse a professional or personal experience that created cultural block in you.
Mention one area of sensitivity that you are not able to handle while dealing with people.
Ideally, how should this situation have been handled?
Was it correct to include Lily Joe in the initial discussion meeting?
Analyse the reasons for the spreading of rumours regarding the layoff s of the observation ward staff .
Who is to blame for this communication gap? Why?
What should Mr Basu have done to avoid the misunderstanding?
Discuss the main fi lter involved in this case.
Identify the three sources of Mr Basu’s information about the price of the pullover.
Halliburton recently made the decision to move their company’s operation to Dubai, UAE. Since the company will no longer be incorporated within the United States, what changes in laws will they have to make? What are the tax ramifications of being incorporated in the United States or in the
A major corporation uses a great deal of a derivative from high-grade petroleum. Because of the cost of the high-grade petroleum and a decrease in the use of other derivatives that come from the cracking process, the cost of the derivative is going to increase. Substitute products are available if
Aerobus, a French airplane manufacturer, and Boeing, a U.S. airplane manufacturer, have reached an agreement to jointly manufacture a new airplane to carry 600 people. Which country’s laws will govern the manufacturing of the plane? Where will litigation of any disagreements take place? What form
Your corporation has sent you to another country to build a manufacturing facility. A representative of the government with whom you have been working informs you that it will take six months to get the necessary permits to allow work to begin. You explain that you have a deadline to begin
A famous doctor’s parents emigrated from Russia in the early 1900s before he was born but eventually became naturalized citizens after all their children were born. They also changed their last name to an English-sounding name. The doctor practiced medicine during the 1950s and 1960s. The doctor
You are on your way to negotiate a joint manufacturing agreement with a company in India. You have never met representatives of the Indian negotiating team, but you have corresponded by e-mail and telephone. How long do you anticipate you will have to stay in order to finalize the agreement?What do
A group of high-powered businessmen from New York City arrive in Mexico City to give a presentation.They have timed, detailed agendas, a long contract, and specific plans for a joint venture.They distribute the materials and say they are pressed for time and need to complete the meeting so they can
Your company has chosen to use an export management company that will handle all the sales and financial transactions for your products overseas.In what way could this be an advantage, and how could it be a disadvantage? Does the size of the firm matter?
A U.S. American woman executive is sent to negotiate a contract with a corporation in Saudi Arabia. She dresses conservatively in a dark business suit and completes her makeup and hair as she would in the United States. She finds the Arabs to be very aloof. She is asked when her boss will be
Your instructor will separate the class into two negotiation teams. One team is from the United States; the other team is from Mexico. You are to respond from the cultural perspective of your country (either the United States or Mexico). The U.S. corporation desires to lower its cost of production
The following case concerns negotiations by KE Electronics (a South Korean company) and JCP(a Japanese company) to license each other their patents. JCP and KE were discussing KE’s producing plasma display products (PDP).KE asserts that JCP has demanded excessive royalties, has asked the South
The comparison chart (Ping, 1998, p. 533) in Table 10-2 is for a U.S. person who wants to sell a Chinese person a piece of expensive equipment.As you can see, the two gentlemen are not interpreting, perceiving, or expecting the same thing.Using this list, discuss what will probably happen to these
International negotiators must diagnose meaning, motive, and intention on the spot if they are to get the contract or sale. How does someone become nonethnocentric and “do as the Romans do” in order to get the contract? How much will previous experience help or hinder the progress of the
A U.S. salesman is in Spain negotiating a contract with a Spanish company. He has expressed to his Spanish colleagues an interest in attending a bullfight, so they invite him to one. As the first bull is released, the salesman jokingly says, “So who’s going to win? I’ll put my money on the
A U.S. corporation has sent four people to meet with a group from a Russian organization. As the groups have had previous negotiations and contact, the U.S. group is hoping to go home with an agreement. The first meeting lasts 12 hours and ends in a deadlock. After agreeing to meet the next day,
In China business attire is very formal. For example, women generally wear blouses that are buttoned to the top, dark, skirted suits, and plain shoes with low heels. Women with long hair wear it up in a bun or braided close to the head. What opinions would the Chinese have of women in the United
At his first meeting with Mina Van Buren, 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. Van Buren refused, saying that she preferred to keep their relationship on a professional level.Discuss
A Japanese businessman on his first visit to the United States was pleased to be invited to a U.S.executive’s home for cocktails. He arrived promptly at 7 p.m. The host introduced him to a small group of people, and then returned to the front door to greet others who were arriving. The Japanese
You have unknowingly arrived in Mexico during Carnival Week. Because people are busy partying and celebrating, they are not interested in meeting with you to discuss business. However, because you are here, they have invited you to join in their activities.Should you accept or reject their
Your organization is having a large party for its worldwide distributors in the United States.Because there will be people from all over the world, what would you serve for meals to avoid offending anyone?
A businessman from Singapore, upon visiting the United States for the first time, was unfamiliar with U.S. tipping customs. He could not understand the cool reception he received when he did not tip the taxi driver who took him to his Dallas hotel, the bellman who helped him with his luggage, the
When Sara Canton boarded her flight to Barcelona in New York City, she was seated in the middle with an unkempt person who apparently had not bathed recently on one side and a crying baby on the other. The person in front of her immediately reclined his seat. Sara knew she would not be pleased
Joe Anthony, a U.S. graduate student, was beginning a semester-long internship in Mexico City with an international health care products firm.After he had been there about a week, some male employees invited him out to a bar to sample the local specialty, bull’s testicles. Joe had heard about
A U.S. executive was invited to dine in the home of a Latin American businessman. The dinner invitation was for 9 p.m. The U.S. executive arrived promptly at 9 p.m. bearing a gift of an unwrapped bottle of Scotch for his host and a dozen yellow and white chrysanthemums for the businessman’s wife.
Mark was in charge of a negotiating team sent to Japan. On learning the importance of gift giving to a successful business relationship in this culture, prior to departure he asked his secretary to wrap these gifts: a clock with the company logo, a leather briefcase, a country ham, and a pen and
Virtual teams, comprised of people who work together through the use of e-mail and other communication technologies to complete a task while in separate locations, are becoming more commonplace for working with international colleagues. Virtual teams have a number of advantages, including
A British national was sent to the United States to work in a subsidiary. He was an engineer in a management position in charge of building a new factory for the corporation. He was initially offered intercultural training; however, he felt comfortable because both countries spoke the same language
A U.S. executive was working with a convention booth builder in England. The English were not working on the booth and would not give a date of completion for the booth or a shipping date to the United States. For six consecutive weeks, the U.S. executive called to inquire about the state of the
If you are dealing with a foreign corporation in which no one speaks English as a native or second language, what may be necessary for your corporation and the foreign corporation to work together? How does a U.S. corporation react when the other corporation does not speak its language?If the
You work in the personnel division of a multinational organization. You have been asked to provide a list of potential candidates for a management position in the corporation’s German office.Because of their laws, you want a German national for the position. How would you go about obtaining
A Canadian professor accepted a two-year teaching assignment at a South American university. Despite the professor’s guidelines for appropriate classroom conduct that had been conveyed at the first class meeting, students continued to come to class 20–30 minutes late.In addition, instead of
Fred, the manager of a large U.S. bookstore, hired Ching Wu, a newcomer from China, as one of his clerks. In an attempt to get to know Ching Wu better, Fred invited her to join him for coffee. Throughout their conversation, he noticed that Ching Wu always looked down at the floor and never gave him
On his first trip to Mexico, Harry, a U.S. manager interested in negotiating a contract for his firm with a Mexican firm, was invited to a dinner party by his Mexican counterpart. The invitation indicated that cocktails would begin at 7 p.m., so Harry arrived promptly at that time. His host seemed
A U.S. company has sent a representative to negotiate a contract with a Japanese firm. The U.S.representative arrives at the appointed time for his meeting and is shown to the meeting room, where six representatives from the Japanese firm meet with him. During his presentation, the Japanese move
Barbara works for a subsidiary of a German corporation in the United States. Her job involves ordering products from Germany and following up on the status of deliveries. Barbara does not speak, read, or write German; however, this is not a problem, as Barbara’s contact Anna speaks, reads, and
Barbara, a U.S. female manager, was faced with deciding how best to approach an upcoming evaluation session with Carlos, a new employee from Venezuela. Carlos often arrived late and sometimes did not come to work at all; he would later explain that he had a family emergency. In addition, Carlos
You are in a meeting in a subsidiary of a German company in the United States. The meeting has two German citizens who are living in the United States and three U.S. citizens all of whom are employees. You have been discussing the packaging of a new product, and suddenly the two Germans begin
You are responsible for hiring a sales manager whose territory will include all of South America.You have narrowed your search to two people. One is a citizen of Brazil who speaks Spanish and Portuguese but very little English. The second is a U.S. citizen who speaks English and a little Spanish.
A U.S. production manager, Joe Sorrells, is sent to manage a manufacturing facility in Mexico. On his arrival, his assistant production manager, Juan Lopez, suggests they go to the factory to meet the workers who have been awaiting his arrival. Joe declines Juan’s offer and chooses instead to get
In parts of the United States, particularly in Florida where there is a large Latin American population, the suggestion has been made that Spanish should be considered the first language and English the second language and that people whose native language is Spanish should be taught in Spanish
An international team is being organized. The members of the team are from Germany, Mexico, the Netherlands, and the United States. The main language of the group is English. The German member criticized the Mexican member for not being committed to the project because the Mexican had arrived late
Janice Davis, a marketing representative for a U.S.firm, was looking forward to her assignment in Japan because she had visited the country on one occasion. However, her anticipation quickly turned to frustration. Because all store signs were in Japanese, she didn’t know where to buy even a
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