recitation and references

1. Discuss how Melissa's communication style impacted the performance of the Italian partners:

Melissa's communication style played a crucial role in turning around the situation with the Italian partners. Initially, there was a breakdown in communication between the US and Italian partners, leading to frustration and potential jeopardy for the partnership. Melissa's communication style, once she arrived in Venice, was effective in several ways:

• Clarity and Transparency: Melissa ensured that she had all the necessary information and files with her to address the Italian partners' concerns. By providing the missing product information and answering their questions, she demonstrated transparency and clarity.

• Empathetic Listening: Melissa took the time to understand the perspective of the Italian partners. This empathetic listening helped her to relate to their frustrations and address their concerns. It built a bridge of understanding and trust between the parties.

• Proactive Problem-Solving: Rather than dwelling on the initial issues, Melissa proactively addressed the concerns during the first meeting. This proactive problem-solving approach helped in quickly resolving the issues and setting a positive tone for the subsequent meetings.

• Effective Follow-Up: Melissa not only addressed the immediate concerns but also followed up with additional information during the second day of meetings. This demonstrated her commitment to the partnership and further solidified the collaboration.

• Cultural Sensitivity: Melissa likely adapted her communication style to align with Italian business culture. This cultural sensitivity was reflected in her interactions and contributed to the warmer disposition of the Italian counterparts.

In summary, Melissa's effective communication style, characterized by transparency, empathy, proactivity, and cultural sensitivity, significantly impacted the performance of the Italian partners, turning a potentially problematic situation into a successful collaboration.

2. What do you think were the primary sources of information prior to Melissa's visit?

Before Melissa's visit, the primary sources of information were likely:

• Internal Communication: Communication within Melissa's company should have been a primary source of information. This includes communication between Melissa and her colleagues who were initially supposed to visit Moscow, as well as communication with the Italian partners to understand their specific requests and concerns.

• Documentation and Files: Melissa would have relied on internal documents, reports, and files to gather the necessary information requested by the Italian partners. This might include product information, business processes, and any other relevant data.

• Email Correspondence: Any email exchanges between Melissa's company and the Italian partners would have provided insights into the nature of the requests, the urgency, and the level of frustration on the part of the Italians.

3. What do you think the primary sources of information will be after Melissa's visit?

After Melissa's visit, the primary sources of information may include:

• Meeting Minutes and Reports: Formal documentation of the meetings, including minutes and reports, would serve as valuable sources of information. These documents would outline the discussions, decisions made, and action items for both parties.

• Feedback from Italian Partners: Gathering feedback directly from the Italian partners after the meetings would provide insights into their satisfaction with Melissa's responses, the solutions provided, and their overall perception of the collaboration.

• Financial and Performance Data: Post-visit, financial and performance data shared during the meetings, such as the projected plan for the next fiscal year and the Italian office's sales records, would be critical for assessing the partnership's health and potential areas for improvement.

4. What might account for Melissa's change in attitude about dealing with the Italian partners after her visit?

Several factors could account for Melissa's change in attitude after her visit:

• Successful Problem Resolution: The ability to address and resolve the initial issues during the face-to-face meetings likely contributed to a sense of accomplishment and relief. Successful problem resolution can significantly impact one's attitude and confidence.

• Positive Collaboration Experience: The second day of productive meetings, coupled with the positive response from the Italian partners, likely created a more favorable impression of the collaboration. Positive interactions and successful collaboration experiences can shift one's perspective.

• Recognition and Appreciation: The formal dinner arranged in Melissa's honor, with the president praising her professionalism, empathetic listening skills, and decisive actions, would have boosted her confidence and sense of accomplishment. Recognition and appreciation from others often positively influence one's attitude.

• Understanding the Italian Partners' Commitment:Melissa, through her visit, gained firsthand insight into the Italian partners' commitment to the product and their dedication to the collaboration. This understanding may have alleviated any concerns she initially had about the partnership's viability.

In conclusion, Melissa's change in attitude can be attributed to the successful resolution of issues, positive collaboration experiences, recognition from the Italian partners, and a deeper understanding of the commitment demonstrated by the Italian team.

recitation and references