商务英语Canwell In China.pptxVIP

Case 1: Intercultural Business NegotiationCanwall in ChinaBUSINESS ENGLISH--- Report from 179F #6 TeamContent0102What HappenedWhat’s the reason01.What Happened？Wallpaper Product CompanySale wallpaper printing equipmentPhi RainesMarketing DirectorCharlie BurtonPresidentCanwallD1Arranged in a newly built hotel. Treated to a banquet with several high-level officials.Canadiansfelt optimisticD2Were taken to see the sights about port and factories. Then were taken to see a dance performance.Canadiansfelt eager to begin discussionD3Meeting goes slow with each side giving generalizations about itself and using interpreter. The Chinese spent a lot of time talking about Canadian trade agent.Showed presentation to ten Chinese people.Chinese representatives nodded, smiled and said yes.Canadiansfelt jubilant and confidentD4Canadians were asked to explained again to four new faces and answered technology questions in details. Also discussed with the female interpreter in hotel lobby for long time.Canadiansfelt confused and exhaustedD5Chinese pointed out differences between what they said and what a director told them in Canada. Afternoon session was uncomfortable and one of the key Chinese speaker left the room without any explanation.Canadiansfelt chagrined and uncomfortableD6Chinese asked for maintenance training but Canadians pointed out the expense and difficulty. Talked about price finally, Chinese asked for 20% discount, but Canadians thought their price had been fair.Canadians tried to focus on unresolved points but Chinese seemed do not want to do so.Canadiansfelt PuzzledD7Started the farewell banquet, but the method of payment was still not solved. Chinese could not guarantee the payment schedule due to deadline and requirements of officials. Nevertheless, Chinese showed looking for cooperation in future and past Chinese-Canadian relations and will discuss the sale by mail and fax.Canadiansfelt disappointedTwo weeks later!Canadians heard that the factory had decided to b