BUS356: Conduct Relevant Additional Research to Support your Analysis, by Referring to Textbooks: Business Negotiation, Singapore

Question 1
Carefully read and review the case study found at the following link (Please use Google Chrome or Firefox to access the link):

You should conduct relevant additional research to support your analysis, by referring to textbooks, research articles, and/or validated sources of information available on the internet. Remember to provide proper referencing and cite the sources of your research. It is important to support your answers with specific examples based on the scenario given in the case study, to demonstrate your understanding and application of the relevant concepts. You may make reasonable assumptions, as part of your analysis.

(a) Maurice realizes that his Western methods of negotiation may not be effective in Asian markets. Widjaja has confirmed a telephone call with Maurice the following Tuesday. How should Maurice’s approach in the proposed telephone call be different from his previous email interaction with Widjaja? In your answer, assess the role of culture in negotiation and how Maurice can adjust his views and understanding of the Indonesian negotiation style in order to bridge the “cultural disconnect”. Please provide examples to demonstrate an understanding of the concepts discussed.

(b) Recommend two (2) techniques Maurice can use to improve communication with Widjaja in the telephone call the following Thursday. Support your recommendations with reasons and what key actions Maurice should undertake in order to generate better understanding and success with this telephone call.

(c) Assume that the telephone call with Widjaja went well and Maurice had become more familiar with the team at Sukarno and Partners and the services they can offer. Maurice now reached a stage where he had several potential clients to speak to in Indonesia and was planning to visit Jakarta to meet with some potential owners. Widjaja mentioned to Maurice that in Indonesia, it is customary to give “something” as a gesture of friendship and goodwill to facilitate negotiations and this can include “presents” to
government officials.

Discuss two (2) approaches to ethical reasoning and explain how Maurice can use these approaches to evaluate what actions he ought to take if faced with an ethical dilemma in Indonesia. Support your answer with relevant examples.