Q.1.

A well-known Australian candy company was interested in selling its products overseas. The
company found a possible partner based in Tokyo. The Tokyo (Japanese) company seemed to be
perfect for the deal. After many phone calls between the two parties, a decision was made to
meet in Tokyo. The Australian company chose one of their businessmen, Mike Waller, to
represent it. He was the company´s most persuasive negotiator. Before Waller left the Australia,
he and the company lawyer worked together to write a detailed contract for the deal. The
contract was fifty pages long. The deal would be advantageous for both firms. It promised big
profits. Waller left for Japan with the contract. He was pleased with his careful preparation. He
thought his future partners would be satisfied with his work and would be ready to bargain about
the details of the contract. He had studied their company interests and was sure they would want
to change a few conditions in the contract. He planned to agree to those changes as concessions.
He was certain the meetings would result in good negotiations and a quick final agreement. On
the day of the meeting in Tokyo, Waller entered the boardroom with copies of the contract for
the Japanese businessmen at the meeting. He handed them each a copy and began discussing the
details. The representatives of the Tokyo firm did not open the contract. They didn´t discuss the
contract at all, but instead spoke about an upcoming company event where they want to invite
Waller. Then, they spoke about the proposed cooperation between the two companies in the near
future to which they did not receive any response from Waller, who was only interested in
discussing the matter at hand right now. Waller went back to Australia the next day, without
attending the event as felt extremely surprised and disappointed. The Japanese had never asked
him one question about the contract. No agreements or commitments had been made. He wasn´t
even sure if there would be another round of negotiation.

a. What type of communication took place between Mike Waller and the Japanese
businessmen? What kind of response from the Businessmen left Waller surprised
after his trip to Tokyo? 4marks

Intercultural communication took place between Mike Waller and Japanese Businessmen.
Both of them were from different cultural background who handled business meetings
according to what they follow in their own country. What surprised Mike Waller was
that though Mike Waller wanted to discuss the terms of contract only, the Japanese
businessmen was the least concerned about it. They were more interested about an
upcoming event of their company where they wanted to invite Mike Waller and to have
future collaboration between two companies. The Japanese Businessmen weren’t direct
and to the point. They talked about those matters with which Mike Waller being a person
of Low context culture was least interested in.

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b. Identify THREE differences between High and Low Context communication in this
case study. In one/two lines, explain how these intercultural communication barriers
are affecting communication between the Australian and Japanese managers.
6marks

1. The way of interaction- “Before Waller left…. Agreement”; the Japanese

Businessmen being the people of high context
_____________________________________________________________________
culture was indirect in their intentions and they never talked directly about the rules
_____________________________________________________________________
of the contract. Where on the other hand, Mike Waller went directly to the point and
_____________________________________________________________________
come up with negotiation that’ll be benefitted for both the companies.

2. Mixing of Social and Business Life- “They didn’t…. Right now”; The Japanese
Businessmen wanted to invite
_____________________________________________________________________
Mike Waller for their upcoming company event in which Mike Waller found no
_____________________________________________________________________
connection with their business deal. People of low context culture does not match
_____________________________________________________________________
their social life with their professional life where on the other hand people of high
context culture mix up their social and business life to nurture a healthy business

relationship. To continue the relationship further in the future. Low context culture
business relationships are short term.

3. Time Management- “He was pleased….. right now”; Mike Waller was trying to get a
good result out of their
_____________________________________________________________________
negotiation as soon as possible but the Japanese Businessmen weren’t concerned if
_____________________________________________________________________
they were killing someone else’s time. They talked about all the other non-business
_____________________________________________________________________
related things but the contract. People with high context cultural mind, maintain a
_____________________________________________________________________
strict schedule they take time as much as it needs to be finished but for the low
_____________________________________________________________________

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context culture people they are punctual about meeting the deadlines.
___________________________________________________________________

Q.2.Transformation into 7C’s of Communication:5X4= 20marks

Transform the following pieces of business emails and marketing taglines as

directed:

a. Conciseness:

Hi Peter,

Great to hear from you! I’m glad you can come down to Singapore next week to
discuss this exciting project. If you can let me have your proposal within the next
couple of days, I can discuss it with our management and send you any urgent
questions for consideration before we meet. I am so excited over our future
collaboration. We can achieve so much out of this venture which will bring out
the best outcome after the finishing of this collaboration, and we can think of
more collaborative ventures in near future.
Look forward to seeing you.
Michael

Hi Peter,
Great to hear from you! I am glad you will be coming to Singapore next week to
discuss the Waterfront project. If you can send me your proposal within a few
days than, I can discuss it with our management and send you any urgent
questions that needs consideration. We can achieve so much out of this venture
which has the possibility for more future collaborative projects.

Look forward to seeing you.

__________________________________________________________________Michael

b. Concreteness:
Audi AG is a German automobile manufacturer that designs, engineers, produces,
markets and distributes luxury vehicles. Audi is a member of the Volkswagen
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 Group and has its roots at Bavaria, Germany. Audi-branded vehicles are produced
in nine production facilities worldwide. The automotive industry is experiencing
radical upheaval. The Audi Group is likewise in the process of redefining itself
for the future and playing an instrumental role in shaping the transformation as we
head into a new age of mobility. Step by step, the Company is implementing its
strategy. Change the following tagline in a concrete manner, in its new
venture:
"Advancement through Technology"

Audi offers you the perfect opportunity to make the most out of its
technology as we move forward. We work to give you the best experience in
driving as our newest model comes with a stylish and comfortable interior,
faster speed and a flashier design. So wait no more and get your dream car as
you step into the future!

c. Courtesy:

Carol,

Your accounting report is riddled with errors; maybe that's because you are so
ignorant of the latest figures that have come in from Washington. We'll have to
meet and get you straightened out. We cannot afford your irresponsible actions
anymore.

Ben.

Carol,
__________________________________________________________________I
am sorry to say this but your accounting report lacks some important information,
because you
__________________________________________________________________must
have missed out the latest figures that have come in from Washington. But
__________________________________________________________________don’t
worry, we can meet and figure out how we can solve this.

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 Once we solve this issue, I believe that you will be more careful in preparing final
reports with utmost sincerity which all of us at the company appreciates the most.

See you soon.

__________________________________________________________________Ben.

d. Completeness:

Reply to Request for Samples

Dear Mr. Ahsan,

I have attached five samples of my original designs to this email. I have arranged a meeting next
week to discuss on this matter in detail. I hope all the concerned personnel will be present at the
meeting.

Furthermore, I will be pleased to participate in the forthcoming competition and also introduce
my services to your team.

Kindly notify me should you need any other information.

Regards,

Neaz Ahmed.

Dear Mr. Ahsan,

I have attached five samples of my original designs of the building that we are designing in the
new venture, to this email. I have arranged a meeting on 7th of this month to discuss on which
design will be finalized. I hope all the people working in this project will be present at the
meeting at sharp 11 am in the conference room no. 2 (3rd floor).
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Furthermore, I will be pleased to participate in the forthcoming competition of design selection
where I intend to introduce my services to your team.

Kindly notify me should you need any other information via my email.

Regards,

Neaz Ahmed.

e. Consideration (You-Attitude): (0.5 mark for each statement)

1. You cannot get a loan because you owe so much on your credit cards.

We apologize for not approving your loan instantly. You can apply again after getting a clearance on your
credit card dues.

2. We are happy to give you a credit line of $5000 effective from next month.

From next month you will be able to enjoy a credit line of $5000.

3. Our corporate sponsorship of the seminar will pay for your selected keynote
speakers’ travel and lodging.

You will be glad to know that the finances of your selected keynote speakers' travel
and lodging will be paid by our corporate sponsorship.
.

4. We must receive your receipt with the merchandise before we can process your
refund.

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We can start to process your refund as soon as we receive your receipt with the
merchandise.

5. We, at Ridge and Jefferson firm, are pleased to offer our clients free consultations
on Sunday evenings.

You are welcome to avail free consultations on Sunday evenings hereeee at the
Ridge and Jefferson firm.

6. In order to complete our inventory on time, we will be closing early on December

14th. Please plan to shop early on that day.

In order to complete our inventory on time, our shop will close early on 14th
December. All our valued customers are requested to shop early on that day.

7. In order for us to improve and upgrade our computer and telephone systems, we
will have to shut them down for a short period of time Thursday afternoon.

To ensure higher quality computer and telephone systems for you, the system will
be in maintenance for a short time during Thursday afternoon.

8. We would like to process our orders as quickly as possible so we are asking you
to visit our Web site where we need you to fill out the customer information
required.

Feel free to visit our Website where you can fill out your required information, so
your orders can be processed faster.