This 7-page paper focuses on a case study about Basic Software, a Hong Kong-based company, and the negotiating relationships with its potential Nigerian partner.
Name of Research Paper File: D0_MTbasstu.rtf
Unformatted Sample Text from the Research Paper:
in Hong Kong. The study was written for the Richard Ivey School of Business (University of Western Ontario) by Jean-Louis Schaen and Paul Beemish.
As an introduction, this case study, while introducing a variety of issues that will be examined further in the next section, provides a basic dilemma that most multinational
corporations are familiar with today; that is negotiating and doing business with different cultures. As the main player in this case study, Phil Chan (the companys vice president of marketing)
has realized, customs between Hong Kong and Nigeria (the "target" nation) differ vastly, and his concern has been how both parties can gain from their relationship without inadvertently creating offense
through cultural behavior. In this particular case, Chan was responsible for closing a business deal that Basic Software owner Allen Lee had
negotiated with Nigerian partners. As this would be Chans first visit to Lagos, Nigeria, the marketing VP is, understandably, very nervous about local business practices (and doesnt feel prepared totally
to deal with them). Additionally, there has already been some conflict generated between the two parties regarding specific costs incurred for the potential partnership, as well as the need for
Basic to be registered on the governments "official" list of pre-qualified suppliers. As noted in the case study, various approvals and official documents had needed to be filled out, as
well as a request for $48,000 (USD) to be set aside for doing business. There has also been some difficulties in deciding on the appropriate contingencies (in terms of costs)
when it came to completing the deal. It was now Chans responsibility to negotiate with the potential Nigerian partners on these monetary