Learning Points for the Good Ending

Remember that learning about the culture of the person with whom you'll be doing business gives you insight into how to send and receive intercultural messages. When negotiating across cultures it's important to be cognizant that different cultures have different protocols, schedules, and decision-making methods.

Did you notice:

• how Pauline's decision to learn about the Indian culture helped her to establish rapport with Mr. Vaidya?
• that Pauline was made aware of negotiating protocols by asking Mr. Vaidya, "Would you mind if we talked about CanGo and our marketing programs?"
• that Pauline asked Howie to come and introduce her because she's aware of the role and status of women in the Indian culture? She knew that Indians have a patriarchal society and things would go better if Howie introduced them.

Click the "next" button to watch what happens when Pauline fails to meet this challenge.

 
 
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