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Organizational Mgmt

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Running head: CANADA TIMBER

1

Canada Timber Case Analysis

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Core Problems

In reviewing the case analysis two core problems are quite evident along with smaller

related problems. First the obvious lack of research into Japanese culture and customs by the entire team of Canada Timber and how this directly affected the trip. Subsets of related issues include the way the exchanging of business cards was handled*1, as well as the presentation of gifts*2. Second the bullish way the Canadians made their presentation and expected an immediate response*3, as well as how rather than wait and let the offer be considered the
Canadians immediate response was to reduce price undercutting their own value to the Japanese. Analysis
Collectivism

Canada Timber was on a very promising tract to complete the transaction with the Japanese manufacturer Bonsai. The CEO of Canada Timber committed many business communication errors with the leaders of the corporation. The Japanese culture is a collectivist – oriented culture. According to Ferraro & Briody (2013), it is important to “emphasize your own sense of loyalty other that of your company,” (p. 36). The culture of Japan is one for honoring your obligations and being loyal to your company.
The CEO Tim did not demonstrate loyalty to his company by trying to negotiate a discount to gain the business of Bonsai. In the eyes of the Japanese leader, this was a negative sign for business relations The actions of Bonsai are to maintain a steadfast attitude with emphasis on the

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benefits for the company. Tim continued to increase the amount that he would discount the price of business. These actions are perceived as not a strong example of appropriate business ethics.
Meeting Preparations
Tim did not display proper etiquette before leaving to meet with the Japanese company. He did not send a detailed list of the individuals he was bringing to the meeting. It is customary for the
Japanese to conduct business in a very detailed process. Each employee’s roles and position are described, but not singled out from the group for specific achievements. Tim simply assembled a team of individuals and brought them along with any proper introduction.
The arrival in the airport was not conducted in proper Japanese fashion as well. As described by
Venture Japan (2004), “Japanese business cards are a 'must have', “. Business cards should be printed in the Japanese language with the native language context. It is expected to hand out a business card to each person at a meeting. The business card should be handled with respect.
Tim failed to demonstrate respect for this custom by simply putting the card in his shirt pocket.
It is customary to offer a word of appreciation or say thank you and to “receive the card in both hands”, (Venture Japan, 2004). Personal Business Habits The Japanese also place a large emphasis on personal business habits. An individual in a meeting should take large amounts of notes during discussions. The Japanese will also use the notes for reference points for future meetings. Tim was rude during his discussions. He would

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interrupt conversations and displaying his impatience. His lack of proper protocols was demonstrated when he started speaking directly to the translator avoiding Mr. Kusushi. After the first meeting Tim committed a violation of personal touch by touching the Mr. Kusushi on the shoulder. The second business day had even more violations of personal habits. Tim stared directly at Mr. Kusushi for a long period of time. This action is considered disrespectful. The evening after hour’s event was equally as disastrous for Tim. He drank very heavily and placed his hands around the neck of the CEO for Bonsai. He also pressed Mr. Kusushi to make a final decision. On the next day, Tim felt he had successfully sealed the deal for Canada Timber. He actually harmed his chance to complete business by his behavior at this final meeting. Tim became very aggressive and pushed the subordinate to contact Mr. Kusushi by phone to finalize the agreement. His actions visually becoming angry and his attitude basically ruined any opportunity to complete the business transaction. In final analysis, Canada Timber failed to comply with proper business etiquette with Japanese customs. Tim had a great opportunity to seal the contract on his visit, but he failed to follow the rules that are required. His arrogance and lack of preparation ruined any opportunity for the future Recommendations
According to eDiplomat (n.d.), it takes several meetings to develop a contract, close the deal and to sign a written contract. Tim will have several opportunities to develop the

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relationship between Bonsai and Canadian Timber. First, Tim should extend his visit, conduct a research about proper business etiquette for Japan, and attempt to salvage the relationship by accepting personal responsibility for his rude behavior and discuss scheduling another visit to
Bonsai. We recommend Tim to present Akiko with an individual gift as a peace offering for his rude behavior towards her. Prior to returning to Japan, Tim should review Japan’s list of participants, invite employees from Canada Timber with similar titles or qualifications and a translator. Then, Tim should schedule a class or seminar with people who are experts on how to work with businesspersons in Japan. The seminar should include discussions about Japanese customs, business etiquette, and learning a few common phrases in Japanese. In Japan, business cards are very important. Tim should prepare to order two­sided business cards for each person traveling to Japan. One side printed in Japanese and the other side
English. In the seminar, the team will be taught proper meet and greet practices along with how to present a business card. This will include holding the card in both hands with the Japanese language facing up and starting with the most senior member (“Doing Business”, (n.d.). Each

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team member should plan to bring at least 100 business cards per five­day trip (“Japan”, (n.d.).
For example, member should bring 200 business cards for a 10­day trip. The Japanese emphasize the practice of gift giving. Tim should bring an assortment of gifts to give to the hosts, assistants and subordinates. Then, if someone presents Tim with a gift, then he will be prepared to reciprocate. According to Japan Intercultural (n.d.), Tim can bring group gifts like expensive candy, cookies, and fruit. In addition, he should bring individual gifts to those who have helped him personally or he has developed a close relationship (“Doing
Business”, (n.d.). The gift should be specific to the individual like cufflinks, pen and pencil sets without his company logo, or top­quality imported scotch, just to name a few. All gifts should be in a gift box or beautifully wrapped. Giving a gift is a way to show friendship, gratitude, and respect. By learning Japanese customs and business etiquette, Tim and the traveling team, will show the Japanese businesspersons that Canadian Timber expects a long lasting relationship with
Bonsai.

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