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Shanghai

In: Business and Management

Submitted By beabella
Words 344
Pages 2
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Throughout the entire case study Paus failed to recognize the need for cultural adaptation, training and awareness and the importance of utilizing local resources to assist with cultural issues. Due to the two different cultures and generations now there is a clash between the old vision and new vision of doing business in China. Olsen and Li stand for the old and traditional way of doing business in China regarding to the Chinese values. In their view Eurochem Shanghai should carry on with the old system because relationships are overriding and values still remain strong, otherwise they will lose even more customers. On the other hand Paus is going the young and innovative way arguing that China will change one day and they have to adapt the marketing system to the new market conditions. So, is Paus right or wrong?
In order to find an agreement and not to suffer, but to benefit from the diversity and different approaches of leadership, a meeting of all participants is needed at the end of the case. All persons involved should negotiate about different possibilities in order to create better situation.
First of all, there have to be taken several steps in order to prepare the negotiation process. Both sides should look at the aspects which force them to negotiate; they should clarify their own objectives, stakes, the counterpart’s interests and the balance of power to position themselves. There is an urgent need to find an agreement because there are still different stakes among the Chinese and European side. They should determine common objectives and be flexible in order to choose the right strategy which is determined by trust, power and stakes. Paus as well as Olsen should reorganise themselves and clarify the elements of the context in order to become partners, not adversaries. They should pursue a way of cooperation instead of competition

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