Overview
Here are three questions to help you rewrite your case as discussed in class. I
You are the Canadian firm that owns General Medical’s Magnetic Resonance Imaging Systems.
1.What may be the differences in the negotiation styles between Canadians and (a) the Japanese and (b the Brazilians.2.What may be the likely discussions between the Japanese and Brazilians about buying from your firm?
3. As the Japanese orders are potentially higher, would you take different approaches in negotiating with the Japanese and Brazilian clients?
These are questions to help guide you and you need to pre-empt other potentialities, Read Chapter 19 of your text for the three phases of negotiation planning: pre negotiation, during negotiation and post negotiation.