Professor of Strategic Management & Head of the Family Business Institute - ESSCA
Case study
Ian, a negotiator for a major luxury goods distributor in Japan, sees a strategic negotiation with an American brand fall apart. While a meeting between his Japanese CEO and the American CEO was intended to seal an exclusive partnership, unexpected cultural tensions lead to a breakdown in the talks. This case explores intercultural skills and political manoeuvring in an international management context.
Learning objectives
Understand the concept of cultural competence
Discuss the concept of political games and political skills
