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TABLE OF CONTENTS
1. Introduction. 2
2. Negotiations with Japanese and Americans. 2
2.1 The impact of culture on negotiations 2
2.1.1 The Japanese Culture………………………………………….....………………..2
2.1.2 The American Culture………………………………………………………………3
2.2 Differences in negotiation styles between Japan and the US…………………………5
2.3 The profile of a Japanese and an American negotiatior 6
3. The case of Motorola and Toshiba 9
3.1 Introduction to Joint Ventures 9
3.2 General facts about Toshiba, Motorola and TSC 10
3.3 Objectives and agreements 10
3.4 Factors of success 11
3.5 Lessons drawn from the case 12
4. Our intercultural team work 13
4.1 Our team work process 15
4.2 Presentation Performance……………………………………………………………….15
4.3 Individual Assessments .…………………………………………………………..…….16
5. Bibliography 18
6. Appendix: Additional information on the Motorola-Toshiba Joint Venture 1987 19
7. Powerpoint Slides ...