You work for a CHIPCo, a company preparing to sell electronic

components to Toshiba Corporation, in Japan. Toshiba is a highly

respected electronics manufacturer. Selling to Toshiba would represent

a lucrative business expansion for your company.

You are working through a trading company, who has made introductions

between your company and Toshiba. You and your team have been engaged

in "relationship-building" with your Japanese counterparts for two

months. You've familiarized them with the quality of your products and

on-time delivery record.

Negotiations have proceeded slowly, by American standards. You are

preparing for a meeting with your counterparts to discuss payment

terms. The timing for this meeting couldn't be worse for your team.

CHIPCO was required to recall several of its products. CHIPCo bore the

costs of the recall, but the recall has been disruptive for customers.

You've decided to script the forthcoming discussions between your team

and the Toshiba team. You've decided not to raise the issue of payment

terms and instead address the quality issue with Toshiba. In doing so,

you'll focus on the speed and responsiveness of your company in dealing

with the issue.

Assignment:

Based on what you've learned about doing business in Japan, prepare a 1

- 2 page (APA Formatting and referencing) strategy for handling the

Toshiba-CHIPCO meeting. Use the information learned this quarter about

the Japanese approach to conflict, emphasis on harmony, aversion to

embarrassment, etc. in preparing your strategy.