ERICSSON'S NEGOTIATIONS WITH CHINESE TELECOMMUNICATIONS
Review case study Ericsson's negotiations Chinese telecommunications organisations. write a Discussion posting describes Ericsson effective ineffective approach cross-cultural management. In explaining answer, make specific reference cultural dimensions: communication, ethics, relationships, marketing, human resource management, cultural characteristics ( models studied) specific Swedish Chinese culture.
Ericsson's Negotiations with Chinese Telecommunications
Ericsson being among the world leader in telecommunication sought to sell part of its operation in China and a joint venture of its establishment. At the time of the negotiations, Ericson's sales in the global market were U.S.$26 billion with 30% share in global mobile infrastructure. In china the corporation market share was 40% (Blackman, 1997). The initial investment of Ericsson in china was through desk telephone handsets to Shanghai. From this the country has continued to invest in China and also opened up representative office. This has seen the relations between China and Ericsson grow explosively making the corporation a major foreign player in China's telecommunication (Blackman, 1997).
Pre-negotiations
An understanding of the Chinese business management approach facilities success in managing and making partnerships with China's Corporations. Ericsson negotiation process started with early establishment of contact authority persons in the foreign country. This approach facilitates the Chinese's...
Ericsson There were a number of things that Ericsson did that were effective in this situation. One was that Ericsson was keen to establish relationships with the Chinese delegation, for example bringing the delegation to Sweden and playing host.to the delegation. This helps to build trust with the Chinese delegation, something that is important in the negotiation. Something else that Ericsson got right was understanding the nature of the relationship with the
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