4
2. What should U.S. Trade Representative Michael Froman do about import tariffs on
Vietnamese footwear to level the playing field to allow Americans to compete and win in the
global economy?
Case 2: Responses Due on Canvas by 11:59pm 4/26.
Negotiating with Chinese Business Partners. This case (available in your Harvard case packet) requires
you to develop a negotiation strategy in a complex cultural context. While you may never be in a negotiation
with a Chinese partner, the concepts and techniques can be applied to other negotiating contexts. The
following companion articles are available on e-reserves:
a) Graham & Lam (2003) The Chinese Negotiation, Harvard Business Review.
b) Fang, T. (2006) Negotiation: The Chinese Style, Journal of Business and Industrial Marketing.
1. Graham and Lam describe the importance of the Zhongjian Ren, or intermediary, in additi
see Ref #1
see Ref #2
see Ref #4
see Ref #3 5
c) What would you recommend for today’s business leaders to be ready for such a time? You can
ignore doomsday scenarios such as Skynet from the Terminator.
This prompt 6
Some useful sources of country level information and reference information (not all are free):
International Business Etiquette and Manners
http://www.cyborlink.com/
Global Communication
Global leadership and training with intercultural emphasis
http://www.geoleadership.com/
Country reports
www.countryreports.org
CIA World Factbook
www.cia.gov/cia/publications/factbook
Economic Policy Institute
www.epi.org
New Economics Foundation
www.neweconomics.org
Lonely Planet
www.lonelyplanet.com
International Business Culture and Etiquette
www.executiveplanet.com
BBC Country Profiles
http://news.bbc.co.uk/2/hi/country_profiles/default.stm
Economic Intelligence Unit
www.eiu.com
World Trade Data
www.stat-usa.gov
World Energy Statistics
http://www.iea.org/publications/freepublications/publication/name,31287,en.html
Economist Country Briefing
http://www.economist.com/countries/
The Khan Academy
www.khanacademy.org 7
APPENDIX 1: Business Communication Standards for CSU
The following concepts are taught in the Business Communication Processes class in the College of Business
at Colorado State University. Students are expected to use these concepts in all classes to assure quality
deliverables. All concepts are rooted in the Business Communication Principles (7 Cs): conciseness,
completeness, correctness, courtesy, consideration, concreteness, and clarity. The following criteria will be
used to assess the quality of your work in this course:
Reports/Papers (some of the following may not be appropriate for Canvas text submissions)
Length requirement refers to length of paper not including cover page, references, figures, etc.
Include appropriate components, i.e. title page, table of contents, list of figures, references page, etc.
Use 12-point, double spaced, readable font (i.e. Times New Roman).
Use 1” margin on all sides.
Include functional Introductions (e.g. should include the organization of the paper, state the
problem/purpose, and preview of sections to follow).
Use headings/subheadings for organization – use a CONSISTENT heading style for each level.
Use APA in-text documentation style where appropriate.
Proofread carefully, ensure there are no spelling or grammatical errors.
Presentations
Include consistent font, color, and background on PPT slides.
Format slides appropriately and CONCISELY – short phrases (talking points), not complete
sentences in bullet point format – your goal is to provide a guide only on the slides for discussion.
No use of hand notes or note cards – your familiarity with subject and use of PowerPoint should
suffice.
Dress professionally (business casual at minimum; business professional preferred).
E-mail/Memos
Follow fundamentals of traditional communication (complete sentences, proper
grammar/spelling/punctuation, efficient organization using headings/bullets if necessary, etc.)
Include descriptive subject line for e-mails AND memos. A descriptive subject line includes the class
number/name, and a specific words that convey the topic.
Use informal but professional salutation for e-mail (Dear Prof. Smith, etc., or just Prof. Smith, etc.)
Remember to include a main idea, explanation/body text, and closing (wrap-up, contact info, thanks,
etc.).
Grading Criteria
1. Content. Answer questions thoroughly using concepts and information discussed in class, readings
or referenced sources. Show understanding of what kind of evidence is appropriate to support
argument; employ evidence systematically to support claims. Use critical thinking. Demonstrate
knowledge of concept or topic clearly and concisely.
2. Grammar, Organization. Spelling, structure, professional and specific language (e.g. avoid terms
such as “huge”, and “a lot”), no misused words or spelling errors. Logical and clear organization of
work. Headings used appropriately. Use clear transitions to connect parts of answer; group material
into coherent paragraphs with topic sentences; respond to all parts of question; avoid digressions and
irrelevant information.
3. Extensions. Give original insights and extensions. Demonstrate understanding of root causes and
concepts, perhaps based on additional references or personal experience.