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 Chinese. The Chinese view business relationships as long-term endeavours, which is why they want to do business with "big mountains." As such, the Ericsson managers behaved well when they reminded themselves that the negotiations were long-term and for the good of the company. This approach is in line with how the Chinese viewed the relationship, so taking this approach avoided needless conflict or miscommunication.

One thing that might not have been as effective is treating the Chinese like...
[ View Full Essay]