The business world has a different culture and it is not similar from the general culture.

Aside from the language, business manners and practices have to be learned in dealing business with another country. It is not sufficient in business for foreigners to understand only the general culture of the target client/customer. It is important to learn the business culture. In this case, the CEO of Canada Timber, Tim Wilder, was eager with closing a deal with a Japanese furniture manufacturer. However this is the first time that his Canadian Timber Company has done business in Asia. Tims Team that he brought with him to Asia had a few flaws. First, nobody in the Canadian team for the negotiation knew the Japanese language well. The team was composed of: the Chief Executive Officer (Tim Wilder); the legal representative (Tim's lawyer-brother-in-law Johnny Sharkey); the production supervisor who was knowledgeable in hardwood and the production procedures (Bill Hudak); and, the regional salesperson who knew only a few words in Japanese as he was married to a woman of Japanese descent (Kevin Peterson). Thus, there was language barrier in the negotiation. There was no interpreter who would translate the conversations of the Japanese prospective customer during the negotiations and this placed the Canadian team at a disadvantage. Mr. Peterson was not able to interpret what went on when Mr. Kusushi, the President of Bonsai, and his team consulted each other in Japanese language during the meeting. Thus, there was language barrier in the negotiation. There was no interpreter who would translate the conversations of the Japanese prospective customer during the negotiations and this placed the Canadian team at a disadvantage. The Japanese had a translator so they could understand the Americans in their negotiation process. Since Tim could not understand what the Japanese were discussing, and since he was very excited on... During a negotiation process, lots of components have to be taken into account by both parts to seal a good deal. Culture is one of the most important of them because it stays the first purpose of war between humans and the one that is used as the symbol of ethnic differentiation. When a country as Canada meet another with so much values and beliefs as Japan, negotiation will surely be harder in terms of understanding and finding common point between both teams than with a Canadian one. In the case Canada Timber: Negotiation with the Japanese we can find lots of these misunderstanding points and cultural troubles than can be created by an extra cultural negotiation. Its this case, the choice of the negotiation team is very important. Here we can clearly see that when Tim (CEO of Canada Timber) chose his team, he didnt take into account all elements that could be useful for him to compose his team. Firstly, he took his brother in law Johnny that is not employee of Canada Timber. We can assume that in front of the Japanese, a simple attorney will not get lot of influence on it. Besides hes not involved directly into the Hardwood business. And as we saw on this case, he was useless for the entire trip, not taking importance in all the negotiation process. Then it was a good choice to get Bill, the person that knows the most about the business they are in. And the last one Kevin, is not qualified enough to go to this negotiation as the part of the team but I think his presence can be useful as he know a lot about Japanese culture. The only problem is he should have been the one who talk and who take the head of the negotiation team. He looks more patient, more thoughtful than Tim and should have

avoided been anger or stressed. At the end, the global team was not homogenous with someone out of the company and another one..