Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas.
After conducting research on different beverage firms, Fizzy executives selected a large beverage manufacturer located in China. Kevin Burns and three other top-level executives at Fizzy have been assigned to the negotiating team. The team has flown to China to negotiate the details of the joint venture. Which of the following best supports Kevin's argument that he should be the primary negotiator?
A) Kevin has an aggressive and explicit attitude.
B) Kevin leads all negotiations with domestic U.S. firms.
C) Kevin is the oldest and the most experienced person on the negotiating team.
D) Kevin has full knowledge of guanxi; therefore, he should lead the team.
Question 2
According to the research conducted by Tung et al., people in ________ are bureaucratic, educated, diversified, highly relationship-oriented, and more direct.
A) Shenzhen
B) Shanghai
C) Beijing
D) Guangzhou
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Management Information Systems: Managing the Digital Firm, 15th Edition
American Toad