Wei arrived for the meeting tired after a very long flight. The American colleagues were very friendly but keen to start the meeting, as they were operating on a strict schedule and agenda. Wei had brought gifts for the team and made sure he handed each gift to each colleague individually with both hands. He was surprised to see that the US colleagues did not have a gift for him. They introduced themselves with a handshake and went in the boardroom. During the negotiations, Wei listened attentively to the proposals put forward by Ben who was leading the US team, but did not make any comments. Ben was explaining their position over and over again and Wei would nod but say nothing. They stopped for lunch and Wei noticed that the US team discussed other work matters. In the end, Ben was frustrated at Wei’s prolonged silences and lack of engagement and Wei was put off by the fact that Ben didn’t seem to care about him, but only about the deal. The partnership did not materialise.
What went wrong? use relevant academic literature, refer to the case study guidelines and follow the given template.
