2. GROUP 9-CASE STUDY 10
PREPARED BY:
• NUR FATHIN AMIRAH BINTI MUSA 204237
• NOORFARIHAN BINTI HALIm 204251
• NADYA KUSUMA DEWi 211200
• NINDYA YUNITA KUSUMA PUTERI 211199
• MR ABDULLAH YEEPABOH 193255

3. CROSS-CULTURAL
SCENARIOS
At his first meeting with Nina Lauren, a U.S. manager, Juan
Velasquez, an Argentine businessman, complimented her on her
appearance and invited her out for drinks and dinner that
evening. Ms. Nina refused, saying that she preferred to keep their
relationship on a professional level. Discuss the appropriateness
of Mr. Juan invitation and Ms. Nina’s response and the
implications for building a solid business relationship.

4. MAIN PROBLEM
• Mr. Juan invite Ms. Nina for drinks and
dinner, and also complimented her on her
appearance.
• He want to be friendly and create a warm
environment, and make Ms. Nina more
comfortable.
• Ms. Nina misunderstanding and thought that
the compliment and invitation have to do with
something personal.

5. Why this problem
happen?

6. Universalism vs
Particularism
Universalism: U.S.
Ms. Nina believe that agreements and contracts
are used as the basis for doing business.
Particularism: Argentina.
Mr. Juan believe that deals are made based
upon friendships.

7. Specific vs Diffuse
• Specific: U.S.
Ms. Nina-strong separation between work and
private life
direct in communications
• Diffuse: Argentina.
Mr. Juan-no clear distinction between work and
private life
work and private life are closely linked but
intensely protected

8. High context vs low context
culture.
• High context: Argentina
Verbal Communication Styles-Messages implicit
and indirect (saving face).
Mr. Juan want to be friendly with Ms. Nina.
But, instead of saying he want to be friendly, he
invite Ms. Nina for dinner.
Nonverbal Communication-Polychronic
(committed to people, tend to build lifetime
relationships)
Mr. Juan more focusing in build relationship with
Ms. Nina rather that doing the business.

9. • Low context: U.S.
Verbal Communication Styles-meet only to
accomplish objectives, direct in
communication.
Ms. Nina more focusing on the business
meeting, and she thought that the
compliment and invitation have to do with
something personel
Nonverbal Communication-Monochronic
(committed to the job, accustomed to short-
term relationships)
Ms. Nina more focusing in doing the business
rather than build a relationship.

10. How to solve this
problem?

11. Recommendation for Ms.
Nina
• Ms. Nina should accept Mr. Juan’s invitation to
leave a good impression on the first meeting.
• If she uncomfortable going alone, she can ask
Mr. Juan whether she can bring accompany
along.
• Rejecting the invitation could jeopardize the
business deal.

12. Recommendation for Mr.
Juan
• Do not take Ms. Nina’s rejection as rude.
• Concentrate on one problem at a time. Mr.
Juan should discuss about the business first
before invite Ms. Nina for a dinner.
• Mr. Juan should know that for U.S
people, business lunch are more common
than dinners.

13. Other recommendation
Be aware of non-verbal communication
Develop trust.

14. Tips for effective
negotiation with Argentina.
Let the meeting flow, and at some times, push
the process slightly.
Respect a person’s title, age, background
connections, whether issue is being discussed.

15. Conclusion
Show empathy towards each other.
 Both of them should try respecting and honoring
differences, and learn how to get along with each
other.
 It will make them more tolerant of each other view
and also reveal just how much our own cultural
background influences our perceptions and view of
ideal social interactions.

16.  Being flexible towards each other.
 They should bear in mind that not all Europeans are the same in
their way of conducting a business meeting. The culture is not
only vary dramatically within a single geographic region.
 They also may be wildly different within region of a single
country. So, Mr. Juan and Ms. Nina should be ready to adapt the
differences in their culture.

17. Being considerate and understanding toward each other will
ensure the successful of the meeting and keep both parties
satisfy with the outcome from the meeting.