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?

Question

Quizplus · Accepted Answer

The fact that Kevin is the oldest and most experienced person on the negotiating team suggests that he has more experience and knowledge of negotiating deals, which would be beneficial in negotiating with an overseas beverage company. This is a better justification than his aggressive attitude or previous negotiations with domestic firms, as the cultural and business norms may be different in China. While guanxi is important in Chinese business culture, it is not specified whether Kevin has more knowledge of this concept than other members of the negotiating team.

Fizzy Is an American Firm That Manufactures Carbonated Soft Drinks