Relationship Building Presentation
Skill#8: Hone your Emotional IQ to a level that you not only use it to buildrelationships and motivate people but to communicate and negotiatebetter.
Lastweek Dwight asked you to consider how best to cultivate customers whooperate at a long-distance from EC. Dwight wants to extend this idea,even more, to see how you would approach the idea of using yourEmotional IQ to communicate and negotiate with the long-distancecustomers.
Sarahis the team lead for EC in Japan. Sarah wants to find a small officefor EW to show its products to potential distributors. She has arrivedin Tokyo armed with her budget and culture research and confidence inher negotiation skills.
Sarah,with the help of a real estate broker has found a promising leaseholdin Tokyo near medical centers and elderly communities. The building is asmall space but has good foot traffic and signage space and is locatedin a premier area of Tokyo. It is 75 Tsubo or 2,669 sq. ft. in size.The owners (a father and son) are asking for a rent of 1,000,000 JPY or$8895.21 per month excluding utilities. The owners have severalbuildings in the area and are well-respected real estate brokers inTokyo as their family has been in the business for generations.
Thebroker who arranged the meeting with the owners urged Sarah to thinkcarefully before she spoke to the two men. They were rather oldfashioned and it was probably best to avoid offending them as theycontrolled a lot of real estate in Tokyo. It might be hard to find agood space if they did not like her. Still, the rent was higher thanshe budgeted for and getting the price down $1500 would be best for thecompany.
Sarahwas due to meet the father and son the next day. At first, she thoughtit best for the real estate broker who showed her the space to carryout the negotiations. When asked, the broker was surprised by therequest. He declined immediately explaining that it would be impolite.Sarah was worried. She always thought she could read people and theirbody language. She also felt confident in her negotiating skills as shewas an active listener. Was she out of her league? It did not take Sarahlong to see that the men were playing on a different playing field.They did not talk much, were not much interested in Sarah’s offer of$1500 less than the asking price. She began to talk too much and becomemore urgent in her demand for a lower price. The men said nothing exceptno. They did not get up nor did they comment. They sat calmly andshowed little expression. The son occasionally looked at the father.They both cracked a smile at the funny joke made as Sarah left. Sarahwas not sure if that was good or bad. Were they laughing with her or ather? The real question was; Did Sarah make any headway in thenegotiations? Sarah could not tell. Dwight having heard the story wasjust as confused as Sarah and just as worried. It was a week after themeeting and Sarah still had not heard anything from the owners. Thebroker assures her that is good news. She may not have gotten the spacebut they did not cut her out from looking at other properties theyowned. He would have heard by now.
Dwightis thinking that all the employees may benefit from some basicemotional intelligence tactics that could be used in cross-culturalcommunication and negotiation.
Hewould like you to create a six-slide voice-over PowerPoint that willoutline a more in-depth presentation you would make to the employeesgoing forward. The PPT should include:Directions:
- Complete the following:
- An explanation of the relationship of emotional intelligence to communication.
- The barriers that cross-cultural workplaces on using emotional intelligence effectively.
- How EI can be geared to cross-cultural work experiences.
- Summarizethe issues that Sarah faces and Give 5 tips which will improve her EIskills to better perform in a cross-cultural workplace. Remember Sarahhas studied the culture of Japan and the language. She is not fluent in Japanese but can carry out a decent conversation.
- You must use course material to support your responses and APA in-text citations with a reference list
- Voice over should not be just reading the slides.
- For the voice over part please include a written paper of voice over outlining each slide so that I can do the voice over.