Case 8: Moto: Coming to America
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Background:
The case "Moto: Coming to America" captures the essence of cultural differences between Japan and America. Moto, a project director of KKD (a Japanese auto parts supplier), was sent to America to decide which U.S contracting company to be used and check the price details. Before he went to America, a research on U.S building contractors had already finished by Moto’s company. The company found that Allmack is the best so Moto went to negotiate with the president of Allmack (Crowell).
Both Moto and Crowell are not familiar with each other’s culture. There are so many cultural and communication differences between them. As a result, a lot of misconceptions and problems generated …show more content…

For instance, Crowell’s lack of understanding of Japanese customs and the significance of business cards and gifts lead to a lot of embarrassing moments between Moto and him. What is more, When Moto began with “KKD is pleased to do business with Allmack” and then talked about the history of the two companies, Crowell showed his impatience since as an America businessmen, he believes that time is money, all his focus is merely the deal, he tried to speed up the deal and sell Moto on the greatness of his company. Crowell did not realized Moto believes that the deal is mutually beneficial to both companies thus they should become close friends. Moto was hesitated as he already knew Allmack was the best building contractors, but Crowell’s bragging and impatience betrays his belief that his company is the best and that clients were getting a favor by dealing with him. Moreover, Crowell’s lack of interest in anything personal about Moto hindered them from being close friends.
A loss of face because of Crowell’s remarks about Allmack:
When Moto was talking about the history between KKD and Allmack, Crowell manifested his impatience and interrupted him by saying “we are the best in the business, ask anyone, we build the biggest and the best shopping malls in the country.” In Japan, interruption is regarded as an extreme rude behavior, Moto felt that Crowell did not respect KKD and Crowell’s