AT&T: Technically Brilliant But Interculturally Average

Running Head : AT T : Technically Brilliant But Intellectually average

Intercultural Communication Issues (Name (Course (Professor (Date

There are a number of intercultural communication issues in the case . In the first place , the Italians seem to value appearance as a means of communication , which the Americans do not fancy . That is what Mrs Webber notices about Costa , Demarchi and Vicari the first time she meets them . Their smartness in dress communicates their smartness in communication , as seen from the way they managed to convince Kline and Mrs . Webber to have the most critical

segments of the company marketing , research and development located in Italy despite the fact that AT T boats of superior technology . The Italian 's firm handshake and closeness to Mrs . Webber is meant to communicate dominance . This continues well into the hotel when the Italians offer to pay for the meal rather than let each one of the foot his own bill

The problem that exists for the AT T duo is that the pair does not seem to have prepared well for the negotiations . They did not have a communication strategy to help them extract concessions from the Italians . Indeed , when Webber wanted to share her product development plan , Kline glossed over it disinterestedly . If they had looked at it together , they would have refined their negotiation skills and possibly won over the Italians . Another problem is that the initial contact between both parties ignored discussing matters of control and ownership , until after the partnership had been...