Marketing Research and Management in SEA Case Analysis: Nora-Sakari: A Proposed Joint Venture In Malaysia Submission date: 03.03.2004 Nanyang Technological University CONTENTS: ___________________________________________________________________________ Introduction         1 Cultural differences         2 Relationship-Focus vs. Deal Focus         2 Formal vs. Informal         4 Time and Scheduling- Monochromic vs. Polychronic         5 Why Nora should contact Kuusisto in Helsinki.         6 Why shouldn't Nora contact Kuusisto in Helsinki?         9 Conclusion         12 How to create a win-win situation?         13 Proposal number one:         14 Proposal number two:         15 The actual results of the negotiations between Nora and Sakari         16 Introduction …showed first 75 words of 5173 total…

…showed last 75 words of 5173 total…easiest solution concerning arbitration must be very clear to both parties. As mentioned in proposal one, we suggest that they meet in either Singapore or Switzerland. The actual results of the negotiations between Nora and Sakari 1.         60-40 share of equity in Nora's favour-> 20% export 2.         A mutual R&D department 3.         Sakari received a royalty fee of 3% 4.         Nora's proposal 5.         The two countries decided to have the rest of their negotiations in Switzerland ("The Neutral Country")