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Ho-Ren-So: Paul Waddle’s Crash Course in Eastern Business
Chen, Ming-Jer; Dalmia, Pranav Case S-0387 / Published July 25, 2022 / 4 pages.
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Product Overview

Paul Waddle has risen rapidly through the management ranks at a Silicon Valley IT firm. He has positioned his company as the frontrunner for a deal with a large Japanese bank. Expectations at his hard-charging firm are high—but his preparations for a meeting with bank executives suggest he rein in his Western ways and hew closely to Eastern business etiquette if he hopes to leave with a contract. Japanese advisers tell him to accede to the bank’s demands; his instincts say to be upfront on what his firm can deliver. Can he thread the needle?




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  • Overview

    Paul Waddle has risen rapidly through the management ranks at a Silicon Valley IT firm. He has positioned his company as the frontrunner for a deal with a large Japanese bank. Expectations at his hard-charging firm are high—but his preparations for a meeting with bank executives suggest he rein in his Western ways and hew closely to Eastern business etiquette if he hopes to leave with a contract. Japanese advisers tell him to accede to the bank’s demands; his instincts say to be upfront on what his firm can deliver. Can he thread the needle?

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