INTERNATIONAL BUSINESS NEGOTIATIONS

KYAT AND SYSECA

BERTET Simon DUBLER Sara LICHON Chloé

CONTENTS Page numbers

I. Presentation of the case 3
A. Summary of the case 3
B. Analysis of the case 3
C. Why this acquisition was a success 3
II. General cultural profile of the French and the Spanish 4
A. The French cultural profile 4
B. The Spanish cultural profile 5
III. The Impact of culture on the two negotiation styles 7
A. The cultural influence on the French negotiation style 7
B. The cultural influence on the Spanish negotiation style 8
IV. What is the profile of the French and Spanish negotiator? 8
A. The profile of the French negotiator 8
B. The profile of the Spanish negotiator 9
V. Comment on this quote « negotiation styles, strategies and tactics are shaped by culture. This affects how agreements are reached, the way trust is built and tolerance to conflict.” 10
VI. How important is it for a negotiating team in Joint Ventures/Alliances to be made of “culturally aware” managers who are trained to work in multicultural teams 13
VII. Team analysis 15
A. Presentation Performance 15
B. Team analysis 15
C. Individual analysis 16
VIII. Bibliography 19

I. Presentation of the case

A. Summary of the case
Syseca (subsidiary of Thomson CSF, a French company) specializes in information systems and services which generates $220 million a year with 2300 employees. In 1990, they targeted Kyat (Spanish company) for possible acquisition opportunities. Kyat contains 250 employees and generates roughly $11 million in annual sales. Kyat even though originally based in the Basque country also runs operations throughout various other Spanish cities.
Robert Fillias was selected by Syseca, as he was seen as the ideal fit. However, he realized that he needed more than just a financial and